VOL. XVII. NO. 8 O0LI. Ur.n,00.1.41,1, )5 LOIS OEM

ezde-z

makers yv sellers of talking macOines eitetup

Published Each Month by Edward Lyman Bill. Inc.. at 373 Fourth Ave., NewYork, August 15, 1921

01

Sp

The best-known trade -mark in the world designating the products of the Victor Talking Machine Co.

M., S. MS. asthe Sou eMrc, aP.c.,York,N. Y . -der Ole ma el Casgress of Mra S.lint THE TALKING MACHINEWORLD

PricesRevised Effective NOW

The cost of raw materials andlabor has now been lowered to such anextent that it is possible to reducethe prices of SONORA PHONOGRAPHSwith- out affecting SONORAquality. The trade and public can now purchase a SONORA with afeeling of confidence that they arepaying PRESENT-DAY prices. SONORA has always given and will continue to give the very best value together with the very finest quality.

TOTIS INSTRUMENT OfFquaLorf

CLEAR AZ) A, DELL

"The Highest Class Talking Machine in the World"

onora Phonograph Companp, 3nr. GeortcF..Brithtson, Prericirnt N EW YORK CITY FIFTH AVENUE. AT 53rd STREET 279 BROADWAY

CAn.dian I,.nbutorsI. Montagne. & Co., l'oronto The Talking Machine World Vol. 17.No. 8 New York, August 15, 1921 Price Twenty-five Cents

CONTEST PROVES DECIDED SUCCESS "MOVIE" MUSIC IN A NEW FORM USE OF COLOR IN ADVERTISING

Columbia Dealer in W own Holds Musical Motion Picture Theatre Uses Magnavox ina Has Real Effect in Increasing the Selling Power Appreciation Contest forSchool Children- New Way-Two Tone Arms Provide Un- ofPublicity,DeclaresProfessorWellman, Rosa Ponselle Acts as Chairman of Judges usual Effects That Prove Value ofDevice. Who Has Given Subject Considerable Study WATCPITUW, N. V., August 3.-The Hathirmu A theatre in southern California recentlyis That the use of color in advertising has a real Woolworth Co., ofthiscity, Columbia dealer, an efficient and clever method of supply- and definite effect in increasing the selling power conducted amusical appreciationcontestre- ing music to its patrons, this idea comprising aof such advertising is a fact brought out through i.e.)). among thepupilsofall the grammar Magnavox tekinegafoneoutfitwith a second careful and scientific investigation made by Prof. schools in the city that Wat successful far be- tone arm instead of a hand transmitter.Two Wellman, of Dartmouth College, the results of yond expectations.Miss Margaret Clark was turutables arc used mil the supply of records which were presented by him at the recent co..- the winner of the contest, her program beilig for the nature picture is laid sot in advance of veution of the Associated Advertising Clubs. In considered thebeSI bythe following judges: the performance.The records are then placed the CCU,e of his talk Prof. We... said: Rosa Ponselle, famous soprano of the Mum- on the thrombis and started, and when the "There have been some very ....cuing ex- politanOperaCo.;Percy Grant., concert scenes change appropriate music is played in periences Liu the use of color) in the catalog pianist:ToschaSeidel. ...cutviolinist,and accordance with thepicture.This is seems- Odd.The color page has established its ten - Charles Prince, director of Prince's Orchestra. plished by means of the two tone arms and the time effectiveness without question.In fart, the All of these judges are exclusive Columbia artists switch ow the Magnavox control box, whereby test by departments shows a range of from lea who arc renowned in the musical world. eitheroneoftherecords may beamplified to one hundred times as many sales from the use The second prize was won by Pauline Richter, through the apparatus at will. of a color page as front Ike use of black and and the third prize by Barbara Williams. rise In this way continuous music is heard with white.While these tests were being carried on no breaks and in sentiment adapted to the pic- it was also discovered that sales increased pro- ture as it passes through the plot.The repro- portiouately as the number of illustrations per ducing Ithrois located inthe extreme rear of page decreased.In other words, the mail-order the stage, the music passing directly through the house discovered that one article, well designed cloth screen on its nay to the acidic.e.In this and well illustrated, sold more merchandise than way thenUSIC is diffused and does not seem tothe former crowded page. rime from any definite place.At the same time "la the direct -by -mail circular and lollow-up the volume is controlled by the regulator on the field we find that even the addition of one color control box, thereby allowing the proper rendi- has iu eccas. the selling power from 10 per thin tion of the various types of records in accord. to tigurcs too high for quotation purposes. Here ante with the action of the plot. again wekind,however, thatthe addition of color usually implied bettertype arraugenient 200 PER CENT TARIFF ON IMPORTS and more thought in the preparation of the copy. Itis a fact that the larger investment required Two usa sles.ssiy, Switzerland Places Prohibitive Duty on Talkingusually imposes the preparation of a better sell- Machines-Will Shut Out Imports ing appeal on the part of the copy writer. "This field is practically wide open for direct WAS111,10111, D. C., August 9.- -According to ad-attack with good copy.' Letter from Rosa Foment to Prize-winner VICCh received by the Department of Commerce, Ilarditnan-Woolworth Co. also gave prizes to the Switzerland has increaseditsimport duty on OPENS NEW BRUNSWICK SHOP different schools as well astothe individuals, talking machines 200 per cent.The duty on and at the close of the contest 170 programs had these machines is now almost prohibitive and Bungalow Shop, Exclusive Brunswick Dealei, been submitted.A weekly announcement will itis expected that imports will be shut out while Opens Attractive Establishment-8,1ton, Or- be made hereafter from the lists submitted and thetariffisilleffect. Information concerning chestra Appears at Opening of Establishment concerts will be given in this dealer's auditorium the sew tariff ran be obtained in the Bureau of every Friday after.... Foreign and Domestic Commerce, where the full [Awn, blocs, August 6.-The Bungalow Shop, With her award of ten Columbia records andtestis 011 file. an exclusive Brunswick retail establishment, was a dozen cabinetphotographs Miss Clarkre- formally opened on Saturday, July 23. The IICW ceived an autographed letter front Miss Pons., GRAPHOPHONE FACTORIES DIVIDENDstore, whichislocatedinPrince's Arcade, is chairman ofthe committee of judges, compli owned by the Prince -Walter Co.Mr. Walter is menting her 11,011theexcellent program she Directors of the Columbia Factories Corp. of oueofthe best-known members ofthe New bad prepared. hlaryland, which is controlled by the ColumbiaEngland talking machine trade, having spent sev- Graphophone Mfg. Co., have declared the regu- eral years as wholesale manager of the kraft- Talking machine men should remember that larquarterlydividendof 2per cent on the Bates it Spencer Co., Boston, Mass. Brunswick the goods selling best now have been advertised. preferred stock. payahk this month. distributors. Carl Fenton's Orchestra, exclusive Brunswick artists, and one of the country's leading duke VALUE OF LETTERS FROM A MERCHANDISING STANDPOINT orchestras. appeared at the opening of the 13.- Some Important Suggestions About the Composition of Business Letters by Louis Balsam Which galow Shop, and played to capacity audiences Should Interest Progressive Members of the Talking Machine Industry throughout the day.The equipment of the new store is novel and unique, having been designed The writer of successful salesletters must but one step in avast merehandisig process. to duplicate the furnishings of a modern up-to- gethiniself into theposition ofthe prospect The miserable botch made by the averagedate bungalow.A thinplete line of Brunswick addressedifhis sales letters are to bring theletter is infinitely more costly than a good let- phonographs and recordsis on display at the returns theyshould,said Louis Balsam, cor- ter couldpossibly be. Bungalow Shop, and there is every reason to respondence and advertising counsel of the Di- "One poor letter ohm undoes years of the beliebelieve that the new store will attain pleasing rect Mail Advertising Association, in address -finest type of advertising and sales efforts. ve Mg that department of the recent convention "What are we going to do about it?Here of the Associated Advertising Clubs. arc four rules underlying all successful letters. W. E. DEWELL IS NEW MANAGER "There are," hesaid, "two kinds offalse If appliedto your own Correspondence they alarms that business men the world over canwillturn the trick as they have for business 1310aLitiLlytt. 1, August 4.-W. E. Dewell is the well afford to scrap. Ethics that are following them: nrw Pathe manager of the Churchill Drug Co, "I. The bugbear 'that business is rotten' and, "I. The successful letter writer is cue that is Patted distributor of this city.He is a seasoned therefore, itis no use to spend any extra sales in love with his work.No letter can be really phonograph man, well known in the field. par- energy, 'which would be wasted anyhow: successful unless it is written by someone thor- ticularly in the Middle West.During the sev- 2. The equally mistaken station that goes tooughly it. mescal. eral weeks which he spent at the Fatal factory in the opposite extreme in the misguided idea that "2. Successfulmetersarcthose written byJune Mr. Dewell made a study of Pattie business 'wild,'unusual and overspectathlarsales andpeople who put themselves in the other fellow's methods and took a particular interest in Pathc advertising tactics are the only things that will place In other words, the average letter is a dealer service.Churchill dealers will undoubt- bring in the business. failure because it doesn't visualise its reader. edly be greatly helped when the plans which "The day of the haphazard, slipshod. indiffer- "3 Simplicity is essential to resultful letters.mfr. Dewell is formulating are put into operation. ent letter is done. "4. Theoverdramaticand overspectacular "Now, more thane ver, business men should element must be eliminated in sales letters... Fresh air in the lungs is good, but fresh ideas understand that letters are not athing apart, These pointers are worthy of consideration in the head pay the bills. Sea ..... d fontpee. for Index of Article. of fntereat to this issue of The World 4 THE TALKING MACHINE WORLD AUGUST 15,1921 Music Should Be the Dominating Factor in Successful Talking Machine Salesmanship

Mr. Salcsumutis Miu FialenWomathwbich- match is also true: that Ito OMSK is had whichpiano playing. new treasures onart -music, 001 rr you are who reads this, what is it that you issincere.Whether itelevates or just makes of which to make records'Theat is ona pie. Therecord -makers know bettesrUlan you, arcselling? "Talking machl068,"Yon will tow glad, or sets one's feet dancing, or iaspires answer-'talking machines and records." Cer- one to lift up a voice, no platter how untrained.Mr. Salesman orbliss Saleswoman, thatthe tainly you arc taking customers into booths and iiisheer happiness and lightness of spirit, then people arc hoogeriog for good music. They showing then, cabitiets, getting not records for it is good musk. Mere noise, barbaric howls and know, better than you do, that great music, let them and taking their orders for goods which raucous screams are not music and never were. it be as high-hrow as it may, oevertheless alone cost fair sums of money.Put that itriot what lbw apart from that you wool go through a can answer the heart -hunger of the people. we incau at all. talking machinecatalogwithoutseeingthat The Weak Link What itit you are really selling?Does that ninety-nineselectionsoutofeveryhundred, N1 hy isit, then, that so lunch ephemeral stuff, lb.111 or that woman who comer iand listens from nursery rhymes and negro songs to string which is really not worth preservatimi, has to be to your records and looks at your cabinets reallygimlets and operatic 2(i., 111,R.20,1 recorded and is ,olit?Breaux the link between anticipate paying .t good money merely to get Ardt19,1871588: t. the maker and the ultimate consumer isdefec- a box made of wood arid sarilish, glue aid hard- tive.Bemuse you, young lady or young gentle- ware, filled with machinery and priced rip iv the man, arenot not of to your job!Premise selling hundreds of dollars?Is it the madane that the The Selling of 'Talking talking 01111 records is selling noisic: customer woos?Or isitwhat the machines and you caimotsell music rightly unless you will do that the customer is thinking about? know something aboutitl Wheii yon sell records does the customer know Machines and Records The bestpossible way tolearnsometlnng or e that the discs ogi potbefore hisor her about nuiste is to study your catalogs and make eyescar is made of shellac and other materials,or, Means Selling Music yonrsclf with the records of the best infact, doesthisell:dottiercare ooe Etticbit class. what the record intrinsically consists of? Isit Is there anything difficult about this?Hardly. not what the record will do that interests the That Is Best Sold The salesman or saleswoman who has the job customer? of selling machines, or records, or both, ought Of comae, itis. You, yolum mall or young When It Is Understood to be delighted merely to have the chance to woman, aelliug goods IIa talking machine store. spend spare hours at the office and at home, play- are sot really selling pieces of furniture or discs ing over the best rnusic and becoming familiar of shellac.Yost are selling thelifethat is withit. That is not work, itis play, and the thosedeaf) elements whentheyarebrought But, just as soon as you begin think at all finest kind of play. together. Pythemselves theyare nothing. about it you will see that this word music con- The Wonderful Pages Furniture is to he had at a furniture store. ifit veys so wide aineaiiiiig and covers so many He or she who takes seriously the work of is a closet yarn want or a chiffonier.But bring differeotideas thattlwreisreallyis gettingeach day will rejoice in the opportunity to be- machine aild record together, and front the oiliou to the bottom of it.If ever there was acol- come better acquainted with the wonderful pages springsmusic. glorious,splendid,laughing, lection of organized ideas which needed expert of the record catalog and from that first read- solemn, majestic music.It is that, young gentle- knowledge and real experience that collection is ing will be inspired to make the closest kind of man and young lady, which juinare selling. Merely to go through a catalog of rec- investigation of the records which correspood Movie and all that the name implies! ords etatofind ouzelcs for the best inons, thereto.The shelves of every talking machine Not Machinery, but Music 'merles which they will have very mach trouble store worthy of the name are filled with mag- And thatiswhy, when you sellthese ma- in trying to answer off -hand.'The ordinary lay - nificeut recordings, with golden voices, golden chines fool these records, you arc only selling luau,dcsiriug music and cleanentertaionient, strings, golden horns, imprisoned illthe simple elementsintheinakiug of music.tuerillato simply does not know how toread aeatakig discs and waiting to be kindled into glorious life the material clothiug of a feeling inflitintelligently. Can it be wondered at that such a by the liberating touch of the talking machine. heart, of a thonglit, of a desire.'sou are selling person chooses only the selections which he or Not to know, intimately and with the authority music, and you are wrong if you think that Yooshe has heard of or somehow already knows? that only intimacy gives, the contents of those are selling anything else. Satisfying a Heart -hunger shelves is to commit a daily crime against on What Is Good Music? Yet, what wen:thoseother records,alto, employer and against every Customer who comes Now, thin word music conveys a good niroly made far?%Thy are three these pages, by the in hungry for musical food. meanings and covers a moltitiolc of ideas.In svore, of the hest music pot into the catalogs at Good Music and Good Machines matters noisieat, if auywhere, itis true that one all? Why arc great sums of money spentit The -tatement is as trite as applied to tl. man's meatis;soother mall's poison.Billthis finding new voices,new totems invinliu mid Ill'onliourd on pogo 6) PLACE YOUR ORDER NOW AT LESS THAN PRE-WAR PRICES THE TALKING MACHINE'S HEI f.m, Our NYACCO looseleaf ALBUM consists of a solid wood and metal back, staples secure each two in one pocket.Leaves are detachable and the pockets lie perfectly flat when the album is opened. Our latest IMPROVED albums have been selling in such large quantities, enabling us to purchase material cheaper for a big output and, together with our improved machinery and facilities, give us the advantage to market our albums at such low prices. We make sets to equip any style machine.Our special set, with complete set of shelves forNo. 80 Vietrola,as illustrated. consists of more albums than any other album set on the market to -day and gives the dealer the opportunity to sell more records. Shipments can be made F0. B. New York or Chicago, as you may desire, thereby saving you freight or expressage. We guaranty our NYACCO albums as to quality, construction and expeditious deliveries.

Jobbers and Distributors throughout the United States and Canada Write for Quotations. Samples submitted upon request

EQUIPPEDWITN New York Album & Card Co., Inc. NEW YORK CHICAGO ALBUMS 23.25 Lispenard Street 415.417 S. Jefferson Street Aubust IS, 1921 THE TALKING MACHINE WORLD 5

In_ 114 X .0.44. i . 11:11; 1 .1.1..rb-'1.$.1 - - Victor

Vietroln IV, $25 Supremacy aL

The supremacy of the Victrola commercially is coincident with its

supremacy as a musical instrument. Vic Irela VIII, 050 The success of Victor retailers Oak goes "hand in hand" with Victor supremacy.

"Victrola'le the ...Bred Trade thark of the Vivo, Tatheog Mathlot Connie., desethaithr the prod.. of Ale Corny.> only Women; The the of the word Vthithlsupon orlathe thoroculoo ausale atthr othee Tallena hlachthe oePhotherthb pithluthe thisleadetit and filth.. Impor.iil Notice. Victor Records and Victor Biathlons ath thlenethcally toordthathl end synch:oohed Inthe prtherthe at meant..., +al thonIdbe wed y

ththalon, VC Anierica Po Co. ?0AZ P.." 7;earasII G. Hutte. Moot. Am. Ble. Roth P. Cur ice Co. ,b, ILL MithelINN. G. co. Putether.Paae Co..ine. Chrap'Trkie( '= 1.0,,. 00.5. Co Inc t Inelonntl, TheoTallethsMacbeth Co. /.Monne h 500. ThRudolph WorInaer Co Thn GoePhoiththe H. Ornseeln Co Pe. ecaph Co, Ithetanel, The CH.M.Co.o Talker.. Ma h.ne The Talk.. Machine CoInc. The/Althea VIII. Co. M.A. Weythana Son. Inc I olothboc 0, The Petth ro. W. P. drilderljl. Ton. Co Dulles.Tee. Saner Beth kio.Cciatel.1:11..." 5125 Co Hesse, Cale. The ctnighe CathphellMuth Portland.Ste. Curb, Men. Inc leorethethl.Hee. Clay CS. Dee Molar.. Bros Co Y. The Corley Co.,loc. I ..... II,Slob. CrthnellBros. 11.11theler.N. J.Chasm.. Elmer. N.If Mmes AthosCo. 2111Lalth City. U 71th John EBB. Clath El Tel W. C. Wall Co. bon lerthieletth Sherman. Clayto Co Honolulu. T. 11 BergetrothMusicCo.. Lid. benefit.IVthis. Sherman. Clay to Co Ithoelon, Tee. The ,T.allatia Machine Co. of byoknne. 1Vbee. Sherman, Clay Co nl. Look. Na. Rthrher.tecooth Co Vi.lrolo %VII, $350 Indlonopolle. lad51thast Talking Macbeth Co Moth hl.roue. Vthinal. XVII, lothele. Salt J., 11e, Fla -Florida Tall.iny 1. 0/0 ID. Sye.erwu. V W. D.Andes..Ca Mahogany or oak 'Ili.Ma...1.W. bolo. SonsMusic Co. 0. The Toledo Talk,. Math.. The SchthelterCo. Co. Lo. A area., Cal...Sheethth.clay h Co `"F!'°. 61,2pIt1..Co 11 peel., Tenth. ,..O.K.IlooA Pea. Co II.,.,. I Ithseher. Victor Talking Machine Co. Camden, N. J., U. S. A.

-HISMASTERS VOICE-

, 'X, 4'&J 744 .14.E.I.g14-4.,g;ia-k-k..,4,.JA444,1.1. alev 6 THE TALKING MACHINE WORLD Aosaenr IS. 1931

MUSIC SHOULD BE DOMINANT FACTOR sincerity, knowledge and enthusiasm thesales- SIX FUNDAMENTALS OF DISPLAY (Continued fence page 41 man gives Isis work, then the selling will be PIC- -cssfully done. An Expert in Window Dressing Tells of Certain ing =chine as when centered on the record That is why every salesman or saleswoman in Essentials That Are Worth Noting , shelves. Each is the complement of the others thetalking machine business oughttobe a Both go together and neither is useful without music "fan," an amateur interestedinmusic. The window display manager of a large de- the other.The man or woman who wants tousing music at home as regularly as food orpartment store has placed on the wall of his sellsuccessfully the best and most expensive clothing,andeonsequentlya personready, office for the benefit of his assistants six of what machines simply must be mentally tied up to the anxious and ableto impart something of the arc considered the most important fundamentals idea of good music.For good music and good same enthusiasm to every person who comes siudow dressing.These arc net forth so as machines go together. The man or woman who within his reach. toassist those interestedininstalling window has a taste for the best in music has, or will To selltalking machines and records isnot displays.The six fundamentals are as follows: acquire, a taste for the best in machines. For tosellmachinery, furniture,prices, terms or I. Show windows arethebestadvertising the two ideas go together, the line music and the anything of the sort.Itisto sellthe meass space in the fine instrument whereby the prisoned tones arctoward nessic inthe home, to sell,in a word, 2. Show windows should be a picture, hand- released into golden sound. the loveliestthing that can be sold --pure, en- some rather than pretty. Taking Music Seriously during musical beauty. 3. Space is valuable.Therefore, to use the That is why the good salesman or saleswoman Isitexpecting too much to hope thatthe space most economically and effectively use your inthe talking machine businessishe or she men and womcn who sell this should be loversown merchandise. who takes music seriously, who makes 11111bieand consumers of stasis themselves? 4. To so arrange a window that itshall be a a part of his or her life.Itis useless to expeet Know your catalog, know your music, be able simple arrangement of a few easily grasped facts. that one shall be successful if one is not inter- tosuggest,to help,to guide your prospects. S. In each window as far as possible strive to ested in 's goods.Salesmanship, no matter Remember thatitisnot the material medium make coloring harmonious and goods convey a what someone fools may say to the contrary, is notbut the soul of the music which they in reality similar idea --in other words, harmonize ideas as hypnotism or magic.It is the result of sincerity, want: and prepare yourself to treat thorn on thiswell as colors. enthusiasm and knowledge of what one has to principle.Then you will be a real salesman, 6. Each group of windows should be so ar- sell.If that which one has to sell is worthy the and will have mastered the real secret of success. ranged that one of the two effects is produced: (a)They should harmonize, or GEN. C. G. DAWES AS A COMPOSER investigation.Whenthe Director of the Budget (b)They should act as foils for each other, was accused of grievous musical crimes he had so that each will set off and emphasize the other; Director ofthe Budget Composer of Recent toconfessblushinglythathe had composedin other words, harmony or agreeable contrast Kreisler Number Listed in Victor Record List other pieces as well as the 'Melody in A Major"is an absolute essential. for the purpose of beguiling his hours of ease, A great mystery is at last solved.Fritz Kreis- but this was thefirst number to winits way SCHUMANN-HEINK WILL SING ler, the distinguished violinist, recently made a intopublic notice and appreciation, thanks to eceird which constituteda port of the JulyGodfather Kreisler.Others, doubtless, will fol- K.sssos Cevv, Mo., August 6.-Among the great Victor lint, entitled "Melody in A'Major," which,low in due course. events of the American Legion convention 'tis now reveeird,NV39written by Chas.G. this city this Fall will be the singing of Mete Dawes, formerly a banker, later brigadier-gen- THE COMPOSITION PRODUCTS CO. Schumann-Hcink, the great contralto and Vic sisal in the A. E. F. and now President Hard- for artist, who has announced atManila the ing's Director of the Sledges.Wheel Kreisler The Composition Products Co. has been in-she had just canceled engagements in the Orien 'cardthis number, without knowing its com- corporated with a capital stock of $24100,000 at that would have nettedher about $30,000iu poser, he at once fellfee love with it.No one Albany for the purpose of manufacturing phone.,order to be with "her boys," as she calls them. uspected that General Dawes was of a musicalgraph products. Those interested are Samuel B. She sang atthehospitalforthesoldiersa met. He hailratherattained a "Helland Howard, Robert K. Thistle and Harry C'. Hand, Tel before sheleftforthe United States, Maria" reputation, gainedinaCongressional all of New York. in spite of the fact that she has been ill. Parrot TalkorCommon Sense

The name Peerless on a record album is like the word "sterling" on a piece of silver -it's a guarantee of quality. Your customers, educated to the habit of buying only the standard, trade -marked products of a reputable manufacturer, are always 100% sold when you liftthe front cover and point to the name Peerless on your album.It's the conclu- sive sales argument.

The genuine, t rade-marked Peerless (warp -proof) Album costs no more than the ordinary kind and is easier to sell because the stamp of quality is there-you don't have to say, "Just as Good-."

Peerless Album Company Phil Rallis, Pre, 636-638 Broadway New York Boston Office, 20 Sudbury St. Chicago Office, 21E. Van BurenSt. AOGOST IS, 1921 THETALKING MACHINEWORLD

V ic :rola IV, $77. Crak Victor Victrolo VI, $35 Mahon, or °Ms -caosiorrissa-a-- Supremacy

Vietvolo VIII, $50 The Victor has earned its 011 supremacy by the great things it has actually accomplished. The large measure of success enjoyed by Victor retailers is in keeping with Victor supremacy. Vastrola IX, $75 Mahogany or oak

" Vif tr0I.' 1. the ...tr. Tradecnarkofthe VI.. Ube. llachiee COMP.> designating the product. of thi. cow, Ocolf. Warning:The use of the word Viarnlaupon er Inthe 'mewl= or We 00 Mel osber Talking Machine or Phonograph product. la misleading end illegal. Important Notice. Piet. Record. and Vielor Mathieu. are scia115cally coordinated and .rnehronised inthe proc sssss el manufacture. wed should he used together tosecure aperfccireproductiou.

Victor Talking Machine Co. Camden, N. J., U. S. A.

V la No. 90, $125 hfahogurn a. l" wainw

Victrola XI, $150 Vic... XIV, $225 Victrola XVI, $275 VIetrolo XVII. $350 alrnagany, oak m scalaul hfahagany, oak ar inhsal v ,,,,, lbtaboro.oXVI, alaatt1. 4157.50 VW... XVII, olootrio. $4111 / Illabooloy or 8 THE TALKING MACHINE WORLD Accost. IS. 1921

rim..I .11-. but unless the purchasing public is made aware of a spire's progressiveness thrown the medium of advertising proixm- eauda little is accomplished. At MO time inthe last ten years has advertising been more makereras e, iu.ce,sary than to -day.Buyers and sellers are too prone to admit that business is bad and times are hard.This pessimistic wailing Ina311 WEE!611:0 9 't never gets anywhere.It is only in times of stiess that strong men demonstrate their abilities to turn failure into success. PUBLISHED BY EDWARD LYMAN BILL, Inc. Despite the quiet conditions referred to there are talking ma- chine dealer, in this country who have done more business in the pea sic mulls than ever before in their history.They were forced J. II. SPILI ANIE. Ecittor r. Axe that it was up to them to do something out of the ordinary, RAY BILL, IL B. WILSON. DRAW WittTE. APAOCIPIC Editors and this extraordinary effort of salesmanship has brought a most I.. M. ROBINSON. Arlyartininn Manager gratifying reward illthe way of larger sales. There are possible L. E. BOWERS, Circulation Ma aaaaa porchasc, existent all around us, but they are not inclined to buy Tesd luyoreroolot eeeeeA.P. NAM*. WIY. I).noun, r. K... Lep. tall, log machines, records, or anything else unless they are solicited flot, V.It. Wcto, E. I, Woe., r Tinny. Scot Komp., A.J. Mo.,. and solicited in a tonne entirely nut of the ordinary.Where this Peoeletle OtslIdloto.Mht.j. seSerest, WI... III.Telco..., is hving done ;toml results are tieing achieved. n....,Joe. IL Wits.. 371 Weelqnst. $ In the race for Inishess the advertised prodoct unquestionably Load.. Proc. 0/11.1 2 Goobton 1sm,p4ssii SI.W. 1./ r1 STYMY, My, To Tent.. Mech., Weald 6. ocular corresponde. looted In .6 of lbe pelootol has a distinct advantage, for tine individual, whether retail customer

like the individual, ran be either buoyant and successful or grouchy mud a failure. PLANNING THE SUCCESSFUL FALL CAMPAIGN To -day the dealer who wins out is the man who puts forth all his energiesitspresenting his goods to the consumer by BL'FORS the nrzt issueof The World makes its appearance we means of an attractive, convincing publicity, which shows the abso- will have entered on the campaign for Fall trade.The volume lute wed of music in the home and how that music may be supplied of business will he as sue make it.In other words, there must be satisfactorily by means of the talking machine and its corollary, the a rapid awakening to the necessity of educating the buying pnblic. record. The American people as a wlmle have been practicing thrift. There has been a limited amount of buying of a voluntary character 'in the GOOD WORK ACCOMPLISHED AT CONVENTION musical instrument field. The public most now be sold by a thoroughly ALTHOUGH it is not likely that for a number ofyears to come up-to-date conception of salesmanship.It most be made to realize Ilic annual convention of the National Association of Talking that musk, and particularly talking machine', is a necessity in Ilme Niaeltine Jobbers will be held so far West as Colorado,as witness home.This formula may be easier to talk almt than to put into the recommendation that the next convention be heldat Atlantic City, practice.The fact remains that the dealer who has not utilized his the fact remains that the Colorado Springs meeting provedan on- time during the inactive period hi building up prospect lists and qmtionable success ill every detail.To Charles K. Bennett, chair - developing leads in mweparation for the period when there is greater Mall of the Arrangement, Committee. and to his able assistants. activity, and when a limited amount of time can best be devoted to who worked so indefatigably,- is due most of the creditfor the actual selling, Inns not done his duty to himself or to the industry. success of the meeting.Not a detail was overlooked from the time The manufacturer or merchant who is waiting for Fall trade the jobber, left New York muff the final round of golf.Although to develop without making studied efforts to bring it about is negket approximately ISO people were in the party, thereseas not heard a log great opportunities.There cm be no resting on past laurels. single complaint, which is the best proof that could berequired There nmst be continued progress mid achievement. regarding the success of the affair.Under the direction ofL.C. We have just closed six weeks of hot, timid weather, whirl, has Wiswell, the retiring president, the nosiness sessionswere conducted curtailed the volume of retail business materially-a period when a harmoniously and with snap, with the result thata great amount great number of retailers ceased their moat efforts to develop burl - of real work was accomplished in the three business sessions. Hess. While a ludidny period for rest and recreation is very advisable lime World has received many compliments forits enterprise and to be heartily recommended, the time is now approaching when in bringing to the jobbers the first complete account ofthe convention the vacation spirit must he replaced by the spirit of enterprise and up to and inhaling the golf scores, which was adequately illustrated. trade building. We must perfect plans fora great volume of business 'Me majority of the jobbers upon their return to their offices this cooling Fall and Winter season. found The World with a full convention report lyingon their desks.It Anyone acquainted with trade conditions throughout the country ineain the holding up of presses for a day or two, not it can easily realize that we are facing no easy task-that it will be a was felt that the results were of sufficient importance towarrant it. continuous battle, and that the army that is best drilled and which has its plans of campaign well prePared, with forces properly equipped DEVELOPING INTEREST AMONG SALES FORCE I for the fray, is going to be the victor.Preparedness is cow of the ITisgenerally believed among business men that salesmen who great requisites to siweess, and in these closing weeks of August it work wholly or partly on the commission basis is time to fall into line and get into action. are likely to pro- duce the best results. for a fixed commissionproves an incentive to I PUBLICITY AS A FACTOR IN SPEEDING SALES the salesman to increase the volume of his business and profit directly thereby-aim incentive that is lacking in the case of the salaried NOman who deserves the name of merchant can fail to recognize man. it frequently happens. however, that even salesmen workingon com- theforce of advertising inspeedinglip sales. Progressive mission are liable to grow stale and lack interest, andthe retailer is licks and modern plans of merchandising are most needful ACM - sometimes sorely pressedinthe matter of developing plansfor AUGUST 15, 1921 THE TALKING MACHINE WORLD 9 reviving the interest of his salesmen and stittuilating business thereby. other lines of trade, but it Ithas been found practicalin imam, lines of is new in the music trade. and should hind business. and favor, especially with those big establishments where particularly so in the auntie industry,to institute various contests the visitor is with prize awards to develop called upon to pass mount distance into the c pe:ition among the selling organi- store before coming in zation to the advantage of the salesman himself contact with the salesperson. as well as the house for which he works.lire prospect of winnfug a prize, The average customer naturally likes to receive attentionand if even though properly welcomed at the door of the store. and directed, its intrinsic valve ntay not he much,amuses the sporting spirit that ifnot escorted, to the proper section where the de, heel articles exists in the average salesman. and doesmore to stimulate him to may he greater effort than floes the prospect of seeing his obtained, soon gets the feeling that his, or her, trade is worthwhile. conunission check grow. It keeps the customer interested, too. while waiting forsome busy II simply means the injecting of new interestinto the selling game. salesperson to find time to give the visitor attention. Salesmen are only hinuati, and the best and Another store in the West has worked along different angles.In most energetic are this case a woman has been employed for some time making prone at times tofeel the monotony of their particular vocations. a close When son.' Platt is dcvelulrcd for breaking inspection of the facilities of the store where she is employedand Otis mm,nfotlY, even lent- pen visiting similar establishments in tine same and neighboring pormily, the stimulating effectis cities i lllll iediately evident and isgen- erally more or less lasting. with a view to getting ideas regarding improvements thatlimy be made in her own establishment.This is the proper idea if the retail Some humorist gave birth to the epigram thatmost men will do more for a cigar than they will for a dollar. store is to be kept well in line with the others of its class.It means It has heel, proven on knowing what the other fellow is doing and then trying to improve 11111114,011A occasions than many a sulesman will work harderin an upon that work. effort to win a $10 pocketknife than he willwhen the prospect of canning $100 extra in commissions is involved. Itsimply means KEEPING UP EFFICIENCY STANDARDS appealing to the craving for something new. II is a well -established business maxim that when business falls 20

THE DEBUT OF THE PATRONAGE PROMOTER per cent sales efforts should increase 50 per cent.Thatisa very good policy as far as it AP ROM I N bINT Western retail music house has just goes, Intt, like so many other ideas, hired a com- it should be amplified.If a twin has the power to increase his efforts went former saleswoman to act as all official "greeter" and has 50 per cent Meet he has not been doing the business be shrinkl have by that action presented an idea that should interest otherprogressive draw when times were more nearly normal. concerns in the trade. It stands to reason The "greeter" in this particular instance is that there most be something wrong somewhere if a sales staff charged with seeing toit can that every visitor to the store is received suddenly do 50 per cent more work simply because business happens cordially, made to feel at home and otherwise insured of a welcome to be dull.If that increase in efficiency were put into effect wheel that is calculated to promote regular patronage. And regular patron- business was normal the profits of the firm would be great enough age is particularly valuable just now. to tide over the period of depression. The merchant who allows flaying leer a saleswoman, the "greeter" in thiscase is quali- his sales force to give him only halfthe service of which itis fied to meet visitors properly and, not being charged with theactual capable is losing money every day that this condition exists. work of selling. is free to see to it that the customer is accorded The the merchant who desires absolute efficiency must demandthecontinu- proper attentimi even before the salesperson ran take charge.The ance of this high sales standard when business conditions return to a idea is not exactly original, for similar positions are maintained in normal basis

01111111111M111111111111111111111111111111111111011111111111111111111111111111111UM11111111111111111111110111111111111W 111191111111111111111111111111111111111111111111111111M111111111111111111111111111111111111111111

Wholesale Exclusively

WE gun for War and get results. Let us help you get that "Volume."

That's PEARSALL SERVICE

-Desire to Scree PLUS Ability."

10 EAST 39thST. NEW YORK CITY -5° SILAS E. PEARSALL COMPANY srmERITO-

[11711111111111 1111111111111111111111111010H11111111111111111111111111111110111111119 A IIIIMMW111111111111111111111111111111111111111111111111111111111111111111111111111MA1111IIIIIII111111111111111111111111 IT-, 10 THE TALKING MACHINE WORLD Aarcusr 15, 1921

R11,9 411 111:1 4--,-.)91k1411t

___

The CheneyFactories Utmost precision ofmetal parts, mechan ical perfection of theCheney motor, and unusual skill and talentin the fashioning of artistic cabinetsare demanded in thepro- d...ction of Cheney phonographs. These standards, maintainedand elevated, will keep The Cheneypre-eminent in quality

CHENEY TALKING MACHINECOMPANY,Chicago

CH TE7'klE-Y- Tit Master lattniment With the 'Win Rimmator and OrrhearalChambers THE TALKING MACHINE WORLD 11 The TalkingMachinean Important Orches- tral Factor inSmaller MovingPicture Houses

I I ,,11p5,, be found than a place of amusement where log .h.of111, spit t rt,. Itg Ism: - betters iPt! tf advert Mg Picture houses. mov- deeds of people go daily? Moving picture men always Arrangements might puree withIts be made by the dealer to oiler the theatre coldtipsona 11011t nll include the musical program in theiradvertising man- sPreen with the talking machine playing through- and on the printed programs. agement the use of one of his machines free of out the performance? They are realiz- charge provided that proper annonneetnent ing more every day the wonderfulpulling power is Advertising ofthis kind of music and several theatres have made on the screen of the niake of machisse willnot only help even gone to and the dealer sell talking machines. but will also the extent of practically featuring the dealer who supplied it.Here is an advertise the music, stimulate the demand for records. A list ofnew making the show itself of secondary records means mooch tion. considera- lesstotheprospective In large cities where thereare modern 'sayer than hearing the record played. 0( theatres the following expression is COWS, the barom- the theatre program will contain alist of the eter of the drawing value of music: "Let's selections to be played and might even carry the the Rialto (or whatever the go to Dealers Will Find It name of the show advertisementofthe may be); it dealer.Tunis when the has wonderful music." record is played the prospect can check it on the In the larger theatres, orchestras,organs and Profitable to Tie Up program and the advertisement of the dealer in pianos supply the musical entertainment,but a conspicuous place will suggest where the rec- there exists an undeveloped field inthe smaller More Closely With the ord may be obtained. theatres for the sale of talking machines.The talking machine with the prestige ofthe most i' Moving Picture Thea- NEW PERIOD MODEL WINS FAVOR renowned musicians in back of itcan and should be sold to theatre owners, and the dealerwho The Hyatt Talking Nlachine Co., of Portland, goes out after this business will not regret it. tres in Their Localities Ore.,ishaving a great demand for the new The modern talking machine give,a perfect Brunswick period model, Stratford 310, Queen rendition of theartist's performance and the Anne style. This company, by the way. furnished objection of lack of volume can beovercome by Clara Kimball Young. the faunas film star, with the attachment of a meet which would be read by everyone cuter- Magnavox. an instrument leg the theatre. Brunswick modal 122 during her recent visit to for increasing the volume of sound. Persons going to a theatre tothat city. and received a very interesting letter Thus the be entertained naturally watch the mic can be heard distinctly inevery part of screen and of thanks in which she stated that the Brunswick the theatre, andthepatrons read the announcernents, and added force would willderive the be given this form of publicity by hearing the phonograph was a genuine delight and praised benefit of hearing the great artists andorches- its fidelity in reproducing the music of the record. tras of the world instead of the inferior musicinstrument play during the show. which is so prevalent in the smaller theatres. The small-town merchant is especially favor- - - INCORPORATED The dealer who snecceds in placing ably situated with relation to the above.In the a talkingsmall town there is only one or at most machine in atheatre Should not overlook the two The Hopkins Phonograph & Piano Co, Phila- theatres and a possibilities for publicity. weekly newspaper.Practicallydelphia. Pa., has been granted a charter of in- Money spent for ad- everyone in the town and the farmers from the vertising that gets results is a profitable corporation inthat State, with $50,000 capital. , to a show at leant once ni what better avenue .1publicity can each week.In view of these facts, which istip

Sherman, Clay&Co. Pacific Coast Distributors

Victor Victrolas Victor Records Victor Accessories Morn Wholesale.Dont. 741 Mission Street, Sari Franci.re Branch Wholesale Depots: 444 So. Broadway, Los Angeles, California 45 Fourth St., Portland, Oregon Oceanic Bldg.,Cor.University and Post Sea., Seattle, Washington 427 Skeet First Ave, Spokane, Washington AUGUNT IS. 1921 12 THE TALKING MACHINE WORLD .ids s Be Prepared,_ BuyNow

"History Repeats Itself" -In the fog of doubt and expectancy that beclouds the judgment of all but the shrewdest talking machine dealers, as applied to their probable stock requirements for the fall and holiday sea,ons. one fact remains-though it may be forgotten or ignored-to determine the correctness or mis- take in a decision of what and when to buy. -The fact is, phonograph products cannot be made over- night." Quoted from en editorial in The Phonograph and Talking Machine Weekly for July 13, 1921

COLUMBIA A UGUI, 15,111.21 THE TALKING MACHINE WORLD 13 While PricesAre Down

SHREWD Columbia know that their percentage dealers are looking of profit remains exactly ahead to the big business the same. that's sure to come this fall and holiday season. They know that when they want Columbia Grafo- They're preparing for this nolas, they'll want them in big business with courage a hurry. and confidence. They know that stocks of They know that Colum- Grafonolas are ample now -at these big savings-and bia Grafonola prices have reached the low level, that that Grafonolas cannot be made overnight. they cansellthelatest models with many modern Shrewd Columbia dealers exclusiveimprovements will be prepared. From La- forless moneythan older bor Day toNewYear'sthey'll designs of phonographswith cash in on the courage and none of these features. They confidence they show now.

COLUMBIA GRAPHOPHONE COMPANY NEW YORK 14 THE TALKING MACHINE WORLD OtiST15. 1921

A Service You Have Been Looking For

Here are four products, vital to the operation of every retail phonograph establishment. We ran ship them to you on 24 hours' notice at money saving prices. Let us Stringbutton Delivery Bags address your An assortment of quality papers and a variety of beautiful twocolor supplement designs featuring all prominent makes of records to choose from. Ten and Twelve inch, Plain' or Printed. envelopes Stock Record Envelopes' each month Choice of 110-1b. Brown Kraft or 150-1b. all -sulphite Green, tough and durable.Plain, single or double faced.Printed with ruled Inconjunctionwith inventory form if desired. The hest made and most serviceable stock our supplement envel- envelope on the market.Furnished in ten and twelve inch sizes. opes, we offer you an- Corrugated Pads* other service which re- These double faced corrugated paper cushions come in both ten and lieves you of allthe twelve inch sizes, furnishing excellent protection for your customers' worry and bother of records. addressing theenvel- Supplement Envelopes opes by hand. The cost Size 534 x 7%2. Made in white and colored papers, imprinted with is very reasonable. We your name and address. Choice of several attractive designs which bond ourselves certify. can he changed every month. Read notice at right. ing that your listof THE H -W SERVICE names will not be used is national in scope, available to dealers in every State. It is the only com- for any other purpose. plete service of its kind. Our products are manufactured from the best grades of paper, and are sold at the lowest prices that can be quoted on Full Particulars Upon goods of like quality.They are the result of practical knowledge of Dealers' Needs and Talking Machine merchandising. Request. Met. marked with anierigit ran be shititwil within 21 hours after werl.t of order.

HALSTED WILLIAMS CORPORATION 815 - 819 MONROE STREET BROOKLYN. N.Y. Fill In the coupon-Mail it today-and let us tell you in detail about 1-1-W Service.

HALSTED WILLIAMS CORPORATION, 815.819 Monroe Street, Brooklyn, N. Y. Please furnish complete information regarding the 11-W Service, without obligation on iny part. We carry Victor Columbia Fdison .. So no ra Brunswick Pathe. and Name Address City THE TALKING MACHINE - - - WORLD 15 Co-operation AmongTalking Machine Deal- ers and the Benefits to Be Derived By D. G. Baird

the ,,1,1 motto, "United ve stand, divided we fall,"is just as true today as the 4asoClatIOn would, of cont.., have a name, littleor nothing aboutthecreditrecordsof itever wan. and such as "Associated Talking Machine Shops' it has always been true.Co-operation In bent - those to whom they cots -Listtheir instruments. boat to all parties concerned and, if properly isr "EOrtimimity Nfusie Shops," and all publicity The resultis that cittilely too many people are would be over the name of the organization and el:rested. harmful to 0011c. snaking a practice of baying a handsome ina Talking machine dealers should organize would carry the names of the Individual members chine on tennis and immediately thereafterre- in atthe bottom of the advertisement. every town where there arc two or more dealers In ordermoving to another address without taking the They should organize for the purpose of edu-that all might fare alike in the direct benefitstrouble to notify the talking machine dealer front from amts advertising, the names of the mem- whom they have tnade their purchase. catingthepeople of their COMMUnitiesto a bers should be arranged in alphabetical order Another very common practice that seems to greaterappreciationof mic especiallythe mitsie of rho talking machine.us They should or- and then rotated, the name heading thelistin begaining in favor with the dead -beats is that ganize one advertisement going to the foot of the listof getting a fine machine for as small an initial formutual protectionagainstcrooks, iii dead -beats and unethical dealers. the following one, and so on.The name ofpayment as possible and then neglecting to pay They should any more on the contract. organizeforthe purpose of promoting betterno talking machine would ever be mentioned in The first payment lapses fur a week orso, then the dealer sends merchandising intheindividual shops. They should organize for the purpose of forestalling anicestatement just as a remind..This is any sales stunts that might be harmful to the ignored and the dealer sends another statement and another.He goes in person to collect and business in general.They should organize for Publicity; Protection; isput off with plausible excuses and promises the purpose of securing better displays at fairs to pay. and other public places. Finally he takes back his machine, after They should organize Better Merchandising; ithas been used for several months, and the for the purpose of presenting harmony and good dead -beat goes right over to another dealer's and will among themselves. gets another machine and does the sank thing. There may be other reasons why talking nta- Credits; Displays at la a large city where there arc many dealers. a chine dealersinentry town should form local dishonest person may do this for years without associations, but these will suffice for the pit, Fairs-Can Be Han- ever being suspected. One dealer doesn't know poses of this article, which are merely to show that the heat has already beaten One we more the importance of such co-operation. Taking dled Co-operatively other dealers and has no means of finding out. these up in order. then: With an organization, dealers couldreadily For Better Publicity check up on such crooks and save themselves Very few dealers, comparatively speaking. are immense sums of money every year by refusing able to advertise as much as they must if they this publicitypublicity and all makes I . alike to entrust their instruments to those who were re to educate the public to the talking machine from it. known to have beaten another member of thc lab. The sale of the talking machine has been The amount of space taken by the associationassociation. phenomenal, itis true, but nothing like what itwould, of course, depend upon the strength of Unethical business practice on the part of any ould have been made.Not only so, but the the organization, but whatever the size of the dealer or individual could be stopped. The elec- brat horst of enthusiasm for the talking machine display may be, at least one advertisement each tric specialty shops of Detroit recently formed is passing and we are now inthe midst of a should he rnn inthe local papers. An an association very similar to the one here pro situation that callsfor greater effort than the association composed of, say, ten or twelve deal- posed for talking machine dealers, and one of majority of dealers have born accustomed toers, in a large town or a city, might very well their first acts was to put a stop to the practice spend in their efforts to provide music for the run thirty inches inach paper in Om city eachof certain people who were making a business of nation.Dealers are few indeed who are able to week.Smaller organizations would be bound tohaying up slightly used laundry equipment and invest enough in newspaper advertising to make nse less space because of the expense. advertising it for sale as new goods at cot prices heir publicity pull as it should, to say nothing In additiontothe general advertising, indi To do this, the officers of the association sintpl I undertaking a campaign of general publicity. vidual dealers would continue their own pub- went to the newspapers and explained the milua By co-operative advertising. a number of deal - licity or not as they saw fit. tion, whereupon the papers rejected all subse enough display publicity inthe For Mutual Protection could run quest ads of the kind. ocal papers each week to undertake an educa- Every talking machine dealer loses a consider- Every day there are being advertised inilis ional campaign, while keeping the "talker" idea able amount of money each year because of newspapersofthecountrysupposedly new 'n the minds of the people all the time.In this skips,dead -brats, returned machines andutv atandard talking machines at 515 and up.Ai ray dealers world br able to ask and get con- ethical dealers.They have no means of check- organization of dealers could stop this at once. siderable assist., front the mantras -hirers also. ing up on prospective customers:they know (Continued on sage 17)

There is a "short method" for the building up of a successful retail Victor business "Victor Exclusively" ORMES, Inc. 103 E. 125th St.Wholesale Exclusively NEW YORK 16 THE TALKING MACHINE WORLD Aucosr 15, t921

/(I(< 41 PHONOGRAPH glie AristocratofPhonographs Backed by a Well Financed andLong Established Organization

thou ever convinced that there existed a Today the Widdicomb phonograph A message of vital impor- great demand for a phonograph of artis- holds a unique position in the trade.It tance to phonograph mer- tic merit. is backed by one of the old tine Com- Pot they did notat once pot their panies of the United States.It has un- chants who have a right qoalifically received the endorsement of ideasintopractice. They calledto- to know the facts. getherexperiencedphonograph men the greatestphonographmerchants. front different parts of the country; men Thousands of Widdicomb users have who had bad long years of experience in pronounced it the finest machine on the FIFTY-SIX yearsago,in the practiall end of phonograph making. market, both in appearance and tonal 1865, The Widdicomb Furni- Theseexperts,togetherwiththe qualities. ture Company was established at Widdicomb cabinet makers, worked for At present the Widdicomb franchise Grand Rapids, Michigan. It was two years before the fiat Widdicomb is being offered to a limited number of organized by men of vision who phonograph (now entitled Tire Aristo- dealers; to phonograph merchants who were master cabinet makers, and crat of Phonographs) was completed. are interested in an organization of well - who saw the growing demand for When it Was Shown to a limited num- established business policies and which is ber ofwell-known phcnograph mer- known throughout the United States for tine furniture. chants itcreated a sensation. If con- its integrity and sincere business quali- In fifty-six years this organization tained many exclusive features and it ties.To these men we are able to offer Ilan forged ahead until today it stands in was the first One that a phonograph had an exclusive franchise which will be a the fore rank of this partictilar industry. been designed which contained beauty in profitable, paying one.If you are in- Itis known, wherever furniture into appearance and exquisite musicalquali- terested, write UN and we will give you inset, for the superiority of its product. fie, 45 well. the full facts. exquisite workmanship mid perfect cab- inet design. The Widdicomb FurnitureCo., Grand Rapids, Mich. Nut long ago this same organization witnessed the demand on the part of America for a phonograph which, aside from being a perfect musical instrument, would be decorative as well and lend enchantment and beauty to the home. In other words, it saw the necessity (Or phonographs of tine cabinet design- smelt cabinetdesign as Widdicomb placed in its well-known furniture-and the executives of the coMpany deter- minedtoinvestigatethe phonograph market. Their survey prom! to he a revela- tion.They found that phon.igraph tour - chants and music lovers received their ideas with open arm,.They were more

The New -Day Phonograph

rolomournMs 1t1.1, Mem+ n...Imo..Mel Imlay Ihr Irmo. I. loorril ImIlm mol mom ble role.tido Ilmeoren1 only be e. prelrolIrom moler ollbe IIIn. rrrrrr nolural 11.1in. romilluer ammo, lorollure lom 1.3. Mould be lbe leader.. of 11.1.1 new - m ol olmommok. M.1.1.11emob model. mom loprim from MMOO lo 1.e. Y011 Me MAW- .... olrlor Ilombmentl Ille mumble Ilor. 11/1/1, OMB 111041T1.10, COMP,/ limthIn.

The IT'iddiconth Phonograph plays all records.Our tests show that it plays all records better.This is u claim that the Iriddicornb can bark up by actual den onstration.The new Iriddicomb ribrationless Amplifier I patented) gives the Widdi- consh supremacyof tone.This tone chamber elintinates vibration and metallic harshness.It dm, full justice to the lair, or the higher musical notes and reproduces with equal prominence the deeper and richer tones of orchestral records. Lei U. tell you more about it.Write for our mete catalog. toss Atniost IS, 1921 THE TALKING MACHINE WORLD 17 CO.OPERA [ION AMONO THE DEALERS e,sit the dealer -Jeanie!,of course, be perfectly ., mimic it. a tut!, mlt, gaol it annulled from paw. IS) frank mmaking criticisms or is asking for in- :iitgiri,attiotof formation. 11111,.,(gnat evilby talking machine or Another thing the electrical dealers did was to Pass along cleat Oule to another. tiltainograph. Id promo,. ttlimcilgy For Better Displays Ihr Intsirle33 pot a slop to the practice Of giving prizes with of Ihe,r ilistritiotim.:o guaratiloPill,lity riot, purchases. Another thing that the electric specialty deal- na 1, Several members of the association fairrloPllitgaeraprompt attvitc, lea ers already referred to have dooe was to ohtmin ud were in favor of giving Prizes-thought it would a rnmiler our customer, greater service Mu] pro. CUl cm rage buying-but the n»jority succeeded separate building for their display atthe State tectime. fair which meets in Me city eachautumn.This howing that there is on end to the pre as done for two reasons-befall. heretofore This assiteiatimi shall, therefore, be governed givingpractice. and regulated Inc the fallowing COntlibilinit: If one dealer gives me album, the dealers have been compelled to another will give ao indestructihle needle, an- accept any Theotticersoftilta...octet.. availnumb. kind of display space they model gel, and because of other will give ball a dozen record, and another cha reran. atcrmary. and o c'entri they seamed totake advantage ofthesingle I, a nodiriig of Om liotnbefl.ThindfiCel shall will go them one better in some way. er.e °idiom orninieralieni effect of a display of elecirical goods exclusively. It may be objected that talking machines arc lel The dint,ii1 At such aplace asa the chintz. thanI.rtotiemitic a soldat State or county fair all ineetitrar. the onanufamorers' terms, hot so are there are so many things to distract the atten- naraillier. tocall e.nial electric washing machines, ironing machines, and in aii 1.3,11,1).illevert Pomade ag tion that the individual dealer cam get lb, Thedinietof vamiton cleaners andother little in- theu-vriryshallheishere a.. specialties.Tel the terest in his particular hue. 3,313( ,,,, Mrs. Housewife may pantile, refs all meeting, in aliniil1. electric specialty dealers of Detroit have found tLc ni,,,,, innalenen of ,,,,, an organization essential be very illei0114 to have a talking machine ite and to .3re (or bid. to the well-being of her home, but post as she approaches a talking intim a acid,, 11,1,111.1, othi,r. the individual dealers. it) The dun, oftire machine 60.111 she sCts au electric washing lee- treaanrer Age Letn ovnin anil For Better Merchandising alelnion 3U MOW,. won and ear hills aithe .liettli,m chine.aiid she immediately remembers that she the aumeittimi,31.4 An organization of the talking machine circler, Le, 111Y.Ci.111.,11 roulade... needs a washer.She is not able to buy both, fi,nm,N iiithe male of Ile ireauirg of acoinentinity would not only forestall any mid the result frequently is that she buys neither. 2. C. ills amociation formed r hale ufall. Iht majority shall role. unethical practices on the part of dealers or iip W.I. a separate display, talking netaelhine deal - 1,c1. nJiti.lnal,drni liemirt...ia dividitals, beet the old proverb tells us that "two hvournilig inniihtr nf obi, am.miallmi agree, le abide would have greater competition among them- faithfully head, are better than one." 1,1 rtn majorityroleat all lime, Each dealer has selves, but there would he no competition front d. Each .,,abet al ills amotrimion ear e, ti. goy his tunrata some idea that the others do trothave. One other dealers and far more machines would be Orate ol Ihe etpeare of onnlioling Ilie elfairs lie may have a better method of approaching pros- .3117313314. sold, tints benefiting each dealer, aslie would sniti fur Ins shareu( Ile NO pects, another a better method of display. all ofthe goihlitity eampaign tuerr prnetecil ilie - very naturally gethisshareofthe other a better system of making collections, an- increased .ralni/ellon for the teeral nalif nellibt, of sales 0. en far caution. bit Initiorm or AIN* 11 other a better system for obtaixiog prospects. inht. A Suggestive Constitution Ail cond.-in! nt ht detrimental niill ideals andMum,. Such ideas should be pooled is the interest of all. An organisationof talking machine dealers of the M.4.(131,1 menthe', When you, Mr. Dealer, pass your competitor's such as has been suggested would necessarily S. Fatbintuit,shall and coeratiimarmingthe shop, do you take the opposite side of the street have to draw up a constitution.Each group of alenalarrsaltheataxistimo and walk with your head down or turned away site that tohnaiiallcomplaints againtlither membert is dealers coating together for the purpose of or- ihe astaciation. fronttheotherdealer's establishment? Von ganizing would decide on iie own C01151iltni011, 6..5 mat' 01 the members,rairalitutinea quorum. should take about five ininutes to step right inbut the following points inight prove to be al walltwee Cr none, artnintealldifficulties betweem and say, "Bello, Bill!Ilow're things going to- least suggestive: members or holteun the anotiation and nay inetabor, and day? What's this new wrinkle you're trying out altshall abide by theserthr.to ronlcral. We, the undersigned individuals,terms and 7. here?"In other words, each dealer should not flya two-thirds vete ii1ill ...embers, ,bit er corporations, engaged in the retail talking ma- nineeipetair member for Mutation of !hi. couttilatiunur only feel free to visit every other shop in his chine business in Boomville, Maryland, have or- far any Mier Acme- Lily, but he should do so. Aypliellitr. ter inmitirmini mall he parted upon by II would be well to ganizedinto ate associationhereafterto be have ail agreement that every member of the known as the "Commitnity Talking Machine a m a regular netting.The majurityshallrule andthedeclaim, inno wrirc.nevi!limo3110 are association must visit the shop of alleast one Shops." air ady nic.nher, competitor each week. When lie makes such a The primary purposes of this organization are .1001111 MI till, PO

Victor

Linton 18 THE TALKING MACHINE WORLD Ancusr IS, 1921 IMPORTANT TO THE TALKING MACHINE TRADE Record Albums Yes, Price is one point. But so Is Quality another point. Quality and Price must be considered together. -National Albums- are unsur- passed and seldom equaled in Quality. They give permanent satisfaction to the user. Please your customers. Write us for price list. SELECTING THEIR FAVORITES

NATIONAL PUBLISHING CO.,239 S. American St., PHILADELPHIA, PA. THE PERFECT PLAN

CO-OPERATION AMONG DEALERSCHRIS I JANSON CO. IMPROVES SI ORE'IC1 ROLA SURVIVES PUEBLO FLOOD (e-eatiased mane law 17) Establishment Modernixed by the Addition ofVictrola VI Plays Perfect y After Having Been 9. All anomie.. for Or coodnet nimiesance of asionlollou awl be payabli meal,' Is rilaano. acne Sound -proof Booths, Record Card System and Under Several -Feet of Mud and Water for Iwo shall be MOD lo ...Won G.. oonpaymeni .4 dim a New Piano Department Over One Hundred Hours alley due mike Is r Ai . o. Any inerobei withdoo or 1. "pelted still lo Ruble for 'mammon. and duo up WIS.. Ang..3.-The eanditiallnient of the Neitherfirenorflood,apparently, has any 1. On dine ol Ida asitlidonal A enpuldio and for Oro Christianson Bros Co, of this oily, has just been material effect upon the playing qualities of a .112. complete!) Jr. This comifinnon Rey to amended or shoredonly by reinoiltled. and modern methods of well-builttalkingmachine. Numerous cases o ordoefly roe of members, rind then ogle handling records and talking machines have beenhave been cited where talking machines have alto ia µOdic of the loomed aniandoein installed. been burned or soaked and yet when rescued ao. A Iwo terolat omen.* Woo the roc I* Men. Nine sound -proof booths have been constructed fu oinverillionby two.ddralmajorityofHie for reconl and machine demonstration.They ...MM., OM.- iloy of - - 1921. In wilneo vbeieul or lose beronno subactiled oor .111.. are furnished with wicker settees and chairs to The Dues accommodate three persons in each.A femme Each associationwill of the establishment is the new card.system for determine what does handling records, and assessments shall be made. being governed withfacilitiesforhandling 25.000 discs. largely by the amount of publicity contemplated. The hem has already stocked op A fairly strong association wonld do well towith 20,090 records and has arranged them along make the dues $20 a week for Ole wall directly opposite thelineof demon- thefirstlone strating booths. weeks and $10 a week thereafter for all members. An addition has also been con- Almost all the money thus collected would gostructed on the rear of the establishment which into publicity, as there would be little expense. will furnish space for a piano department. Regular meetings should he held once a week The Christianson Bros. Co. will celebrate its al some regular meeting place and attendance twenty-fifth anniversary this month.The holi- ness was established in 1897. .build be regular and prompt.Proprietors only H. C. Christianson should attend it president and treasurer. and E. M. Christian- Its Music Can't Be Stopped these nteetings and discussionsson is secretary. should be confined to subjects of comp in- have been able to operate perfectly, even thought terestand helpfulness. Ifpossible. meetings Itis always a good selling point to presume the cases Weer somewhat damaged. shootd be held dsewhere than M the shop of that your competitor is The accompanying photograph shows a one nt the inskbers. cleverer than poll are. trola VI which Some reliable advertising When you are snaking suggestions never think survivedVic-the recent Pueblo, Colo., agency should he given the ACC011111. that be may overlook their weak points. flood, in a measure. The instrument was among a number in the basement of the Knight -Camp- bell Music Co. store in that city.It was under several feet of mud and water for over one hun- dred hours, but when brought out and dried oil VELVET COVERED TURNTABLES was able to play without any special adjust- ment.The machine was placed RPM a pedestal ADD TO THE QUALITY OF MACHINES intheKnight -CampbellCo.'s show window. with the dried mud still clinging to it, and at- tracted much attention.

WHO WILL "JOB" IN JAPAN? Great Operatic Artists Score Big Hits in Flow- ery Kingdom-Who Will Annex Territory? Mme. Galli-Curei,the famoussoprano, and one of the popular Victor artists,is expected to sing thefirst two weeks of November in Tokio, Japan.In view of the fact that Mischa THE BEST TALKING MACHINES ARE EQUIPPEDWITH Elman and Mme. Schumann-Heink, both Victor artists, appeared in concert during the last few months in Japan,itisevident thatthere are A. W. B. BOULEVARD great possibilities in the way of Victor record VELVETS trade inthat country.Itis now up to some enterprising jobber to annex that territory.if GRAND PRIZE-GOLD MEDAL, ST. LOUISEXHIBITION the Oriental ear can become attuned so readily to our Western music there is no reason in the WRITE FOR SAMPLES AND PRICES world why records should not have a tremen- dous market among those enterprising Yankees A. WIMPFHEIMER & BRO., Inc. of the East. 450-460 Fourth Avenue, New York An attractive talking machine establishment Wat added to the music stores of Newburgh by ESTABLISHED 1845 the recent opening of the Portable Phonograph Shop, on Williams street the Talking ,Varhine World, NM'lark...Inglis! IS, 102I THREERULINGHITS

How to Win - Sell by System Our sales statistics show that the demand. Are you featuring these?three Are selections featured on thispage are the ones most in of their popularity? This advice is you well stocked in them? Are you taking advantage and then have your sales force advertiseprompted by our sales reports. To tellyou to order big advice we can give you. them personally to every customer is thevery best Three or four well -featured objects leaders to your undisplayed stock. are always mental suggestors and serve as good sales all good. They all will sell. Each month you have a new release of records. Theyare But it takes system and progressive salesmanship,to clear every shelf. The object is to get a man inyour store and then sell him. Don't stop at one record or two; if necessary, playevery record in the store. Be persuasive and satisfy. Begin by playing what you know to bea real hit. wouldn't be the Hit. Catch It must have the best in selling qualitiesor it in your stock. your customer with a hit and then you may sell himany record

AIN'T WE GOT FUN VOCAL 4325 (Ain't We Got Fun.Tenor. Billy Jones 10 in. -85c. lI Like It. Tenor.Baritone Duet. - Billy Jones, Ernest Flare DANCE 4368(Ain't We Got Fun. Fox-trot.Erdody's Hotel Pennsylvania Orch. 10 - 85cAll For You. Fox-trot. - Erdody's Hotel Pennsylvania Orch. ALL BY MYSELF 4.355(All By Myself. Contralto, Vaughn De Leath toin.-es,. Who'll Be The Next One. - - Contralto, Vaughn De Leath PEGGY O'NEIL 4329 Peggy O'Neil. Tenor and Quartette.-Sam Ash, Shannon Four (The Last Little Mile Is The Longest. Tenor. - Lewis James

Records General Phonograph Corporation OTTO HF.INEMAN,President 25 West 45th Street, New York City 1

_ THE TALKING MACHINE WORLD 19 How to Increase r Talking MachineSales by the Repetitionof Selling Points By Gerald L. Wartell It is human nature to exaggerate alittlebit. main points agate The average story which is the:attic language as the originally told in trottime, keeptnst this rcsourcssandresponsibility,the creativeness true form scarcely resembles itself alter it it tip every twonenotes midoriginality has Untilit has tic.done seven or eight times. 01 itsdesigner. tieallows beta told a half -dozen times, merely because the thisto be thoroughly imbued inthe mind of That would be monotonous and wouldprobably tendency of most individuals is to add alittle lose the sale. the customer and ends by leavingoutsmall to what has been told,It is particularly true ofi details and remarking about the general appear- a child who has Steil a dozen soldiers marching. The correct way to apply the above lassis laance of the machine. first analyse the product thoroughly are %VIIcn she tells her story the first time she states the threeor four main and supremecalking The second Important point is the tone qual- she saw about eighteen or merit, soldier, and pointsaboutthis ity which requires a demonstration.This should as she repeatsit particulartalkingmachine last only long enough to substantiate the state- the number grows until the which is to be sold?Let as say: listener believes that she saw a small army. ments he is making about the tone, regarding Repetitioninselling First-The Wonelerfni Beauty of theCabinet. its naturalness, volume, clearness, avoidance of isnecessary,butnot Second-The Sweet and Nat., Tonc Quality. exaggeration. scratching. and abilityto control. etc. Repetition of the main talking Third-Absolute Durability of the Motor. When points of an article greatly increases theoppor- these facts have be. brought outthe demon. tunity for a Fourth-Value and Comfort to Any Home. stration should cease A few moments may then sale, butitis absolutely essential The order of the above may be changed that one should stick to the original story and as - be consumed in speaking of the construction of not exaggerate. 3arrigumiliEra,.-7, the tone arm and reproducer. of what itcon - The lawof repetitionisone of the moat skis and how the tone is produced.The MOin fundamentalandimportant lawsin point which has been driven horns is that the selling. lone is remarkable. although itis seldom taken advantage of by the Repetition Is One of average person in selling a talking machine. The The third feature is the !not., which is dem- tendency isto state the dominating points of the Most Fundamental onstrated as being noiseless, durable, even and true. the machine tothe prospective purchaser and Its mechanical parts are shown tothe then talk about other less important facts prospect and itis explained why itis a motor until and Important Laws of highest quality.At this point the accessories the saleiseither closed or lost.Many sales- men, having given all the main points at first of the machine stay be mentioned, such as the hesitate toenumerate them again for in Selling, Although value of the automatic stop, albums, or whatever fear of 'extras" the machine may hare. boring the customer, thus makinga common mistake. It Is Seldom Applied Last of all the salesman, having spoken in de- From the report of a well-known psycholo- tail of the talking machine itself, starts upon the gist who has worked out a chart value of the machine in the home of the pur- on the laws of chaser and the comfort to be derived from its repetition, which chart recently appeared inone cord,. of the leading business magazines in use, playing upon the imagination of the cus- the coml.will all tomer and making a try,it has beets shown that any short delightful picture of the poem or machine surrounded and enjoyed by the cus- statementoffacts, when read to the work in bat, points on a groupof theprospectso tomer's family.Furthermore, he calls attention people every thirty sr nods, had to be nifiliblY tothe social eleven times before it was thoroughly rePe.ated printed upon his inn, - isnn; them once or ',testige derived from having a memorized twice is nut aethcietit. niachine of as high astanding as the one he or all the important points understood. When it They vest be repeated again and again in differ,nt words mid phrases sells in their home. "aa read every two alias., apartit required But is the sale completed now when the sell- eight readings and when read during the saks talk before thc customer really every ten miss-grasps their full meaning. ing talk is finished)Usually not; for our law uses it required five reading,. of repetition shows that all that has been said %Vhat has this, Let us take a concrete example, for instance, then, to do with the sale ofof by the salesman has not been thoroughly learned talking machines? a salesman sellinga talking machine Simply this:In a sale which He by the listener, sinceitrequires repetition to starts out by calling the attention of the pros- usually requires an hour or more it isnecessary peel absolutely impress itupon the customer and to repeat to your prospect the leading totheexquisitebeautyofthecabinet. (mimesThis is a point that he wants to thoroughly ho- make him thoroughly understand what has been of your machines from five to eleven said. times be- press. He dwells on the grace, ornamentation fore the prospect is thoroughly familiar Perhaps ifthe prospect had a liking for th and un-...sign of the cabinet.If a period style, he derstands exactly the MO. importantpoints of particular type of machine shown to hint befor your inachine. names it and gives a short insight of the history This does not mean thatthe of the period. he came in to see it, he may buy upon the con .alesnian should name these three Then, as less important details, or four min he m elusion of the first talk, but if he were in an roots to the customer. may speak on the consuctiontr of the eabi open state of mind it Talk about otherlea- net, dimensions and a few seconds' talk about is safe to say that hc mu tor two minute, have more time to study it over and deliberat thin ',eat the the Lotripatiy wlitch make, Ilic product, its vast (Continued out , 21) "Read This Letter72

THE. CELINA SPECIALTY CO, CELINA. 01110 Ar.htnholu, Ohio, .lute m, Pl. arsillemeo:-1 r,eler4 tMr Model ....net end wish is A:lyhint :tIs the num piece or furniture I re, mud In rile lattrInr,. I hare bees In the hush*ss quite a tew ymiv. mid c. (rail Mot ItIn the .treat Phonograph I erre wed. Imos Boar for it sample. IIntend to use another of your 1,,,ote M.. nay Ir the nest last to the -ICI Kingly she En bate Islorroation at your coorRolCoce. Noun sery truly. ,Signed, F.R. Little comment is necessary on tins letter, which points out again the quality of our cabinets.The letter is remarkable only inthatitissignificant of the superiority ofallCelina -built cabinets. The Celina Specialty Co. Celina, Ohio 20 THE TALKING MACHINE WORLD AVIA,. 15. 1921

CAUMUKAUgMMEgM1Ma0UUr IIMMIE;gEAUREUiCMt 7-'21 -t -

A O. 0 0,- 5 .4

R. R.

F--! 4 I 4 Ai 4 L4 After You Buy Phonographs Fi:, 0 You Want to Sell Them i 5 Thisis when you most appreciate the Granby intensive Co-operative Service.This is when the value of the 11 Gran by sellingfranchiseisdemonstrated most con- 1 elusively. 4 As soon as you put in an assortment of our famous Period 4 l) styles, you get the immediate benefit of our co-operative Fi.i. r- advertising and selling campaign. 5- .0 Your sales are stimulated-more than that-the instru- ments are actually sold in quick time.You make your 1 .01 turn -over and profit right then and there. r! Get the details of this unusual selling franchise and ri DO IT NOW! 4.- 4ill 4 0 :4 c GRANBY PlIONOGRAPH CORPORATION 4 i IZN OR F0 LK-V I R G INIAIS AcAvy Ace wpor1 New" J -01 4 S.

rmirmfir irwraTiliWirartreirgiiVirittVirCROMMTIAIrair4W zrairairrera,c, Anousi IS, 1921 THE TALKING MACHINE WORLD 21 REPETITION OF SELLING POINTS 50.50 ON TELEPHONE DIRECTORY (Continued from frays19) HOW TO INCREASE RECORD SALES on the matter.It Peerless Phonograph Shop, Colorado Springs, Ruth C. Davis Gives Her Ideas, Thanks to is here that the mistakeis Holds Four Out of Total of Eight Listings rituallymade,forthe average salesman,not Enterprise of John Elliott Clark Co. wishing to repeat the above sales talk, starts on Under Heading "Phonographs.' in Directory some other less important phase of the talking Ye Terrier isthe title of a very well -edited The PeerlessPhonographShop,Colorado four -page monthly which the John Elliott Clark machine instead of trying to keep the customer's Springs,Colo., mind intent upon the main points of tits instru- a odernestablishmentthat Co., Victor wholesaler, Salt Lake City, Utah, is would ,locredittots numberof larger issuing. ment.The corrcct procedure isto start over cities, Ithas navy stimulating andedlica- attracts attentionriot alone from thefact thattional articles which must have astrong and again on point I and take them tip one by one, it speaking upon the main points in general and has handsome quarters, but from the more favorable influence. Inthe July nutnbcr Roth C. Davis, of the Glens Bros. -Roberts Piano Co., wording theprevious statements a littledif- ferently. Ogden, is announced as the winner of a prize offered 'The four main features themselves shonld be forthebest paper011 "How Bestto talked of and no minor points or small details Increase Red Seal Sales," which is worthy of reproduction: given as in the firsttalk.Itwill only require ''First of all busty your records and be able to about one-half the time to giveitthe second time, and atits. conclusion the prospect shonld intelligently pronounce both the name of the again be given tune to deliberate. artist and the record.Be able to bring out the It may be smallest details which might be of interest necessary to go through this procedure four or to the costomer.Catch the customer's interest at livetimes, but the ideaisto keep impressing the main features of your machine upon your the start, perhaps by dwelling on the artist who makes the record, or by calling tohis atten- sob*t's mind and not give any time to ponder tiona certain passage in over small and irrelevant details, until the ciis the number which is particularly beautiful.In selling Red Scat rec- tomer knows the main points about your prod ords to a person who has not been in the habit uct by heart and cannot entertain airy thought of purchasing them I thinkitisbestto start towards any other make.Itis then compara with something light, such as 'At Dawning,' by tively easy to close the sale, McCormack; 'Four-leafClover,'byWilliams, In setting forth t. above, the writer realizes and .01, Lals a Rose,' byFarrar. When that there can be no hard and set rule for sell- Exterior of Peerless Phono. Shop your customer learns the beauty of Red Seal ing talking machines.Cireninstances alter eases inportant fastthatof the eight listings underrecords and understands the wonderful artists the head of .Plionographs" and each customer lutist usually be treated and inthelocaltele- who slake them itis easy then to lead up to the phone director talked to alittledifferently than the next one. ,.Peerless Phonograph Shop sale of the opera records and something in the holds Ion, or au even 50 per cent. The one point to remember, however. and which First comes symphonies. Inthe sale of opera records the absolutely holds trueforall,isthat you must the .Brunswick -Columbia -Victor agency." thensalesperson cannot know too much about the the Columbia and Victor ironies listed first, arid repeat your arguments again and again, wording differentoperas. I wouldrecommendvery finallythe then:differently,but driving them deeper and Peerless Phonograph Shop itself-astrongly for all persons engaged inthe selling deeper each time, if you wish to have them im- clever stunt. of Victor records to study thoroughly the Victor pressed upon the customer and sell the machine. book of the opera.The more you know about THE MERCHANT'S OPPORTUNITY theoperathe more intelligently you cansell EFFECTIVE EDUCATIONAL WORK Red Seal records.But, again Isay, the impor The present attitude of the customer isthe tant thing isto know your records." Miss Streeter, of Victor T. M. Co.'s Educational livemerchant's opportuidty. Itgives him Department, Visits Southern Cities-Appears chance to prove his right to the place he holds FILE PETITION IN BANKRUPTCY Before Important Organizations this chair, of distribution.It puts hint on Iris mettle. It forces hintto plan and to work.It A petition in bankrupt, has been fled against During her recenttour oftheSouthbliss keeps him moving. Bessie R. Lubin, doing business as the Lexing- Margaret II. Streeter, educational representative Businessis made-not born. Itisa human ton Grafonola Shop 01 1773 Lexington avenue, ofthe Victor Talking Machine Co.,delivered achievement,thefruitof humanin telligenee New York, by J.F. Rothschild, on a claim of lectures before many of the important clubs and hacked by human endeavor. Itis reared storyWO.Itis stated the liabilities are about $3,500 organizations in that section,She spoke on theby story like the buildings which house it. and assets about $2,600. Susan Brandeis has great civic and commercial value of good mils,. Vhen business builders erase striving busi- been appointed receiver, Among the cities visited by Miss Streeter were n, eshalts,wavers anddeclines. Conditions Mobile, Atlanta, Augusta, New Orleans and St. may help or hamper its advance, but the human Will Hill, who handles the Columbia line Augustine.Among the clubs before which she clement eventually makes or marsitssteady inBowling clreen,Sy.,isenjoying atripto appeared were the Kiwanis,Rotary,mothers' progress. Europe. clubs, parent -teacher associations, lodges, literary mono mmummiumnimmiummimmummumimmommumunimmoimmumiomm I clubs and musical elubs. ims Asa result of her tour, many influential people in these cities are sow constructively thinking and working for the advauecinent of music in their respeetive communities and, of coarse, have been well posted by bliss Streeter on the value of the Victrola arid Victor records as a vital Four Vital Points means to this end.

WILL IN'f RODUCE NEW MODELS INTELLIGENCE, sincerity, skill, and an I organization trained in analyzing problems Serenado Mfg. Co. Will Produce New Line of Upright Models --Ready for Trade Shortly from the Dealer's viewpoint are distinct "con-

CEI/AR Resins, la., August 6.-The Serenado Mfg stituents" of the C. C. Mellor Company's con- Co., of this city,will announce very shortly a ception of service for Victor Dealers. complete new lineof upright machines.This company introduced its various models several Can you think of any way in which such service years ago, and, after a careful study of the deal - and public's requirements, designed a new would be beneficial to your business these days? line of instruments is accordance with the data at hand. Tbese new designs have been inspected by C. C. MELLOR COMPANY niany ofthe Serenado dealersinthe Middle West, who have visited the eornpany's executive Victor Wholesaler, offices in the past month, and, without exception, they are enthusiast, regarding the distinctive - 1152 Penn Avenue and beauty of the cabinets.The Serenado blfg. Co. expects to start shipping its new models PITTSBURGH, PA. about the middle of this month.

Eeononly is simply a study of the ProlOcnis of ineonne and expenditure. fidili limimINIMIIIIIIMIMMIIIIIIEMM111111111111011111E11111111 IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIOIIIIIIHIIIIIIIIIIIll 22 THE TALKING MACHINE WORLD Aucusr 15, 1921

The July Convention of the National Association of Talk- ing Machine Jobbers at Col- orado Springs, as seen by that watchful and opportune re- porter of The World-Old Man Kodak. 11 `1? THE TALKING MACHINE WORLD 23

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10. J.It Mari... .1. II. .00. 000.0. PC .0.4 Fr...M. nolne 1100

21, 1.1c-e,',....,,Lc.'771:7:,Zt7..-mt.":,.."..?, ,110e. 4";71:4 ihnt S.,1.1 00.00 1. Clortlo S01. C.J.. J. (00010 In 000.e..111 W. V. 1.010c P.11,5.. 05.1100T. Pt.Tho T.1, 1.0,I.. on! T. T. 1000, P. W. man 110 1.0.10 10000010 24 THE TALKING MACHINE WORLD Al.CUST 15, 1921

AEOUAN JOBBER EXPANDING operationthiscompany is givingVocalic.. dealers. Musical ProductsDistributingCo.Inc eeeeee AssociatedwithMI. Cole. ishl Mitchell MICA Scope of Aetivity-B, D. Colon Is President Crultu, who issecretary of thy contPau7, and of Company-Has Strong Executive Force the f011oIVIIIO sales .tall. all of whom are rorl. DIAPHRAGMS peteut, esperunced talking machine 'Iwo- L. erlttlotrly C fed Peeler, The Musical Pro.hula Distrihtiling Co., NewGraham, .1. Brown and S Present, formerly a - We get the best India Mies directly. lurk. whirl was formed recently,is cesium sot mted atilt the Emerson Phonograph Co.: 3. We supply ,he largest Phonograph Manu- wills gratifying success as wholesale distritnitor NI Wale and D. C. Feeder, fornierly connected factur, in the metropolitan territory (or Atoll...Vora. with the Aeolian Co. A -Itfur our quotatiocs and varnples before ham. Vomdian do and Median, .... sic playing your older rolls, The company mreittly ivacuesd rhr scope TWO PAIBE DEALER -COMPOSERS American MicaWorks 47 West Sr- New Yuck Hem Yorkers Display Their Ability in Field of Composition-Win Fame and Compliments ARTISTIC VICTOR WINDOW DISPLAY The ability toe eel.111 too, thoo one line 111 rodes vor sterns to he an outdo., of the Toiledealer. Unique Window Prepared by Victor Advertising Two prominent metropolitan Pathii re. Department-Suitable for Use the Year Round railer, hover ecently at hieved prominence in the yield of slang writ rig Theadvertisingdepartmentof theVi.tor Artlsnr Kurt', manager of the tlothant Shop. Talking Nlarlone Co. fns prepared a very moque Paths store at171 Broadn ay, New York. has ,1114i0WforVictor dialerstoIlse duringmouth written a new fox -from Oared -Mtrandy," Mr. of August.Itts of snch a design that Kurtz line the unusual fat Idly of tieing able to itcan he used atainittst any othertInc of the do more than one thing well. Another Path.: dealer, Lewis. of the Symphony klusk: Inthe renter of She window, raised abouta Shop, 1.15$ Broadway. Near York. responsible foot from the floor u red erinur sir plash for sole Of the most popular fos-vat hit, of thedraped has, taSet a shipo:ne case of a floor day, "Open Arms" This new mon was ettiti s..del Yietrola.Toward the street appears slit posed by Mr.Ile sin coltalloratioil with Mr. tarof the sase which shows the Victor trade- Nankinel.kW Lewis' pat ran,willreceive an mark.Over the case is suspended a card wh.ch imusualtreatby being priviker.1to it Cad, "There is a Victrola for you in this lion. played athi. store by an orchestra under the ontein and letustell con bore cosy itisto own P." B. D. Colon directoon of Mr, Nankivel. ''Open Arms" is one of On the left a card is suspended which the new Nair releases, being paired wills "The reads:"With the popular -pricedVictrola,the of its activities, and al the presrisi lone is serving last Waltz" on record 209-0 music of all Ilse world is yours."On the right a large number of Vocation deakm itsthis im s a card which reads: "No other instrument is portant territory. VAN OLINDA JOINSr110MASSTORE s0 worthy of the hoursyou, your family and B. D. Colon, president of the company, in nerll blends will spend with it." known in the talking matillinc field, having been Menne, N. Y., August 1. --Edgar S. Van Olill(10, Behind each card is pasted a large red arrow, secretary of the F.1111,1,011 Phonograph Co. for 0 well-known localmusician,has become asso- and in each ease the arrow points al the Vic- ....her of yenta. Hr has made a thorough slilyciated with the Thomas Music Store, Inc.,101 trola ease.On the floor at the left and right of of the Kellum problems of the dealer, and his North Pearl street.The establishment handles the ca, are three records mounted on mall intimate familiarity wills the wholesale division 111.11, Vieleolan, sheet music and other ow.: .a, \ toala I I01)1I-LI III ..ed of the industryis reflected in the practical to Plate..1.1s and aupplie, WIDE-AWAKE DEALERS are increasing their profits through the sale of De Luxe Needles

Before you place your next order write to us for samples and full particulars about DE LUXE NEEDLES

DUO -ONE COMPANY, INCORPORATED Sole Manofottorer5 of he l.u.re Neer:lei ANSONIA, CONN.

DON'TFORGET THESE FACTS

Perfect Reproduction of Tone No Scratchy Surface Noise PLAYS 100.200 RECORDS

I(Jill Full Lone Threefor 30 cents (40 cents in Canada) THE TALKING MACHINE WORLD 25

cantersIj RECOR DS 'The dffiwence is in the lone" U

MUSIC throbbing with the very life and soul ofthe artist, is the contribution the new Gennett Records offer tomusic lovers. To hear these records on that a new standard of recordperfection any phonograph is to realize Hearing is believing. has been attained. Hear these GennettRecords. PINIRON TN( NEW L1OU. %I. ViWILD RRRRRN4. N, "".:iF.'ct.I; nl IIvp AS'Al 1.110NOLDLO ...c Pap I 1,, POET AND PESTN RRRRR URE. '- ..13f00.1."AMO PEASANT RRR " l"` "'".1., atc ben wl an played on a Sttt Pbonoitapl. Gennett Ficco,J, heves all Phanngtaplos,.n '44,- 13 EN N EFT R liC04 IDS ..nufartur, by THE STARR PIANO COMPANY,Richmnrd, Indiana DIRNINCIOAN DETROIT CINCINN.1 CNICADO LOC ANGELES NEWTOAD OACKSONVILLE LONDON CNARA CLEVELAND INOIANAPOLls 26 THE TALKING MACHINE WORLD Auouse 15, 1921

Van &Schenck's great"Wang Wang Blues" and "Ain't You Coming Out Malinda?" are these comedians' cleverest hits.They'll take like measles in a seminary.A-3427.

Columbia Grophophone co. NEW YORK

BECKHARDT NEW CREDIT MANAOER Sly IleckhariItistechnically trained for his PROVIDES MUSIC FOR MARCHERS Antics and is a graduate of the College of the Assumes Important Position With the GranbyCity of New York.The Granby Phonograph Columbia Dealer Takes Place of Bands in Ems, Phonograph Corp., of Norfolk Corp. is noted for the strergilt of its personnel gency-Uses Grafonola and Magnavox andI.Beckhardt isa typical eseentive of this Noetrol.K. Va. August 7-The ditties of a credit rapidly growing organization. COLO*. auS,Wis.. -DOW.nr a manager of n large orgrinieatton require flee serv- rcant - - civet demonstration in tinsI Mvii it was dscou- ices of a mail of exceptional ability.In the 'FO REMODEL LAZARUS- STORE red that there was a shortage of bands when Granby Phonograph Corp, of this city,I. Beck - die line was formed for parade Infact,else Contract Placed With Van Veen & Co. for Com- plans called fora certain amount of marchers plete Interior- -Equipment and floats, beettier enthusiasm became so great LeanTobias. secretary of Vail Veen & Co., hie., has annouticed Ileac Sol I.azarue, enterpris- ing New York talking machine retailer. has rr cently placed a rontraet with Van Vc. & Co.. Inc.,fora complete equipment of Vex Veen booths, record rack system, arch col. 00000treat. mint and the renovation ill his old equipment. Itis predicted ilsat when No stork is completed My Lae:true will have one of the most Itratitifid retail talking machine warcroonis in New York City. The entireinstallationwill betreated with Adam earned composition ornamentation New Type of Band for Parades througliout and finished illis coy and bloc. Bier.o ere three holes the menthe, of In...dem e and floats over the contemplated amoueel. OLDENDORF'S NEW MUSIC STORE The cinertaininent committee was at a loss to know what to do.They were offer'ag all kinds Buys Emmons Music StoreIn Lawrenceville, of suggestions to each other when C. P. Ziegler, III., and Will Continue Mt. Carmel Store the Colleen bia dealer in this tower, stepped into Oldendorr. Music Noose, of Lawrenceville,the breach and put over an idea that saved the day.He came forward with his car beautifully Ilan purchased the entire stock and good will decorated with towers and on tier back sear of of theIF.1111nOnel 11111Sie Store, in that town, of the car he had mounted a Magnavox, the elec- winch George Oshwald willbethe Manager. I. Beckhardt tric power for which seas sopplied by the storage The Packard and Hobart M. Cable pianos willbattery of the auto. bar& one of the leading officials of the cor-be handled, and the New Edison phonograph, By means of a Colombia poration,occupiesthisimportantpost. Mr. Columbia Grafouolas, as well as a Grafonola, a Alagnavoq and a selection of Co- hell line of Iiinibta march records he saved the day and Beckhardt became associated with the Granby musical merchandise. will be carried. pro. Institution In its very beginning.He was orig vided the necessary music for the rest of the The Oldendorf hfusic House has also con. parade. finally with this organization as am auditor, andilnrtrd for a long time past an establishment in The accompanying ilinstration showsa now does all the purchasing of finished and raw s011 and daughter of Mr. Ziegler, together with Mi. Carmel. and this shirr will he confintied un-the Magnavox and "Note the Notes." material and in addition hoe charge of the filiatider the management of Charles 0 Weinfeld, one ial cod of the American Cabinet Mfg. Co., whichof the most successful music men in that SC, is allied with tire Granby Corp, A chain is as strong as its weakest link-so is lion, inter heen in lewdness over thirty years. a business organization. SOUTHERN DISTRIBUTORS PHONOGRAPHS andRECORDS GRAY & DUDLEYCO. Write Today for Agency Proposition NASHVILLE TENNESSEE THE TALKING MACHINE WORLD 27

RECORD AIAMItS HOLD OLTINO GRUNEWALD HAS THE VICTOR LINE Members of Recording Staffs Visit City Island -Prominent New Orleans Merchant Augments Hold Interesting Athletic Games Lines in Talking Machine Department

Recognizing the truth of the old proverb, "All Raw Ouse -I, Aux., 3 -The work and no play makes Jack a doll boy," aboutwald Co., Inc, the old.tinte progressive music fifty mendiers of the recording staffs of the lead-home of thiscity, has recently completed ar. ing record manufacturers arranged recently for rangements to install the Victor talking machine auinformal outing,which was heldatCity line.This concern will handle all styles of Vic. Island, N. Y.The hest section of the party left trolas from the popular portable instruments up New York at nine o'clock in the morning, after to the most cemosive styles, as well as a con, aseembling at tile Okeli recording laboratories at piste line of foreign and domestic Victor records 145 West Forty,. street. and accessories ofallkinds. This givesthe IROQUOIS SALES CORPORATION Fred Hager w a prominent factorinthe Gennewald department a complete Victor and BUFFALO. N. Y. day's cotertainmeuas t,being ably assisted by his a complete Cohnnbia (which they already Irani brother jimmy,upon reachingCityIsland, die) line of machines and records. Wholesale Distributors breakfast was served at Tanbces Hotel, and a The store conipment ofthe Grunewalel Co Fries of athletic games was then started.The tablesprick servicefoethe large number of merson baseball trans defeated the Pattie roost-visitor, um onlythrough the services of the ers by a score of 21to 5, and Del Staiger W011 sonod-proof rooms hot also through the use of 111C 500 -yard dash. A delightful shore dinner novel contact -The Seines -which enables the was s fitting bode c too, b r bear the records throngh car pieces rhono,ph 01.1 inch or two from the ears, are itary.

10J.F.kRecords ' HONEST DANci: RECORDS Enterprising Columbia Dealer Has Exceptional QUAKER Facilities for Stimulating Demand for Dance MAIN SPRING Records -Sends Orchestras to Schools, Col. i`k loges and Country Clubs -A "Live" Move NEw HAVEN, Corot., August O. -Edward Witt' TEMPER-LENGTHWIDT11 sic, of this city, o of the exclusive Colon. a GUARANTEED dealers in Connenticnne t, has unusual facilities for lemming new dance records as they are released from tone to liar.He has Rion sixty to eighty men thatlieuses for dance work and concert work through the entire Ea..Ile has orchcsi teasthat hesends tofifteen dffercot from Maim down to Delaware. and twesty-two ET RC°. Phi la ep schoolsinaddition. %Yhenever a record out he usually sends the orchestration du the and tics up Ins window with beau' tiful window displays.Among she colleges that Air. Wittstcin supplies with work are Yale, Trin- Packed inrust and dust proof numbered cartons. ity,Williams, Amherst, Brown, Vassar, Smith. Polytechnic, Union Course and several others. Exclusive selling rights open for a and also the leading prep schools, such as Pom- fret, StGeorges, Westminster, Pratt, Andover, few Western and Southern Jobbers. Hotchkiss and many others. \Vilmathe "Moonlight" record was released Prices m Assorted Lots of Mr. Wittstein immediately had it featured at the A FEW OF THE SIZES WE CARRY 6 12 25 50 100 Rialto Theatre, where he has an orchestra, and Na 32I" x 020 x 13% feet. Forsmall Victor,pear $ .505 .485 .45 io addition placedit out among his other or. shape hole S .545 .52 Bent arbor for Victrola No, 4A .65 .63 .60 55 50 chestras.Also he featured a window which was No. 48I" x.020 x If feet. No. 431%' x .020 x 9 feet.Bent arbor for Victrolas Nos. an exact copy of the title page of the "Moon' .50 .45 .40 This window was made up of 6A and 8A .55 .53 light"song No. 441%" x.020 x 9 feet.Bent arbor and bent up end beaver boards which were cut out so that the light for Victrolas Nos 6A and BA...... sass.,,, .55 .53 .50 .45 .40 could be seen through, representing the wide, No. 4511/4" x,020 0 12feet. Bent arborforVictrolas stars and the moon, making a very pretty effect Nos 14A, 80 and 90. .67 .65 .62 .57 .52 Iii front of the window there was an elec., No. 4611/4" x.020 x 17feet. BentarborforVictrolas driven turntable on which reposed an A-2 Co- Nos 9A, 10A, 11A and 16A .75 .73 70 .65 .60 No. 4711/4" x.020 x 17feet. For old-styleVictors and lumbia Grafonola Summer model.The effect of .70 .67 57 the light streaming through the stars amt moon Victeolas,pear shape holes 72 .62 No. 491.5/16" .031 x 12feet. For Edison Home, pear down on the water was greatly accented and shapehole .95 .93 .90 .85 .80 brought out when the window lights were turned out. TERMS: To customers with satisfactory commercial rating, 2% discceint for cash within Whenever aspecial or good dance recordis 10 days, or 30 days net TO OTHERS, 3% disc.ml for cash in full with order, or 20% of released Mr Wittstcin is quick to take advaic total purchase with order, balance C. 0. D. Kindly include Parcel -Post charges,if wanted tagc of the fact, as he is a mosician and also a that way. member of the board of directors of the New Haven Symphony Orchestra.He immediately If you have not received catalogue W, write for your copy gets busy on a special or on a good dance rev. ord.Mr. Wittstein isa great believer in adver tiring, and does not hesitate to take plenty of EVERYBODY'S TALKING MACHINE CO. time and work to pot over the message through Largest Distributors of Main Spring. in ArnerIca his window displays. In addition, he has his orchestras at such welliknown clubs as Stamford PHILADELPHIA, PA. Yacht Club, Madison Country Club, Hartford 38 North Eighth Street Golf Club, Norfolk Country Club, Ilisquamicut Exclusive Distributes. for the Goner, Phonograph Corporation Golf Club of Watch Hill, R. 1., and many of the other leading clubs in the East, p 28 THE TALKING MACHINE WORLD At...m.r 15, 1921

111111111111111111111111111 Nil iiifilurn 1311111111111 1 11111111 III II1111111 1111111111111111111111111MITMIRMIBIEWIIMIMIIM11IIIMIIIII 1 1111111 I L- 4 E F E a

SELVIN'S DANCE ORCHESTRA of the ,ACottlia tliatthattan NI A K ES VOCALION RECORDS .44 to heartheselate Se/viii Orchestral(ecordings

Oh N le, Oh fly!-Foxtrot-FoxtrotNo. Ti-O-San-hx-not 14209 $.85 All By Myself-Pox-fro/ No. 14/10 .85 N I i (Nlee-mee)-r0,-fro, Nloonlight-Fox-frof No. 14182 .85

Cherie-Fos-trotDaisy 1 Days-A.-tro, 1 No. 14180 .85 Paper Doll-Fox-trot

E LOOK FOR THE RED RECORD E THE AEOLIAN COMPANY of the PorrniosiMa.fminryrsalMwirldrIforld 14 - AEOLIAN HALL, NEW YORK CITY

LONDON PARIS MADRID MELBOURNE SYDNEY

n Iii 1111111 munnuifiummonmummunnumumuunmonunnomm mum Inn III! 118111111111M1111111111111111111111111111 9,.(e.r 19,1921 THETALKING MACHINE WORLD 29

GREAT EDUCATIONAL CAAIPAION IRLIABaRBWKNINKRY , l. llll JIasayil,K.ONAtrisPIE9116100,9080,51.9.0.9F411,,,,,,,,,eriyos SomethingoftheSplendid Work forMusic Being Done by Mrs McClusky in Portland and Throughout the State of Oregcn

PORI, tot., 01, %nor, 3 - Evelyn Nlaarland MrCloskv.edoratontaldurctorofSlIvrtnan, Clay & Co VictorJotfahot ,Ito 11.1 1 rc ontly tratoft.rrt.,1It,,,, rot, to thet,

Ni lio.omo, the ..1 ono: aal Portia', and tlo " of Orcann o thc orlon: cr and c.locator aloop tho

1 to -not f lo-rgeto coteriof, and olio o Scotford Tonearm and Superior Reproducer snl.F.IfINISM A PbtA Sample Prepaid, 87 00 N.,1,1-8.100 Gold E. McF. McClusky BARNHART tEl 11111 0'. '311 i, tIlt F the Universit, jest been goo. ,c..., ric o .i Musical Appre CI.111011III 111,. F11" Sto Caadva tkr ,rc.I of Loteners'iiison atthei ircgon rccord.. tit,01c0nory 1,1 NI, ..11ri at the Central Libra, to large cla,ses NV.. State Nhioc9csociationlttc,ltct,it.3lor atratoacI.. have It,paprt.. coo tor norInne warlocfl to all oilor demo stair 011, It a, as Maorfl hltoctt.ltti.itt'otlfPl,...ff cortncolon 1,01:11:.111111f 1, and 1tcr tom,. covcred .t wick noilvaric.1 .3.Nat na's ,ratct goao tlic t/rc . per allottc.1toII,,. miles! NII. Anton, It, program were "9 1,c, it. \ s...a.101 ton Inert., (I33 nuke 0111ant froft

l'a3tNcgIrt atol VIsloo of1,11111, 1i1 I ,ation c.f 111, NlriNItIltoky liltfor 0 lour!, t;oppy. 1,1a11.114, 01 11 Pos, Throvgh colloral laistot 11-111 10 Oc,Otle 1,, ,brg arn, Sown., 11111,C hraJcl,I, I,attl. '11.,re,e..11,0 It'll itt in, to Ch 11,13oror. ',Ito Place ci',lab cs 111,1110, ,11(.11 1,10 he 1111Jct 111< 3111 Portlarol mulct II1C 11131,0, 11.0 111 Ali, NI, (II Id Colton.-"Rhythm", -Fric Of Illef. redericl, & NvlsonlItre and Sltir Close,.sy.,,one otthe 1511110 tattoO1...pres.00n",f000l,' fby & ,3101c,. 931ole,tt 111. hotorc ofItol'ort.,o31o o Ito Organized "Dra v111 Ihe carom. ont5nal dohs and be.n ,Icct.lc.1litthe 3chool 1.1 um, the ntatir-, -Plotsand 1,1,Soug,", [0111,11, 01111111,, wiltallof Or lllll nictnocy,011 C. 51 an annual affair. so call -Instrumental Mosa-. -Urtcrtpttvc", "Foolial stones as to how to '4,-r.,the able are the Concepts'.felasmnerlundercoins, cape-, cheer,courage,evening. fain,etc I, of MICHIGAN To CELEBRATE A STATE-WIDE MUSIC WEEK Music"; "NatureStneliesandArt Four, . "Primary Stories and POCIlle and Their Relation Robert Lawrence, of the National Bureau for theAdvancement ofMusic, Completing Plan, to MusicalAppreciation"; "Concentration-, Whereby Thirteen Cities in Michigan Will Hold Music Week Festivals Beginning October 16 "Drills". "Songs in Various Keys", "1.ndividoil Instruments.'(percussion.string.fob,lentil. .911 preliminary oct00 gyolciloI.. boor. etc.), "Systems of Classification and in. pitted it the leading thirteen, ch .,1al.. dexing," and "Care of Records... hie the lirst State .wide Alnsic Week in the c This course has boat carefully studied not by tin, of this or any other conntry, Accord,. c Mrs. McClusky and her presentation of each no Robert Lawrence. of the advisory stafforIlic in its turn is a masterpiece.Several test lessons National Bureau for the 'Advancement of Aluy, strI alo 11,1. were given throughont the comae and at the end of the Slits, Industries ChanMer of Commerce, IV islumzion a mostexhaustivetestwas made coveringorganizing director of the event, who reburied theentirecourse MrsMeChisky, however, to New York recently after an exhan,tive per STEELERIKE PIANO CO. FORAiLD does not devote her whole timetothis one lll inary sorrel of thefield. thing and is called npon most every day to ad- For four weeks Mr. Lawrence traveled 00)1 NO11101.k. VA ,'iii; .I The SteeleItikeP dress raviolis meetings. Among those most it the State organizing activitiesor NInic Week Co was formed here recently by Leon C. Steele fluenett music house mollygivenare. "The Co lllll ry'sNeedof in the following cities,Detroit, Grand Rap.ds, and EG. RIke. is . outgrowth of the Columbia Co, Inc ,,vhieli wos MusicEducationallyTaught,"AttheRiviera Lansing,Saginaw, Highlandl'ark,BayCity, .A,- Port Huron,Flint,BattleCreek, Kalamazoo. unrchasedbyAlr.Steelein 1919 'Elietuoi school during the county Parent-Teachers line of re sociation meeting; "What IN,Expectto DoJackson, A. Arbor and pontiac. firms have been merged and ahill producing, grand and upright pianos has heen With Music Ncl Year,- givenatthe Wood- On August 2S Mr. Lawrence willreturnto stock school before a group of parcnt-teaehers, Michigan will, an assistant organizing director addedtothetalking machine supplies.'Elie oho wore very active 10 the recent mimic mem- and three instructors to open an eight weeks' establishment has been equipped with piano Ms play rooms designed to create theimpression ory contestpillon hy Mr, AleClusky, "Fn.campaign of instructionfor song leaders and tore Composers," given al the final luncheon of otherwise prepare the Slate for the big Music of home moroinidings Motwill .01.111111k 11 101 lic the season of the Musicians' ChM of Portland, Week. whichwill open October16. withall COM.. . 0,1r.ms OCSOCIVSOCOMNACE037318,00.0370IIOOOOICOODKR:818. The Needle orTheCenturu g A Near Permanent Needle

A CACTUS NEEDLE ATTRACTIVE INDUCE- THAT MENTS MADE TO JOBBERS SELLS ITSELF Produces clear, natural tones; eliminates surf ace noise; For Samples andPalticulars brings out all subtle details of Write to the matte and preserves the records. THE PERMO COMPANY Needlestan be repointedon sharpener enclosed in package, so 4215 TERRACE ST., that each needle will play an in OAKLAND, CALIFORNIA definite number of records 30 THE TALKING MACHINE WORLD 1,1,T IS.1921

CrnwsaRnsnna Jaws A MOTOR WORTHY OF ITS GUARANTEE

n N kJ - sPE NADO MF 4.00

TheThres o Seal THE GOODNESS- SEALED IN THE TROUBLES- SEALED OUT The Serenado Motor with each of its parts GUARANTEE absolutely guaranteed for the purpose for which itis intended for a isperiod of FIVE (5) YEARS. Any motor which becomes inoperative or inefficient for ordinary usage during that period will be replaced free of charge if returned, with the seal unbroken, transportation charges prepaid.In case the seal has been broken the responsibility of the company under this guarantee shall be limited to replacing such parts as show undue wear or the development of a latent defect. SERENADO MFG. CO. SERENADO MFG. CO. CEDAR RAPIDS, IOWA MMus? 15, 1921 THE TALKING MACHINE WORLD 31 Business Success Is Absolutely the Result of Human Activity and Endeavor Ity Rockwell gmff..1....:.7.-...... --tomatAnAmrammwm'crev cvc-t--a-,Azts.,,,;-^t.,..__ .,-. .. . . hilitoOne vane, by J. J. Iteeltwell.rousseloc. Reinke I hosted, took tily hat and left with the resolve cern lured a letw nutand, ausual. tie list of Fit Cu, beta tt:fer":14'1:ii3fels be ibt'ijtUtIsrph:11"17uttriros.: thatI would bother the gentleman no more, be- hard cam, was given la him.Within a limited prow, manta. -nrc We Work., Waitine,Is O causeI fully realized that it as lie himself had amount of lime he conic barb with order; front aito.7101"" stated, he saw that his competitor was using a very respectable proportion of the entire list greatforceillIsisbusinesswhichcouldbe Ht dill not know that these people were hard An eminentpublisherused to say that one ofequally well turned to account in the Grst man's to sell, so he sold them. the easiest things in the world is to "get unani- program. and the rirst man was finding exenses He nude his calls with Confidence and enthusi- inous consent to do nothing." for not doingit.he never Was going todo asm, and with a ...nig idea of the value of the A lot of us seem to have an idea that business it-and I was right, he never has done it commodity syliph hc was oft,. ring, and it never is soic mysterious force that creates or destroys The tremendous changes and violent dlictua-occurred to hint to think out earons why sliest itselfn through some occult action of those thingslions which have occurred in 6...suss conditions people lie was calling on shouldnot My-he was wc call "conditions." within the past few years have dared agreat thinking svIty they should My and putting these As a matter offact. businessissimply the many of us and we are imagining difficulties inreasns before then.. remit of human activity and endeavor and its \ogreat many business men, especially in re volume increase, or d hiefly because of taillines(and we Roodthisparticularlytrue the amount of human energy that is put into among Victor dealers) are pointing to the num- its creation.In other words. upon the amount ber of people out of work as one of the reasons of Mat lime -honored and always effective fuel "The Reason Most why Inminess is slow. that we call "work." The best statistics available show that there I saw a sentence the other day which impressed Men Do Not Accom- arc from three to five million wage earners out nie very strongly.Itwas this:"The reason of work in this country, and the merchant points most nien do not accomplish more is because plish More Is Because to this and says, "There you are-of course busi- they do not attempt more." nss is slow."Now, as a matter of fact, three Ifeel quite satisfied that the reason a great tofive million wage earners represent roundly many of us are not selling more of our products They Do Not Attempt illeight or tellofallthe wage earners of is because We are not trying to sell more. We the country,sothatat 'worst the purchasing aredrifting and waitingforsome wonderful More" Is Well Said power of the wage.earning bodyisdecreased change in this mythical thing that we call "busi- about 115, and at hest about 10 per emit. loss conditions:. as though these and not our In other words, there is from 98 to '10 per cent own efforts were the controlling factorin our as much business as ever to go after, from this progress. the way ofsteady business developmentthat standpoint. This whole situation reminds me of a persaml really do not exist. Now, itis perfectly trite that we have a very experience sonle ten or twelve years ago 1 A very keen observer of business and al the different011110fik on things when demand is 10 called on a large manufacturer in a certain line artof salesmanship oncesaid, "One ofthe or 15 or 20 per cent over supply than we have of business and set before him certain facts and greatest stumbling blocksinthepath of the when supply is 10 or IS or 20 per cent over de- data with regard to the great and rapid progress average salesmanishis voluntary black list- mand. Tintthebig point isn just that-our of hischief competitor as compared with the hisidea of certain people with whom he isin viewpoint-our outlook-and ibis what we think progress of his own concern. touch and who ought to be his customers. but and do its either case that determines our prog- This manufacturer told me that allIsaid was who he thinks he cannot sellto and therefore ress very much more than the relatively slight true, and I asked hint how he accounted for the quits trying." change in the percentage of conditions. factthathis competitor had forged ahead so One of the ablest sales managers I have ever There is plenty of business for those who go rapidly as compared with his own relatively slow known usedto makeit a practice when heafter it and keep aft, it.We may have to work progress. hired a salesman toturnfitsgreen m and probably do have to work a little harder to newai.list of prospective eustorners which,get it, but working and getting itis whole lot He said, "Why, my competitor is using adver loose on a tieing in a big way and spending a lot of money itsthat particular line of business, were knownMiter than waiting for some magica change in on it." as "tough mils."Nobody could sell Men. the condit:ons and not getting the business. this sales manager's For several years. up toa period ofa few Isaid, "Is there any law preventing you fromparticular eommodity that pnrsuing essentially the same concern had for sale. 1110.1111% ago, the average Victor merchant, like Hr said, "No, we are going to do it. but I arc As the green man grew in experience he de-the average mercl at. in any other line. was not waiting for certain changes to be effected with veloped his own leads for business and ignored worrying so much about how or where M was regard to our manufacturing the list of "tough nuts."lint one day that roil- goinet.i.ellgoods anInrwas about how or

DETERMINE -HIS MASTER'S VOICE- .11.1.0.11.PAT.OFF.

THE ECLIPSEMUSICAL CO. Wholesale Only Cleveland, Ohio 32 THE TALKING MACHINE WORLD 77,

Columbia Artcrall Window Displays sell "Catalog Records" -all the good standard numbers from Chil- dren's Songs to Novelty Records, from favorite dances to old lamiliar melodies.Get one and watch itre- luvenale your catalog.

Columbia Graphophone Co NEW VORIS

SUCCESS THERESULTOF ENDEAVOR I'l,wheel has Indeed and we fare a 1110 set rmind the display corners atilt arched 11 onhowed /non (NW 31 ) of lid.s.Von cansit and wait for to 30.0, the ante Intween the hearing rooms, giv- 11nµ again or von can aijnovourself Ii C01111i ing a most pleasing appearance to the whole in- where hr was going to gel good., nod miller nous as they am 01111do 111151101 -.1101 make tallation.Standard record racks and wrapping the conditions rerin111 sesi we lost.1111,Y money lilt! as sever/II thousand other fausightell ttitittnirrila bring tothe attention whet the on ol and thi. hieruavi. 11,r celliog. business own a faking it t he dealerc r: the most efficient and ecal Tuolny those ...minions are decidedly changed. "Malkin, show thatsales 111 1111r prilldpal milli. of Ininilling their record sloth and wrap- If wr wain honest wt lase ion m'i afterII. cities fur J. llll y, lichniary.0.11Alarch Illis year ping upthepurehnsrs when tliy haveliven and of wr gw abet it we'll petIt. waled SI 113.MMR12,1410 35 C111111110,1 W;111 $125, contplvirtl. Thr atrlage 1111'1 1.111111ihas probably11.11 keen S.14.70700 for the moo permit of1020. .1 dr.ermine Model Shop reprfSvIlt5111,conecittratvil

very snob fillISS,11(11 S 10 inaking nily analysis 111 17 per 05111.w he sure, Ihr point Ohms and experiences 01 thinnands of Coluinli Si his s.11ing efforts t.1 determine where lie was is 1101over 10.1 or la bilk.ls a inoulti. weak and conld strengthen himselfIle has inn were spent till yearfaunfromrlry been mak log any partirolarelliirtto add any sales llll arch 11V1la 11111r11 forecast 71 11, run names to 1115list 01 IISS11c(11S05 ilia/ be roubl elllasternes hinnies, for dm three Simi., keep vstilinnsfyiinlunch with, either in11..1s1111 months this soar. or by people coming in and tolling le.10 hill., willlir ptIll mill[ her wilds he has 1101 very greatly conce rned 31111 the man wlin goes after Iii order islilt Inas himself with the better ciligainim id his elerkc oho will get the business and his sales (inceill natl. thrill methods that "%That ore von waning fol." *mild sell snore ginul. the ,11111IlIst0s,crc 111 5 1101 /WellwairliitigEel nw plans, iilMODEL SHOP LIKED IN NORIHWEST lliraf, hr,usehr not neeeded them (fir tcllfug purpuses.. Dealers Greatly Interested in Model Shop In. we r.1is herrThe merchant who vault stalled in Columbia Wholesale Quarters ;tininess todayill V111 11111r 111 inake greater pridits 1111111 work and slowly and analyet XliN.S. A1411 In,AllNIN, 11101145. .111 i Veinal and senerli easel ly for new plans. new methods. inhealer ce has be lutrochicedIn. dm ....01t1r0Dia MOO. bllOp new ideas of sellma. Columbia GserviraphopInnieCo. inthe normofa VIS0. 01 These thonts are all around hon.Ile will God kloilel SI1011, installed complete the lie alf rS.locatedthronglimit the tinned States wholesale headgnaders .11 and Canada, combined will the esperience of tin them both est 1 and tutespretril places, lµ North Ibied .heel, but lie 1110 by alert and on die limn, not only thiscity T. Vt. North, Dealer Service super. Columbia Graphophone Co.inmerchalidising tole them but lo seise them and to poll them visor of the total liranch, makes his beasIgnarlers Grafonolas and records. Everypartofthe to work. theMoili.1 Skop and isrendering t.plemlid eanipment of this shop has proved,illactual operation in retail drparinients, to be practical II you feel 'bat what I liner an far said isnl tin Columbia dealers along practical lines. o sure orless gene.' clinometer oh. 11, hl oilrl Gralonoln Shop 5 a falligised store and cc...nal andpeoditcliveofincreased dogs matters of fuel-lel its turnfurfin. a moment infact. larger than a arrut illr drpartments salts. to the authority of rob, statistics and actual fig- which arerstablilielliiithisterritory IIis Every arlick of dealer service which is issuei Mts..Vold we nn, Ile lo ffuole 3, my parting 11VS111111111V111,0ralt.11all 11ligiltrd in conformity Ilythis company is thoronghly tested and tde he r you frost nn addle Roger 11 will.thevcrs.latest and111.1ideas. Ilraririg out in die Model Shop before being passed on Robson, the eminent bnioneas OA stir., an aeti colntis have 111011 installed. .11 1,1111 11display dm dealer, an the Collimbia Co. practices wha e publishedinthe 1(111 Per('tiltklagadue platforms are provided for the display 01 t:r310- it preaches nod backs op the material which is for JuneThese arc definite fig Ins and pertinent 11013 Faeliplatformislighted by overhead issued from lure to time by ttsing itin its ow fatty to which Ithink retry nor of its ran affordrelied", thereby selling the instniniests off to storesGrin throughout the tonally. This 11,1 In give sermons and thoughtful ionnitIvra l i llll the aey ken advantageAn ornamental ciarnic< prin..:Ir.t;7,11 value MASTER WAX BUSINESS BLANKS Special Waxes for Recording and Black Diamond Business Blanks The Black Diamond Blank for Dictating Machines is made:of the finest materials and will give cheaper and more satisfactory service than any other blank. We would be glad to discuss a sales proposition from different territories for our output. The Wax and Novelty Company 67.69 Paris Street, Newark, N. J. F. W. MATTHEWS, Prop. Telephone Slulbem 1175 33 Atoososn IS, 1921 THE TALKING MACHINE WORLD- --- - ADVERTISING AND THE VICTOR rant.Painlr0d1/9001.099.099000P903/0P0PPP.P.00013.1.201,0131.....0,,,n1

RalphL. Freeman Shows How Constructive Publicity Has Helped the Victor Products to Attain and Maintain Their High Place

Coder the heading of"Whai Advertosing Has Done to bloke 1021Victor's Best Tear." there appear.ed recentis sae nf Printers' Ink interview byRoland Co, la member of that peldica t i ,,,, 's editor al staff, with Ralph L. Fret. man, director of distr....ion of the Victor Tal- jog Machine Co. Thisarticleisone ofthe most interest.tg and informative that have op - neared in Printers' look in recent years and has attracted wide attention throughout the country Inthus article NIP. Freeman states thatthe presentsatisfactoryconditionofVictor hash loess is due in a large measure to the conserva- tive policy of the company. its knowledge of the Scotford Toneorm and Superior Reproducer Geld and the quality of its prod... He states Ithamoti,s5 STYLE 2 FINISH that sales for the best her months of 1021 were A a,,,,,t,liwoor, al Japoowd sea Plato. Pas, eorrespmcling Sample Prepaid. 57.75 Nickel -510.00 Gold BARNHAR 7 BROTHERS. SPINDLER considerably greaterthanany CNICA00 period in Victor history anti that the advert's- Meneeand ing appropriation for 1921 is far in excess of that ,O....17DOODODD,Mayo for 1020. which was the largest advertising year aoompan'so, and Miss Esther Tenonlin WILBUR TEMIPLLN FORMAL OPENING Corcoranpre. for the company. soloist,viohu Mrs. Margaret Mr. Freeman gives a brief rsionn, of the im- sided atthe piano. portant part which the Victor Talking Machin,Great Send-off for New Store in Mishawaka -- C,tabli511.1it Branch of Templin Store in Elkhart The Temp. store has lit. Co. played in the world war, coophasivIng the 411.11 two years.The knit handler fact that when the armistice was signed in No - Jody 20.-1, new Wii13211 fiftecu lines of pianos as well as various makes somber, 1918. the output of Vicor talking as of talking machines and other musical Conan -esoplist music store,117 Lincoln Way East, II previnarly occupied part of a 'mild chines wag only about 12 per tent of the ..- dab. meats. in 1919 the com- .as formally opened last Saturday with an .nary peacetime production. to ing m134 Liocolii Way, East. raterIlltsiE alprognion, attended by close pany was able to obtain releases from Govern - branch ofthe - _ thatyear 3,000people. The store g a scent contracts and by October of is MAKE FIRSI SALE TO YOURSELF YeupliuSi pie Co.,ofElkhart.Ind.,and the Victor Co. had !me reecledin bringing et, is al .der the man, Novo ofP.B. Lytle, production of talking nnachincs up to a IlevhIvr. If you arc a salesman the first thing your most for 1010 assisted It y E. D. Duke, salr 'man Yo pre-war volcano, so that the sales totals c lied,. sales...an. 'do is to sell yon ir rAvIt goods to yourself. four1917. The soles aisiss, assd Sirs. conivince other people miles; you areho were inexcess of those A number of employes from the Elkhart store Iol Miring 1920 cont.., to increase and one total Sale incoolshiproomers. If guests. Each guest earnest. sainted ion receivingthe think thatthe Price01 Your owu for that year showed an increase of approxi a favor in the shay,' of a roseThose you really Mate ly per eent over thesalesfor1919. s is too high you will ant do very well as a who 'aotribithd to the somical prograso were selolonn make uoloyoneelse Al the present time the Victor factory is wark- Miss Eileon iVe vrIn Although the D., 5 o, k v. of Elkhart, xylophone a thing codes. we /WI 11,V,itourselves. nog a full forty -eight -hour week. samrmio soloist: bliss Hildred Helot, se number of employes has been 'solaced atm.. 20 Si per rent daring the Past six monthsMr. Pre. man states thatthis has been due to theru hon. of many skilled workmen, wholefttho PERIOD MODELS company during the war period for otherwork Queen Anne and [(anis XVI In this article Mr. Cole pays a welhdeserned A High Grade Phonographand Library tribute to Victor advertising, pointing oattho Table Combined individual ellaraeteristics of Victor publicity and ofOn expressingtheopinion Hut the logic Victor advertising policy is inescapable. Immediate No need to One interesting paragraph contains the 101 Two-thirds of lop is stationary. Deliveryin lowing comment byMr. Freeman, which is nl. nonce anythhig when playingphonograph. dicativc of Victor strength and prestige:"Con- Fully eiplipped to play all disc records. Mahogany ditions among our distrihators and dealers arc Your satisfaction gnaranteeil. Burl Walnut saois. partielarly gratifying.Stocks of cabinets and Large ....age of reorders hid eates Golden Oak records are low. We hang tot had the problem tied dealers. of unusual credit deieraads to deal with.Our ion Write for Peers and Discounts. ventory onfinishedinstrumentsand records comprises only the last few 'lays' omputo now its process of being shippedOar rash on lam) has increased by $2500,010 since Jiiinary"

PATHE PHONOGRAPH MOVIE Latest Sales Help for Dealers "PutsAcross" the PathE Story- - Effeetively A Paling movie is thelatest sales help made leery available forPallid. dealers.The film is feet long and as a co-partner toPath& movie slides promises to "pat across" thePath& story on a very effretive way.It stares showing a liv Cog room. with father, mother andlittlechill Isitting near a No 17 Pat. nhonograPh, lady rises and puts con a recordand returns to l rtNiA her seat.Oat of the grille eons< flying notes . 1103.srnea ..ltnt that no to the top of the screenand break inoo Ow.» Path, Plays letters to fora. the wording. "The 45. )arty, 211" wide, Finith, all around All Makes of Records."The Palh& rooster ea or ll'oluo comes on the scree., goes tothe phonograph and Pimps on it, flaps bin wings awlcrows, and 5051 of the crow ce letters forming the COMPANY Valomhi Records Wrth Saco., SEABURG MANUFACTURING reading, "Pl. is supplied to Path, deal, rs JAMESTOWN, NEW YORK Ball." The film W. it 1E. trt I E. N ... i . Secure by Wright & Wilhelmy Co.,Patted distriliontr, P,w111, al Troth and Jackson streets.Omaha, Neb. 34 THE TALKING MACHINE WORLD Aucus2 15, 1921

SEES NO SIGN OF BUYERS' STRIKE

SalesManager Lusk,ofSerenado Mig.Co., ANNOUNCING ENLARGED QUARTERS - Points Out Fallacy of Popular Theory-Ern. More space will enable us to give maximum service-central location will prove plmaizes Logic by Pertinent Comparisons of great convenience to our many out-of-town friends. "We hear a good deal aborts a buyers' strike. A large line of samples displayed-quantity inquiries from manufacturers and so money and poor business conditions in gen- wholesalers everywhere solicited. eral," saysNI,F. Lusk, sales manager ofthe Serenado Ntfg. Co, Cedar Rapids, Ia."Is that complaint warranted? Isthere no way over, VANDERBILT AVENUE BUILDING

u nder, 'round or through?The thingthat I D. R. DOCTOROW op p. Grand Central Terminal can't understand isif conduit.ts are an had as Tel. Vanderbilt 5962 Si E. 92nd STREET, NEW YORK CITY some people say they arc, why do others stills. and continue so put money in the bank? psychological condition which will enable usI "We have a letter this morning from one of ' I went fishing the other morning, at the pro- verbial early hour, in order to be there at good spit Liu the halt and calmly, persistently go :ale small dealersinthe State of Texas. Mrs. ;king time, and so as to gel back [thenthe the thing we wanttoaccomplish, instead EaE. M. Rector, located in a town too small to excited and nervous and have a postoffice, right inthe middle of the buainess day began.There were two inen with getting ourselvesall ril Cu,..othatall we can do istositan cattle section. winch is supposed to he hard hit, ine andIcould not help but oh...erve the chat -r- ime it tactics and rrsults. not know senshon,ork. business will tonic in sufficient and where others are talking thoug everybody I', mighty appealing to all of us" going bankrupt.Mrs. Rector orders about a helakehad never fishedtherebefore,but sot lllll c tor thousand dollars' worth of machines. and tells bought there might be some basst 0 12, had and sin to rush the shipment, as they were all sold out coded In try it out. SECURES PRACTICAL POINTERS She spends "The first cast brought a 'strike' and atrice "Mrs. Rector is not complaining. R. H. Baker, of Little Rock, Visits Pathf Plant her energy doing basin°ss and she is doingit bass. Also the second, arid then the difference ont of all proportion to what any of us have a between tactics became tioloceatile.The one mail and Laboratories and Equips Himself for His Managerial Duties right to expect.And yet a big, strong business 01 excited, began to east fast and furiously, so hal pretty soon his line was in a tree thirty man bemoans his fate and conditions in general Patin': manager of little sweating of fent in theair.Then, when he had secured U. Robert H.Raker.new when,ifhe would just do 3 Fones Bros. Hardware Co., Path? distributor at his brain and body, he conk!, to a large extent, se began tostillfish, and from thattime on mil sat there and watched his cork. Little Rock, Ark., recently spent several weeks make his own conditions. Mr. Baker's "Conditions are not going to get normal, if by "Mit the other man went calmly on, casting at Patine headquarters in Brooklyn. to become thoroughly acquainted with that we mean that business will come athigh firstinthis hole. thenitsanother, but always planis But test's onsistently working. continually striving to ac- every feature of Palle manufacturing and mer- prices Withotoi hard work on our part. chandising so that he can take up the duties of the normal condition one of hard work? Isn't omplielsthething he set mu to do, and he the normal reward going to those who do that aught fish. his now positionfortifiedfor any eventuality Itis expected that the information and enthusi work? "We have all of no heard about spitting on "There are salesmen oil the road, .d sales-2ur bail, and we have probably all done itas awn which Mr. Baker is accumulating will do men in the stores, who have never known 'nor- ids, mull we came to realmze thatit didn't addtouch to boom Pattie business in his section o He also spent several hours at the tnal' conditions plies, merchandise n cast be sold, onebitto. thebait appeal;lintthereisthis the country. for sale, and those who arc isychologieal fact that when a man is nervous Polite recording rooms, 18 Fast Forty-second nal justoffered street. Nero York City, where Sannters Nlusi accommodating themselves to the more nearly cad high strung saliva does not Now and be normal conditions which exist now, instead of annot spit.So 'be sureto spit on the bail' Masters were at the time playing one of th talking hard Ones, will be on the top of the rally 111(.30S take it easy-don 'lget excited. forthcoming Path? hits, and was impressed1,5 heap when the shakedown i. tontplet, "Ifsr, would all of 9, keep ourselves in that

Individuality in Your Product Will Mean More Sales for You!

The New Empire Univer- sal Ball Bearing Tone Arm and Reproducer Made in Two Lengths 8" and 5"

The Empire Universal Pivot Base Tone Arm WI,: arc prepared to submit to re - and Reproducer liablemanufacturers samples of Made in Several runes, our tone artns and reproducers in order to enable them to determine the merle of our product. Our prices are low and the quality of our product is second to none. Write or wire us for samples arid quotations and give us an outline of your requirements. THE EMPIRE PHONO PARTS COMPANY, 1362 East Third Street, Cleveland, 0. Ftobliiilied in 1911 Manufacturers of High Grade Tone Arms and Reproducers W. 2 ateNAMARA. Prvudvoi The "bilking Machine World, New York. :logos: IS, 021 Two More Great Artists now record Exclusively for Brunswick Florence Easton In some respects the most unique artiste appearing at the Metropolitan Opera House of New York. Critics declare her one of the "operatic aristocrats" of today. Her versatility is as

remarkable as the resources of her glorious voice. After a note- worthy career abroad, Miss Easton has become recognized in Anicrica as a soprano equally effective in concert as she is its grand opera.

For her introductory record she selectedBach-Grounotl's "Ave Maria," which gives her at her highest artistic moments and reveals new accomplishments in recording. The violin obligato is played by Mr. Max Rosen.

Giuseppe Danise His seas a name to conjure with in Europe long before he came to New York as Premier Baritone of the Metropolitan Opera Company. lie made his American debut last November with such supreme success that no less conservative and exacting a critic than Henry T. Finck, of the New York Evening Post. congratu- lated hhn in print on having a voice that "is not only sonorous. virile. vibrant and appealing. but a use of it which avoids all operatic claptrap." Signor Danise chose the great aria "Di Provenza il mar" front

Verdi's "La Traviata" for his first Brunswick record, and it gives a striking example of the art which has given him fame and fortune on the operatic and concert stage.

THE BRUNSWICK-BALKE-COLLENDER CO. General Offices: 623-633 So. Wabash Ave.. Chicago Branch Houses in Principal Cities of United States, Mexico and Canada

Canadian Distriautorst The Brunswick-Balke-Collender Co., New England Distributors: Kraft, Bates k Spencer, Inc., Musical Merchandise Sale, Co., la La Calle de Capuchins No. 25, 1255 Boylston Street, Boston, Mass. 79 Wellington St., West, Toronto Mexico City, Mexico

SUGUST IS, 1921 THE TALKING MACHINE WORLD 35 McMENIA1EN'S PLANS FOR FUTURE pressing: motor. tone arm and reprodur, de- sign; patent and model development and sales SONORA PRICES REDUCED Well-known Talking Machine Man Opens Offices promotion and advertising plans. Material Reductions Announced by the Sonora as Consulting Engineer-Well Qualified to Co Mcblenitnen isone of the bestknown operate With Manufacturers in Industry Phonograph Co.-Upright and Period Models members of the talking machine trade, haring Reduced-The Buying Public Being Advised been associated with the industry for twenty- H. N. Mel%lenimen, managing director of the eight years. His first position .was that of an The Sonora Phonograph Co. announced Pathe Freres Phonograph Co., Brooklyn, N. Y., re- experimenterwiththeNational Gramophonecently a reduction in the prices of Sonora Ph... - for the past six years, resigned from the cont Corp.. which subsequently became theVictor graphs.Considerable publicity was need inall Talking Machine Co.He later manufactured the of the leading newspapers advising the public of Music Master horn, attaining phenomenal suc- this reduction in price, and Sonora jobbers and cess the production of this device.Mr. Me -dealers thronghont die country are enthusiastic McMillen was associated with Thos. A. Edison, as to the sales value of this important intirs Inc., for a number of years, and for six years this time. was managing directorofthe Pat. Freres In its announcement the Sonora Plooninceilth Phonograph Co: Cu stated that it was reducing its prices ni suss During his twenty-eight years experience inof the lower cost of raw material and thr the talking machine field Mr. Ntaleuirnen has dueed cost of labor.The average reduction is in acquired an intimate knowledge of every phasethe neighborhood of 30 per CCM, and the new of the industry. which should enable him to giveprices of the standard Sonora models are as fol- invaluable assistance and advice to talking tna- lows: Portable, $50; Melody, Sill; Baby Grand, chine and record manufacturers. Ile. has de- 9250;Elite, 9265; Grand. $325,andInvittsiblri voted many years to the study of acoustics. and $390. hisfamiliaritywiththetechnical end ofthe Material reductions have also Item made in the business is equaled by very few members of theprices of the Sonora period ntodrls, and some of trade. In recent years Mr. AlcMcnimen paid the more popular models in the period line have considerableattentiontothe developmentof been reduced sufficiently to place them as lead sales promotion and advertising plans, and hiseel in the sales campaign of Sonora dealers. activities for the ratite Freres Phonograph Co. gainedforhintthe esteem and friendship of L L. SPENCER BACK AT HIS DESK talking machine men from coast to coast. Lloyd L. Spencer, sales manager of the Silas N. F. MINOR VISITS NEW YORK E. Pearsall Co., New York, Victor whetlesalce returned recently from a Western trip which in. N.F.Milnor, formerly manager of the Saneluded a visa to Kansas City, Mo.. Chicago, Ill., Francisco branch of the Columbia Craphophonc H. N. Meuselumen and Rushville, III.At the latter city Mr. Spencer Co., and for a number of years sales manager ofspent a fete days with his grandparents, taking pans, service a few weeks ago and opened the Dictaphone division, arrived in New York a welbdcserved rest after his indefatigable activi- offices as a consulting engineer at 2 Rector street. rccently after making a tour of the world.Mr. ties incidental to the jobbers convention held at New York.Mr. 31cMenimen will maintain a Milnor, who was accompanied by Mrs. ManorColorado Springs. nodern and thoroughly tip -to -date lffioratory at As smember of thear this lour, visited some of his many friendstango/sent committee Mr. Spencer was in charge his estate in Scotch Plains. N.I . which he has unthe trade and thenleftfor San Francisco, ofthe owned for the past three years.As a consult- railroad amodations. andthere- where his home is located. markable success of Isis work was reflected in the ing engineer alr. AlcMcnimen will concentrate enthusiastic approval voiced by every jobber who his activities mi every phase of the talking ma- If you let your business become the football visited the convention.He won his spurs as a chine industry. including recording. plating and of circumstances beware of hard times. Not HitsRecord Winners

The Norfolk Jazz Quartette

The Norfolk Jazz Quartette is only one instance of the splendid force that is back of Okch Records.This negro quartette doesn't represent ordinary negro jazz music.It is greater than that.It is an appeal to the white people to revive negro minstrelsy.it is thy old-fashioned folk music of this country. And they are responding. They arc buying eight to one of an average popular hit. 'These arc records worth selling. They ate interesting to the buyer as well as entertaining. Sterling Roll & Record Co. BIG DISTRIBUTORS OF Records Pittsburgh, Pa., 434 -4th Avenue 'Cincinnati, Ohio, 137 West 4th Street 38 THE TALKING MACHINE WORLD /Wee. IS. 1921

CRITONA RECORDS FIFTY CENTS EACH RETAIL

ADJUSTING THE PRODUCT TO MEET THE NEEDS OF AN INDUSTRY

THE PRODUCT CRITONA RECORDS are of standard size and are designed and recorded under an entirely new system of recording to meet the needs of the trade for records of highest quality. CRITONA ACHIEVEMENT 1-Fidelity of Reproduction. 2-Full Value of Overtones. 3-Natural Volume of Sound. 4-Correct Balance between Voice and Orchestra. 5-No Blasts. 6-Elimination of all "Melanie' and "Tubby" tones in Orchestration and Voice. 7-Surface Noises reduced to minimum. THE PRICE CRITONA RECORDS retail at Fifty Cents each, and meet at this price the great need of the trade. YOUR OPPORTUNITY The demand for a ten -inch record of the hwhest quality to sellat the popular pry e of fifty cents per record presents a remarkable opportunity for a dealer in ears locality to put over a great selling campaign. x ACTION Send us shipping instructions and we will forward you immediately a sample line of twelve ct records covering complete examples of all types of CRITONA recording.Full and complete in- formation upon request.

CRITERION RECORDS, Inc. 1227 Broadway New York City

..1:14"` lop THE TALKING MACHINE WORLD 37 1M,-.174R-Ti.....1131,1811112150 The Importance ofKeeping the Customer Interested Until His DemandsAre Satisfied

Out of the fundamentals of good salesman. put a record on the machine and leave two or chip is the rule of keeping the customer inter- matteroffeet,theaveragetalking machine three other records with the customer foe in. owner would much prefer to judge the quality ested in the store until such time as the sales-spec,on and trialuntil such time as he van man isina position to give the proper atten- of the record so lassie and without having his give personal attention to the customer's wants. salesaninject his opinion at every few bars. tion to the customer's wants.There is nothing The customer ean be kept in good humor and more exasperating thanto walk into even the Meeting thenew customer at once has other advantage, foritsometimes happens that the busy store and be expectedto nand around I"' °I from five to ten min.., before receiving at least reweuwee isin search ofs accessory or some attention from the salesperson. some particular type of machiomene or record that It Is a Fundamental of the house does not carry and at the same time Anyone who during the past few years has makes it quite evident that he will not be sold been successful in accumulating sufficient any substitute. SVhen such a situationarises wealth to warrant the purchase of a good Pair of Good Salesmanship to itis much better to enable the visitor to go oil shoes may, perhaps, have taken a leaf from the his way at once than to have him stand around, book of the shoe salesman. No matter how busy Hold a Customer's In- help crowd up the store and discourage things may be in the shoe store the customer the hardly gets passer.hy who might perhaps enter it there were inthe door before heis ushered any prospcct of .1.k service. to a scat. the shoe removed and inquiries node terest Until His Wants To the average custorner it is just as desirable as to the particular style of footwear he favors. It looks like simple courtesy, but it's really good Receive Attention to have prompt service in the talking machine store as itisin the barber shop, and itisa business, for the customer feels heis getting no very rare thing fora man toenter a barber- attention, and with his shoe actuallyoffwill shop when he sees a half -dozen others waiting wait a considerable time without becoming im- II for attention.The talking machine dealer can- patient, and only as alast resortwillhe put be node to feel that he is receiving attention,not be expected to yell 'lie, when he is Iris shoe on again himself and walk out. fin- even under difficulties. ished with each customer, but he and his sales- The same plan can be, and for that matter It is very rare, indeed, to find a customer dc men can arrange it so that the passer-by gets has been, worked in the talking machine store, nonding such constant attention that the sales- the that those inside are being wailed providing there is stillleft one machine not inman cannotfind a second or two toreceive on and will soon depart so asto make roam actualuse. The salesman canfindtime toproperly the latest entrant into the store.As afor hint.

ORIGINAL BERT WILLIAMS DISPLAY CONCERTS AS A SELLING MEDIUM and special personal invitations.In this respect he has made ROOd use of the twenty-four sheet Mast.. Inc., August S.-The Butler Music Co. J. Anenberg, of Middletown, Tells of His Suc- posters issued by the Pat. Co., to which he Columbia dealer in this city, recently introduced cess in the Territory Which He Controls adds a special printed streamer at the bottom a unique and original window display that won announcing theevent. Dunonstrations are J.Aneriberg, who conducts the Pat. shop in givenou throughout theentire day and evening, Middletown, Conn.,isalinthtodlatc merchant. with anhour'sspecialprograminboththe In a recent letter addressed to the lathe Freresafternoon and evening.Other programs arc Phonograph Co. he strongly advocates concerts arrangedforschoolchildren. Mr. Aneuthrg and demonstrations as the ideal means for sell. states that among the many advantages isthat ing phonographs.He speaks from experience, these demonstrations enable him and his staff as he has receivedexcellentresultsfrom to get personally acquainted with a large num- demonstrations which he has conductedin ber of prospective, who,. in turn, getto know large number of the smaller towns and citieshis shop and his sales staff by liar. around Middletown.Mr. A..., states that itishis custom to s one of the concert It is often wise to start advertising when the halls and to well advertiseecure the event beforehand other fellow quits.The wise dealer, or manu- through the medium of newspapers. billboards facturer, knows why.

The BABY GRAND DESIGN A Clever Window Display considerable praise from Om local newspapers. PHONOGRAPH DuringBert Williams weekthisenterprising dealer introduced aneffective window display leads inDesign, Style and that featured this famous Columbia artistina distinctive fashion. The unique use of the figure Tone which adds beauty and caused general comment, and the Bert Williams poster as a centerpiece in the window not only dignity to the I lome-and it attracted attention but stimulated materially the is today the best constructed sale of Bert Williams records. and best finished instrument NVhile quality and price are among the most made. important elements in holding trade permanently. poorly equipped sales force will do much to fully ndermine trade.Needless errors, tricky meth- PATENTED and ods, slow delivery, insolence, discourtesy and guaranteed. .gnorance of goods will take business away from store faster than low prices or high quality will bring isin. Write for Catalog and Prices

COTTON FLOCKS KROLL& HOROWITZ FURNITURE CO., Inc. Record Manufacturing Ea D 258 CANAL STREET NEW YORK THE PECKHAM MFG. CO., Itrait.nrr. 38 THE TALKING MACHINE WORLD AUGUST 15, 1921

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Consolidated Talking Machine Co. They Sell Records The Service that satisfies The Record that satisfies Ours is the service that helps you to readily meet all The policy behind Okch Records is makingitthe early requests for new records.There is no waiting finer Record.The progressive policy is felt in the variety of feature selections issued monthly.Featin es for delayed and slow deliveries when Consolidated that are "money -getters."The most celebrated, the is serving you. most novel and the most popular hits are monthly released on Okch Records. If you are considering an agency communicate with The popular demands are studied and given careful us. We shall be glad to give you advice and help. consideration in the laboratory.As a result, 013eh We can show you how to make an agency n producer isreleasing today several distinctive types of music of big profits.We are doing it every day and shall that give a dealer the opportunity to satisfy requests for unusual music. He is protected by these features do it for you. being exclusively Okeh.

Artists who may be heard on Oki. John McCormack, Frieda Hempel, Alessandro Bond, Jan Kubelik, Emrny Destine, Riccardo Stracciari, Hermann Jadlowker, Marina CampanarL Billy Jones, Mamie Smith, Sam Ash, Lewis James, Vaughn De Leath, Norfolk Jazz Quartette, and all popular orchestras.

°Rik. RecordDistributors 227 W. Washington St. Chicago, Branch: 2957 Gratiot Ave., Detroit, Mich.

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-3--vv sari -exc.,: .ki..usr 15, 1921 THE TALKING MACHINE WORLD 39

HAS AGGRESSIVE YANKEE SALESMANSHIP GONE TO SEED? ciplesof salesmanship.Through this playit was hopedtoovercome,to some extent, Mr A Straight.from.thr.shoulder Analysis of the Importance of Salesmanship as a Business-promot.prePolices which so many salesmen entertain ing Factor by Wm. Maxwell, Vice-president. Thos. A. Edison, Inc., In Printers' Ink Monthly against any form of instruction, and itisthis very prejudice which keeps so many of them During the past five years the sales se nsc of perhaps even more to unlearn.IfI were hiringfrom developinga generalsalessense.-Ed.1 the nation has gone to sleep.Our nationali a sales manager or salesman to -day I 511011111 The article then continues as follows: difference toward our foreign trade, hostility to pay verylittleattentiontohis achievements Every manufacturer thisyear should try to

and efficient business methods manifested by front 1916 to the Spring of 1920.If I were look- make his sales convention a clearing house of onnterous legislators, the relianceof portions ing for a sales manager, merchandising manager realideas, a placeofnew enthusiasms and of the public on half-baked schemes of buying or an advertising manager Ishould try to gel abroader vision-but, above all. a place where a and selling-all are symptoms of our decadence man whose experience began prior to 1907. better sales sense may be born in the individual as alesmen. the so-called buyers' strike has been greatly salesman. During the neat twenty years, at least. sales- prolonged by inexperienced and unskilled sales- For unless We who aresupposedto know inanship is going to be the most important ofmanship, first on the part of manufacturers andsalesmanship do our inmost to develop this sales all professions. The very salvation of the world jobbers and later by stupid retail merchandis- sense among our own associates NVC cannot es - depends upon better salesmanship. and the na.ing.It would be afine thing fdr the countrypent to see it grow without °titivation or effort. boss that serves best and sells best will be the ifthe principles of salesmanship and merchan. The years of1921.1941arethe biggest po most prosperous in this new world. dising could be effectively taughtinthe high tential years in the history of the world-they If we are to be that nation evemust begin at schools and colleges.It is easy to teach mer. aren't over yet.And during these years sales- the bottom, and it is up to us as individuals. chandising to a man or woman who understandsmanship will be the roost important profession 1Ve can't pass the buck.Even though Con- salesmanship, butitis very diffictiltto teach inthe world. 1Vithoutitinitiative, invention gress and the executive offices of the Govern real salesmanship. and civiliaation will go to seed.Withitwill mem were filled with experienced sales man- One of the chief difficultiesis encountered in be brought about acloser understandinghe. agers they could not accomplish a great deal un- the individual's resentment of the high personaltween the peoples of the world, a higher stand. less the general public developed a higher de-criticism and minute direction to which he must and of living for every individual and a period gree of sales sense than it now seems to possess. submit if he is to be thoroughly trained.Ifa iu which the arts and sciences will develop and Yankee salesmanship used to be on a par withsalesman would accept instruction and constantlife itself be made more livable. Yankee inventiveness.Too much Government rehearsalwith the same good graco thatthe 'nbusiness, the ease with which merchandise traditions of the stage require from the actor it INSTALL NEW RECORD CARD SYSTEM sold itself during the inflation period and turnen would be comparatively easy to develop any in. Puma., OPE.. August 2.-Then ew Vocation nos other causes seem largely to have robbed telligent person into a good salesman. period model 1627 has won a great deal of favor s, as a people, of our sales instinct. and to have I am interesteddirectlyandindirectlyin inthe Meier & Frank talking machine depart. hscured in the public's mind the importance of about 2S,000 salesmen.I am trying to take my went in this city..hfanager D. C. Peyton has salesmanship to our national prosperity and the own medicine and develop sales sense in this, myjust installed a new card system for the stock yell -being of the world. Particular cross section of the American public,of Victor, Columbia, Vocation and Edison rec. Unless thebig -scale production of our fan - by organizing and operating what is virtually a ords handled.Buttons are tieing used to indi- cries is sold somewhere. by somebody, neither traveling school of salesmanship.This yearI cate surplus stock, and ordering is being done sill labor get its wages nor capital its reward expectto meet5.000 of thesesalesmen. by card only. which insures greater accuracy and and we will slip back into some oilier less satis- [Reference isthenmade tothefour -act thoroughness.A flag system isbeing used to actory system of civilization.And the individ- comedy with a cast of professional actors, which indicate the different stars which will enable the uals who should be developing the better saleswas the principal feature ofthe recent Edison salesman at a glance tofindthe Caruso and rose are proving deficient. Caravan Convention. heldin New York. Chi- other noted artists without referring to a catalog. cago, New Orleans and Vancouver, and which Alost of the sales managers and salesmen who The father of success is work; the mother am. training (hiring the depicted more or less hilmoronsly some of the received the bulk of their bition, and the sop common sense. past five years have agreat deal to learn and difficulties which attend the teachings and prin.

PLAYS ALL RECORDS THE JEWEL MUTE FEATURES No 2 Round Tone Arm and Reproducer f'sONTROIS volume just ARGE diaphragm and La like the human throat. long stylus bar length- Built in the reproducer and ens vibrations, producing a Functions in such a way that is deeper andmorenatural thelengthofvibrations quality of tone. minutely regulated and the tone reproduced toasoft - Perfectlybalanced in ac and clearness that is re- cordance withcarefully markable. worked ratios and with re- parts. Operatesby meansof a gardtoco-ordinate NOWN the country over for its excellent qualityof thumbscrew and in instantly this tone arm and reproducer all natural,life -like reproductionof adjustable. Tone has free a freedom and A. tone and permits musical tones, and its great volume.This tone arm on and unimpaired p assage sweetneqs of tone heretofore of its high standing tone armand impossible. Sur- your machine spells success. because throughout thought in the Phonograph World. chamber-Not -Muffled.' or face sounds almost entirely -Choked- as with ordinary removed. Made only in 81/2 -inch length.Can be furnished with or type of tone modifier. without Mute Tone Modifier, with Mica of Throw -back design permits NOM -Y -10k Perfectregulationwithout ofeasy accesstoneedle diaphragm. in any way changing char- socket. Saves records horn acter of tone. unnecessary scratching. Chicago JEWEL PHONOPARTSCOMPANY - 154 W. Whiting St., 40 THE TALKING MACHINE WORLD AUGUST IS, 1921

Re.

:4. 1410 The Dealer Who Sells Sonora Phonographs Gets Sonora Service

He gets the most whole -hearted co-operation of the entire Sonora organization.Every representative throughout the country should associate the Sonora name with "SONORA SERVICE." There is nothing "impersonal" about the "SONORA SERVICE." Your problems are Sonora problems and will promptly receive the most careful consideration. "SONORA SERVICE" will help you with your problems to "get business."Store window display, general advertising or any other problems that are peculiar to your business. This is the first of a series of talks about "SONORA SERVICE." We will take up indetailinfuture announcements the extensive service organization that is placed at your disposal. The "SONORA SERVICE" is a purely personal service that will co-operate with any dealer at any time.

7G1E ONSTRUMENT Or QUAL3I7

CLEAR AS A DELL Atmore. IS, 1921 THE TALKING MACHINE WORLD 41

Prices Revised! The Sonora Phonograph Company announces a new schedule of prices on most models of Sonora Phonographs and accessories. The recent decline in manufacturing costs has enabled us to offer these reductions. This has been done in order that the trade and the public may par- ticipate in the recent lowered cost of production.

Gibson -Snow Co., Robinson-Pettet Co., Inc., Syracuse, N. Y. BESIDES possessing im- Louisville, Ky. St .acofKentucky. State of New York with the op- portant patentsof tion of towns as Hudson Riverexcbelow its own, Sonora is licensed Pouglaapsie and excepting Greater C. D. Smith Drug Co., New York. arsd operatesunder BASIC 613 Arcade Bldg, St. Louis, Mo. PATENTS of the phono- St. Joseph, Mo. W. B. Glynn Distributing Co., graph industry.Sonora's Missouri, northern and eastern part future and the future of ofKansas and 5comities ofN.E. Saxtons River, Vt. Sonora's dealers' business Oklahoma. StatenofMaine, New Hampshire, Vermont and part of Nfassachusetts. arc secure. Strevell-Paterson Hardware Co., Salt Lake City, Utah Griffith Piano Co., Utah, weiisT6 Wyoming and ...h- The Magnavox Co., em Idaho. 605 Broad St., Newark, N. J. 616 Mission St., San Francisco, Stateof New Jersey. Cal. C. J. Van Houten Sc Zoon, Washington, California, Oregon, Ari- Fiessig-Ellis Drug Co., rona, Nevada, Hawaiian Islands, Marquette Bldg., Chicago, lit. Memphis. Teem. northernIdaho. Illinois and Iowa. Arkansas, Louisiana, Tennessee, Mis- Sonora Phonograph Co., Inc., sissippi. Yahr & Lange Drug Co., 279 Broadway, New York Milwaukee, Wis. Kiefer -Stewart Co., Distributorsfor Greater New York Wisconsin, Upper Michigan. mil towns on Hudson River below Indianapolis, Ind. Pou gh k ecpsie. Moore -Bird & Co., Entire State of Indiana. Southern Drug Company, 1751 California St., Denver, Co.. Lee-CoitAndreesen Hardware States of Colorado, Now Mexico and Houston, Texas. Wyoming east of Rock Springs, Co., Southeastern part of Texas. Omaha, Ncbr. Sonora Co. of Phila., Inc., Southern Sonora Company, Slate of Nebraska. 1214 Arch St, Philadelphia, Pa. 310-314 Marietta St., Atlanta, Ga. Eastern Pennsylvania, Maryland, Del- M S P, Alabama, Georgia, Florida and North aware, District of Columbia and Vir- 221 Columbus Ave., Boston, and South Carolina. ginia. Mass. Connecticut, Rhode Island and east- Southwestern Drug Co., Greater CityPhonograph Co., loc ern Massachusetts. Wichita, Rans. 311 Sixth Avenue, New York Southern part of Kansas, Oklahoma S N.E. counties) and Texas All of New York City except that SonoraPhonographCo.of (except lyingeastof Broadway, Brooklyn, Pittsburgh, Panhandle. counties of Westchester, Putnam and Dutchess, south of Poughkeepsie and 820 Liberty Ave., Pittsburgh, Pa. C. L. Marshall Co., Inc., all Hudson River towns and cities on We,tern Pennsylvania and Wen Vir- Ms Griswold St., Detroit, Mich. the west bank of the river, south of ginia. Michigan and Ohio. Highland. Long Island Phonograph Co. Sonora Distributing Co. of Minneapolis Drug Co., Texas, Minneapolis, Minn. 461l/s Fulton St., Jamaica, N. Y. Dallas, Texas. States ofMontana, North Dakota, All of Long Island and Brooklyn, north of Broadway. We ternpart of Texas. South Dakota. Minnesota. 42 THE TALKING MACHINE WORLD Accost 15, 1911

Prince's Dance Orchestra keeps up the pace with two more sure -lire twelve -inch waltzes. "Peggy O'Neil" and "The Last Waltz" are lust the music dance lovers are looking for. Make sure that they'll find it in your store. Order today.A-6188. Columbia Graphophone Co. NF.59 VORti

S. 11 W. AN ACTIVE BUNCH OF DEALERS IN DENVER TERRITORY"'F.".. Lown,L°'" managerSo"s' of the°i talking machine de- partment, believes in advertising, and has proved Trip Through Colorado, Nebraska, South Dakota and Northern Wyoming Gives Convincing Eel - thatit pays. donee That the Talking Machine Dealers in These States Are Going After Business Nick Nelson, manager of the talking machine department of the A. L. Cummings 'Music Co., Dhow es, Coto., Augetst J..The great event of 11w Aggressive mire ...reboil, employed by Beans of Sheridan, Wyo., finds that outside work and lawfuh in this city was the large aseemblage of& Lindeman. Victor dealers at Crawford. Neb., advertising space in newspapers arc the most dealers who attended the convention held under are 'caring fruit ahmedantly.Manager Linde- satisfactory means for increasing hissalesof the auspices of the KnightCampbc11 Music Co., man reports business as good. Vierolas and Victor records. Victor which mar awcolled by F. Mrs. Nelson is wholesaler. L. Thompson. manager of the Compton associated with leer husband in the department, nt officials w Meese promine Victor officiaho leadjust Deng Co., Victor dealer at Cleadron. Neb.. re- having charge of records. in session at the jobber: conversion in Colorado ports bigsales of Red Seal records. A con- When W. C.Ball, ofthe W. C. Spring..The awount of the meeting will hesiderable portion of the demand for these 'flatl- ftall Furni- ture Co., Red Lodge, Mont., hears of a Vietrola found in a separate story in another past of Theet:Ism revere), correctfrom the faculty and sue prospect he does not wait for the would-be ens- World. dents of a State normal school, located in Chad - tomer to come into his store, but goes directly Despite ratherunfavorabletrade.conditions ton. to the prospect's home.This method has been Kirin & Morgan. Victor dealers atKeneleall. At this season of the year Sam Christensen, instrumental in making a number of sales that Neb., are keeping their sales up to a ateli,fae. veteran Victor inHot Springs,S. D. tory mark.Mrs. E. F. Klein is otherwise probably would have been impossible in charge ofenjoys a rushing husiness, due to the presenceto make. the talking machine department. of numerous tourists in Hot Springs. which is Violet' the management of F. A. Barger thea famous health resort in the Black Hills. Tourists en route to Yellowstone Park swell the Stemmer business of 0. F. Koenig. proprie- A. Hospe Co. store, at SeotisleInff, Nil... is do- With thegreatHotnectake Mine atLead, tor of the Postoffice Store in Cody, Wyo., who ing a flourishingb lamThis concern em-S. D., couching full time. the two Victor dealers ploys five outside salesmen and eises advertis at that point, the Thorpe Piano Co. and thehas sold the Victor line fora number of years. Mr. Koenig has erected signs along the roads ing of all des.fittione consistently.Mr. Barger HearstMercantileCo..are enjoying a good leading into Cody, reminding automobile tour. recentlysucceededA.P.Chilesas manager wen of busbies..Many employes of the mine iststhatinIsis ofthestore. Itis understood thelatter haswho left during the war leave returned to Lead, storethey can purelease the been made manager of the piano department of and the town show, every sign of prosperity.latest Vietor records, as well as portable Vic- the Home store in Omaha. trolas, to make their stay in the famous National Ebner Thorpe is the aggressive talking machine Park more enjoyable. Harry Thiele.a new Victor dealeratAtli Theresultsobtained departneent manager of the Thorpe Piano Co., from These nuke,Nell.,isplanning a member of improve-and N. C. Bell heads the talking machine de- signs have been verygratifying ments to leis store, including booths and a mod-partment of the Hearse Mercantile Co. Mr. Koenig recwntly distinguished himself by erndisplay MOM. Ably assisting Mr. Thiele Victor dealers who have not allowed business catching 3 twenty-poused trout with light tackle it H. I.. Sims, in a mountain stream near Cody. dr preseion to discourage them or stop their sales The Powell Drug & Jewelry Co.. under the management of T. A. Hoops, isplacingthe The General Phonograph Mfg. Co. Victor line on the neap in and around Powell. Wyo. by means of an aggressive advertising campaign. Model "E" Table Phonograph The ranks of Victor dealers in northern Wy- oming have been strengthened by the addition The Greatest Value on the Market of The Fisk Pharmacy, which a few weeks ago IMMP.D1ATP DICLIVRRIESIN ANY QUANTITY received its initial shipment.This concern plans a modern department, includingboothsand other up-to-date equipment.\Vatter Fisk, head of the concern. and H. C. Scarborough are in charge of the Victrola department. One ofthe most attractiveVictrola shops inthe Westistolee seenatThermopolis. Wyo., in the music and jewelry store of H. E. Rothroch.Everything about the shop is mod- ern.. are Ow methods of the proprietor.Mr. Rothrock. in his advertising, uses sonic unusual road signs. which draw a considerable amount of automobile tourist trade. A recent report Rode G. E. Richter, head of the Richter Music Co., of Casper, Wyo., isto the effectthatSu llllll erVictrolabusinessis highly satisfactory. This firm carries a large stock. Two booties have heeninstalled by Daniels & Ropers. Vktor dealers at Douglas, Wyo., to Plays All Makes of Records care fortheir talking machine customers. Superior Tone Quality A balcony has been bath by Dr. F. W. Huff- Write for our Proposition man. proprietor of the Pioneer Pharmacy, Vic- tor dealer at Wheatland, Wyo., for the talking machine The General Phonograph Mfg. Co., Elyria, Ohio department. Mrs. Huffman is in chargeof the record stork. mong the recently installed Victor dealers AUGUST 15, 1921 THE TALKING MACHINE WORLD 43 isthe Heidepriens Co., of Custer, S. D.Fred Heidepriem, who has charge of the talking ma- chine department, planstoinstall booths and otherwisefitthestoreforthe handling of Victrolas and records.Theeoncern iscarry- ing out a strong advertising campaign. Everybody in Rapid City, S. D., isa booster. andthe W. A.PoIsinFurniture Co,Victor dealeratthatpoint,isno exception. This firmissues amonthly talking machine house organ which hams proved tobe an admirable advertising medium.Mrs. W. A. Polain is man- ager, assisted by James O'Grady. Hard work is the recipe used by Dick Stone, Victor dealer atGillette. Wyo, for obtaining Victrola business, and it has proved to be very effective.Mr. Stone's store is one of the most attractive and best equipped in the State.

ATTRACTIVE SUMMER WINDOW Scotford Tonearm and Superior Reproducer Illadrwina STYLE 3 FINISH Goldsmith's Music Store Co. Prepares Effective All Paha Pland Summer Display-Features Victrolas IV and VI Sample Prepaid, $0.00 Nickel -411.00 Gold Suro4,So.sidt0sto.Plionos,nrIn - BARNNARTBROTHERS &SPINDLER - Q.sintityPricooneAss,Pmrios Monroe 0,dThroseiStrs.s. CHICAGO Col -0,1805.0.,Augo t5-Goldsmith'sMusic Store Co.ofthiscityVictor dealer, recently Several of the plants in the window were .. L.I. CIt.,w, kit:NI KI. MA \ SULK racial,but the middle plant seas anaturalfcr: that showed uptosplendid advantage. The Assumes important Post With Granby Phono wicker cabinet at the end contained a Victrola graph Corp.-O. F. Jester Joins Sales Force VI, and on the table was a Vietrola VI and a Victrola IV was on the door. The background NO0I01.14,Va., August 6.-The Granby Phono- was made of green Japanese rope, and the floor graph Corp., of this city, lam announced the ap- seas covered with lake sand and pebbles.The pointment of Edward Fraser Carson as general window as a whole gave an excellent impression manager. Mr. Carson was formerly manager of of all outdoor scene and suggested Summer Vie. the copy and plan department ratthe Frederick trolas to the prospective purchasers. McCurdy Smith Advertising Agency. of .w York City Previously lie was general sales and George M. Cook, president of the Michigan advertising manager of the White Hickory Motor Goldsmith's Lleverly Arranged Window Phonograph Co., Grand Rapids. 'Mich, accom- Corp., of Atlanta, Ga.. also sales and advertising prepared an artistic window display which was panied by Mrs. Cook, recently made a short va- manager of the Acheson Graphite Co.. of Niagara sufficiently original to give the company effective cation trip to Belvidere,Ill.Mr. Cook reportsFalls. and advertising manager for the Pyrene have publicity in the Columbus Dispatch.This win - a verysatisfactorydemand.considering the Ilfg.Co.,of New York City.liewill Amy, whiehisreproduced herewith, was fea- times. for Laumn phonographs, and expects a charge of the advertising and sales department red for an entire week and attracted the mien- brisk demand for these instruments Miring the of the Granby Phonograph Corp.

. of luindrtxls of passers-by. Fall sod WinterSC2601.. J. G. Widener, president of Widener's, Inc. of Poston, spent several days recently at the office of the Granby Phonograph Corp.hithiscity. As reported recently. Widener's, Ilie, is handling the Granby line in the many cities in which itis -this Record Cabinet located. Mr. Widener also spent much of his goes to the dealers for time at the Granby factory at Newport News, Va. E. C. Howard, director of sales of the Granby the next thirty days Phonograph Corp., left his cares behind him and for $13.50. started on July 19 for the first vacation that he has had for several years.Mr. Howard isall ardent follower of lanak Walton and will spend several weeks inthe woods of Michigan with and line. 0. F. Jester, who for some years has been rrmnected withthePhiladelphiaofficeofthe olumbia Co., has resigned and accepted a posi- THERE'S easy t ontorepresentthe Granby phonographin :stern Pennsylvania.His headquarters will be and extra profit Philadelphia. for talking ma- _ . . chine dealersin THE FIGURES TELL '111E TALE There are no such words as"Sunimer dullness" handling Udell In the lexicon of Orates, Inc., Victor wholesalers, Record Cabinets. New York City.Clarence L. Prim, head of the Ormes organisation. reports that its business for Write us and let the month of July is not only greater than the us tell you what months previous, but surpasses Me business done during July. 1920."We are pleased with these the other dealers results." stated Mr. Price to a representative of No. 1402 1 The World, "for they prove false the idea that are doing. Mahogany and Quart- the Summer months must necessarily be dull. er.d 0, H,,t,t+ 8 While the expected Fall business may not come Victor Alt with a rush, but may be gradual,I expect that the Victor dealer will findita good and profit lisle season in every respect.. Write today for the Udell All,, Book and other information What you findin the mind of the man with whom you are doing business, or with whom you want to do business. depends a whole lot on what you have in your own mind when you are dealing with him.Your thought will beat your The UDELLWORKS words in finding its way into his brain.Think Indianapolis, 1255 West 28th Street right and then the sales will take care of them- selves. 44 THE TALKING MACHINE WORLD AUGUST 15, 1921 mersoiu%qords

The complete Septemher releaseincluding Emerson Wholesale Special Mid -Summer Timely Hits is listed below: Distributors Alexander Drug Co. September Emerson Releases Oklahoma City, Okla. 0INCE ?So OrrolLab. Orthmlra 11000MX:''11AE's;.'n(0:11r.tnIte.'A.:e.:(7. Plonlallon Donn Orthesin Carpenter Paper Co. ..aeon Kneeht, WeleoK Int orla Dann Orthean 11117.rasInl . . Omaha, Nebr. mny YarderbIll Wynn. idoN SOMME (My W,1Maur. Swale,raa..1 Billnen Nal. Ors. aaaaa ionslILIST A LITTLE LOVE ISomils(CnonnSosIssol. fY Qat G,,.Brothers.Nonity Boon Collins Talking Machine Co. Bilemoro1111Ortholra 418 N. Cap3tol Ave. IwnI gl;HL:11TASWIA:s!'110re:lol"rra. 07"" (eseda Somuett. Mode Maslen LIKle Club OnSesIrs Iww'MY CHERIIY BLOSSOM (Ted Snriorl. raj.bal Indianapolis. Ind. WHERE, Mar. R.O fox .1 Lon., Roseland Orehetlea

STOLEN KISSES lied 00000 1 re7tret.1.1111 weal chords by Anbor Elena LIM( Club ortherhe R. K. Currie & Co. .U1 IntMISSIND YOU on HorInd.WINcol. rsonol Th. Oreel lebeo Ortheolra oiion ICenrodSloolno SloomonLor11. F.YINE filtaify Mon Detroit, Mich. POOR NI ..... Merry Melody Mon ossi.r. WON'T YOU CONE rosios..3tsnomo.rol.S. Emerson Phonograph Co. LERH TO SMILE (MbIley. IrmaOrDre.n 11'. OlrlurMoult A. Illne11.forks( Smola Kronor. Orebestra 206 Fifth Ave. IIBY IN LOVE1rfain ladadmaolNrsalnli.=7:,,, ortnean New York City 10413 E0E:0 0)000 (BIM No., ram Int BIRmero HMO OnSestro Emerson Philadelphia Co. SWAMI ROSE(OronoIlennwin1. Oneyho Yon EPS Spetlalty four Philadelphia, Pa. 1 MIT BECAUSE ISIrent.Fmln11. .Yen Cry speslelly Fear IT MUST BE SOMEONE LIDS YOU (EnsolIllroloat,Banyl Stgenli 1002/

Emerson Phonograph Co. LISTENINGIlea 5.14501- imrtrol . Grua Walkers Novelly Bond 315 So. Wabash Ave Chicago, III. SOHO HITS n Orelrestra Emerson, ::CAN 171'CE4ndPEECilerl:ren'te."W'1.hC1.."'CI:h.ri"tler 660 onnrn RecontsIznd Emerson Ohio Co. MOLLY OH A TROLLEY (ByCelly.WIlhYou) ttenneIthortel. Cag..ele Phonogniphs er"'" AN7VEST ONE lie Cry So 1,47)(1.1150 6. Sleety Columbus, 0. 11, '""1-nk..°: ONE WILL 01110A WAY 1111111arlyINSIsolo 01801 Male Anton. by MAU BMA Eisele BR. 811%9 Bloke Hessig-Ellis Drug Co. 1."1 OL RIC NTAL CLUES111111.471.. 61017 111171 slum .1.16 Aryan. byEuRla ...... Memphis. Tenn. law l SUxx (r` T:Vrel."0.re=": AN"...... 1.4"o"Ho'rl= Wren Van moo Novelty Seas Orellsolno 1N YOU CIMINO OUT MELINOAT I some Lansing Sales Co. 1111111 OAISY OASIS (Sloulum Coo" Kohn) linHlant Salo On 11.000 Arthur if NMI liot. and Warrenton Sts. YOU 1110Iele FORRET HOW CRY ,Ahrshen. Loris 1711.1 Ties Sole OrtherIrs Rms. Onlherl Boston, Mass. PR LOONINO FOR ainr01110TO cm. sio own Arm, (MnnlT Rich, Olen ten.leyOrthrare OreArr....rn.r.

Marshall Wells Co. 00'HATISE"VCR.07:7SVIT11":1'I 17:"Altlyee 011=11°171; :UrOrthe.er. Ateemo Narrlee=rZ Duluth, Minn. 6T.0.0. HAWAII. .0 ssitostic SELECTIONS ZLfiLsi isgo anis ros as,.to so vs. -so.., 314 :LA Murmann Phonograph Co. CoaVol Z"'".V1. """" '"" '"^" St. Louis, Mo. INa ; Celled.. Mon Roane! Rountree Corporation ...... - Letter. Man Quarto! Richmond, Va. SILVER THREAOS AMONG THE DOLOllerlerdDenhO. Tow sole, VW!, Ile. 6.d 'CIHa{ ON Welts, Vautnon 00010rou NoWERE tow.. sinsir (labons110.1111). low Soto. ELY sod THlo e err Wolh: V:(41nd A ...... Southern Drug Co. U LIKE NO Houston, Tex. 1wuiL400 WlOSl Samuel. Mobs Or SW '7;4;7'4; SamoolrIlionto Southern Sonora Co. Atlanta, Ga. Play EMERSON RECORDS on George W. Stolte Co. THE Dallas. Tex. Strevall-Pa terson Hard- mersonfflhono graph ware Co. WITH THE EMERSON MUSIC MASI ER HORN Salt Lake City, Utah

Tri-State Sales Co. EMERSON PHONOGRAPH COMPANY, Inc. Kansas City. Mo. Aocosr IS, 1921 THE TALKING MACHINE WORLD as IMPORTANT N. C. R. CHANGES THE HOUSETO-HOUSE CANVASS displays made by a number of Pathi dealers. Excellent sales and demonstrating ideas are pre- John H. Patterson Resigns as President of Na- This Method of Developing Business Discussed An annonncement has been made of a tional Cash Register Co. and Is Elected Chair- sented. Interestingly-County Fairs Also Come in forhandsome pocket mirror souvenir for distribu- man of Board of Directors-F. B. Patterson Consideration as Sales Promoters Elected President and J. tion at county fairs and warcrooma which is for H. Barringer Ap- sale by all rattle distributors and which is pro- pointed General Manager of the Company Almost au entire page ina rccent issue of duced bythe Pad, Freres Phonograph Co Pelle News isdevoted tothe subject of de- Attentionisalso calledtothe ten -font Path, DAVTON, O.,A,I1St 2.-Announcement has just veloping business through the medium of house - muslin banner for use at the exhibits. been made of three important changes affecting to -house canvass. A number of specific instances leading executives of the National Cash Register are reported that prove the great advantages LIIEVINNE'S TRIUMPHANT TOUR Co.John li. Patterson has resigned as presi- that are accruing through this energetic method dent and general manager of the company, butof developing business. The article is illustrated Joseph Lhevinne,raffleartist,recentlyre- will continue actively in directing its affairs.As by a number of photographs which depict the turned front a triumphal tour through Mexico chairman of the board of directors he will advise efforts of dealers situated in far, widely separated Thirteen concerts were given, totaling in actual the directors and help formulate the policies of points. Lhney $13,846.90.The populace bombarded Mr. the company.His son, Frederick B. Patterson, Much space is also devoted to the subject of evinne with flowers, and in one city carried Ivan elected to succeed him as president, while county fairexhibits.These annual fairs have him from the hall to his hotel.Mr. Lhevinne J. H. Barringer was made general manager. been used for exhibit purposes by Pelle' dealers and David Bispham, alsoa contributor to the John H. Patterson has been president of the with exceptional results inthe past, and Pat.Pathe repertoire, are conducting master classes NationalCash RegisterCo.forthirty-seven News recommends thatthis excellent form ofat the American Conservatory in Chicago. years. He is regarded as one of the world's publicity be used exen to a greater extent in the

greatest business leaders. The institution he has future.This article is also illustrated with photo- To get wor,- built in Dayton is regarded as the world's model graphs from last season showing the excellent word ofcheer. factory.He built it from a workshop of one room with two employes to an organization em ploying more than ten thousand men and women inall parts of the world. Frederick B. Pattersonistwenty-nine year, old. Hisfirst work was on afarm. He at Thousands of Dealers tended school for two years in England, and ha, been connected with the N. C.R.for eleven years. He has been taught the principlesof business by his father, learning the N. C. R. have solved the problem of business from the ground up.He started in as a workman in the foundry.In the interests of the company he has visited all of its agencies, children's records with except Africa, Australia, India, Russia and Mex- ico. He seas manager of the foreign depart- ment for two years, and until he entered the service of his country in 1917.In the late war he rose from a private in the ranks to a commis- sion in the air service. 1,11313LEBoots This change in theofficial family of the N. C. R. places more responsibility on F. B. Patterson. The N. C. R. business is one of the largest busi- nesses in the world.There are many problems "that Sing" to be solved.He has stated time and again that the policies of his father arc the ones which will govern him in all that he does.This means that is no phonograph record or a the world situation will take much of his time THERE and attention inan effortto help bring order dozen of them on the market today that out of chaos. attract children as the three records in the J. H. Barringer, the new general manager, was Bubble Books do. Bubble Books enable the promoted from the ranks.He started with the company fourteen years ago, holding a minor child to read, see and hear. Each book is position.lie earned promotion very rapidly and beautifully illustratedby Rhoda Chase. in 1918 was made first vice-president and assist- ant general manager.Mr. Barringerisonly The fairy story running through the entire thirty-eight years old.It is a remarkable tribute series is vividly written by Ralph Mayhew to his perseverance and ability that he has been and Burgess Johnson and the three records, chosen to manage one of the world's greatest industrial institutions. equal in quality to any record on the Amer- ican market, sing the songs in a clear, MME. MATZENAUER MARRIED understandable way. Madame Margaret Matzcnauer, distinguished prima donna contralto and raffle are., reccnt Selling one Bubble Book means a steady lysurprisedhermanyfriends and admirer customer for the entire series. Invariably through her unexpected and romantic nu., in EuropetoFloyd Goltzbach, a prominent they come back for more. Western business man.Mine. Matzenauer was called to Europe through the serious sickness of her mother, and met on shipboard Mr. Gout, When You Sell One You Sell AHabit Bach, whorls she had known in the Wcst. On the way over he showed her every attention it an effort to mollify her grief, and, on arrivind Get your share of these sales by writing he threw his business engagements to the wind today for our 1921 proposition. escorting her to her 'destination.Her mother passed away a few hours before she reached home, but her anguish was assuaged bythe devotion of her companion, and the wedding HARPER & BROTHERS followeda few weeks later,thus endingthis unusual and entirely Interesting romance. Bubble Book Division Miss Mary R. Slayer, chief catalog editor1, - NEW YORK the Brunswick Phonograph Co., has been .spend- 130 WEST 42nd STREET ing the Summer on Byram Shore, near Port chester, N. Y.Miss Mayer is one of the young- est women employed in this sort of work. AUGUST 15, 1921 46 THE TALKING MACHINE WORLD

I., -2!1,1111111111111115E1111:14d.MTIV,PHImINNI1110111311111LIIIMIIMII,HUME111111A1PHIIMIMI011iigi

/PIM

DALION Dealers enjoy many important Advantages 0 your own efforts in building a profitable phono- graph department we offer the aid of a superb line of instruments and a factory organization which is tireless in its sincere, sustained co-operation. The Dalion phonograph is the right one to sell. The Dalion contract is the right sort to sign.

Dation selling advantages that pushpast by any test you or your customer can make. Auto -file mere talking points arc numerous, and real. Universal tone -arm.Plays al records. Vaaretsoloser's1.1erval The Dation agency in any territoryisa Mechanical excellence of Dalions evidenced 11. PAW* Autwils idantimormes. valuablefrallatise.Forthesereasons: byourspecificguarantee whichisthe ...mama Ware adv... of erbluut marldpo, strongest in this field and includes proiec- chomo morel .11.. Newer.. Thrrr arc Him.mulcts in the Dalion line. ul lutmls. 14 rumpan lion against spring breakage.Silent motor. They oiler a range in style and price which mcolv, I, xi.. ptoyell....1. Auto -file for records (exclusive). r.m.r.1Is meansa writ -rounded stock of instruments mu proper ...plum- ...! ol111wall-r bud. Pre*N. on which you call concentrate your interest Beastly of design, quality of cabinet -work Iwo y Mn ..1,11,anis- anti effort. and every detail of finish all so far above average that Dation has not a close seem,' Tonal qualities of any Dation will measure infavorable appearance.Correspondence up to those 01 any machine on the market with merchants invited.

MilwaukeeTalking Machine Mfg. Co. Milwaukee, Wisconsin, U. S. A.

I / railiumor rwm WI/ II am is r ar 0 mr ...on. MI or. drwit, . (=Et) /15, 1921 THE TALKING MACHINE WORLD 47

_SAS

Sell the dance records you have in stock by means ol the Columbia Dance Record Artcrall Window Display. You'll see the power of suggestion powerfully dem- onstrated the moment you place it in your window.

Columbia Graphophone Co. NEW V ORB

ARE YOU READY FOR TALKING MACHINE MEN'S OUTING? R. F. REID'S IMPORTANT POSI Annual Outing of the Association to Be Held on August 17 at Terra Marine Hotel. HuguenotAppointed Sales Manager of New York Album Park, Staten Island-Program Provides Entertainment for Entire Day & Card Co.., With Headquarter. in Chicago A last-minute call has been sent forth by the'ofthe party will leave at 10 o'clock from Bat- The New York Album- ft Card Co. of New arrangements committee of the Talking Machine tery Park for Midland Pier, arriving thereat York and Chicago manufacturers of Nyacco al. 11.30a. Automobile buseswilltakethe bums. have :onion:iced the appointment of R. F. Men Inc.. for the annual outing of the associa- Mr. tion to be held Wednesday, August 17, at Terraparty on a ten -mile ride through beautibil coun-Reid as sales manager of the company. Marine Hotel, Huguenot Park, S.I. Reset'',try to the Terra blarMe Hotel, where luncheon Reid was formerly production manager of the His tions have been received from dealers and their will be served.At 1.30 p. m. the athletic games Cheney Talking Machine Co., of Chicago. friends throughout the metropolitanterritory,will start and the official program provides for a connection with the phonograph industry dates 1915. when he joinedthe and, judging from all indications, the 1921 out-hall garlic between the drys and the wets. a 100. backtoJanuary, Cheney organization, until July, 1920. ing will set a new record for attendance. yard dash for junior members, a 100 -yard dash Before selecting the Terra Marine Hotel forfor senior members. a fat men's race with lady Mr. Reid will make his headquarters at the partners. a young ladies' race, a I00 -yard dashChicago offices of the company. The New York the outing of the Talking Machine Men, Inc., Album & Card Co, also maintain a factory in the arrangements committee carefully inspectedfor gue.ts, and a boys' race with girlpartners.

At six o'clock dinner will be served to the ac- Chicago from which the trade inthe Central every detail ofthefacilities available, and the and Western territory is supplied. Isle.Reid's accompanying illustration will give some idea ofcompaniment of entertainment and dancing, and in. the anttiniobiles leave for Midland return to the industry after a year's absence is the pleasure that is awaiting the talking machine at 9.30 p. the result of a recent trip made by Max Wil- Pict with everybody setfor a moonlight sail deakrs, their families and friends.Bathing, fish- linger, president of the New York Album & Card home. ing, athletic games and dancing arc all on the Co., to Chicago.The connection of Mr. Reid luncheon anddinner program, togetherwith Someone has remarked that a strong selling with the company will be of material aid in the menus that will tempt the most discriminating in contem- force can get business without advertising-but extensive sales campaign which is epicure. why work a willing horse to death? plation. According to the official program the members 48 THE TALKING MACHINE WORLD AUGUST 15, 1921

MAGNAVOX IS IDEAL FOR DANCING THIS SUMMER Read These Letters-Names on Request

'1 have been using your MAGNAVOX for a year at "At one time there were three May Pole sets of little my Amusement Pork, running it 12 hours a day during tots-about seventy-five in all-dancing to the clear the season, and it has never yet failed to deliver the goods, and works perfectly for dancing in my outdoor bell -like music of the MAGNAVOX. For school work pavilion." and dancing purposes the MAGNAVOX is a complete success." "We find that the MAGNAVOX is just the thing we have been looking for for dance work and school pur- "I allowed the manager of the dance hall to use the poses, as the phonograph is hardly loud enough where MAGNAVOX that night to dance to.It was so sups there is a large crowd assembled." rior to his old phonograph that 1 signed him up for a -The MAGNAVOX outfit received today, and as I machine... said in one of my letters that I could decide in fifteen minutes, when I was trying to arrange for one.Why. "You are overlooking a good bet if you do not sell a man, it did not take three, and will say it bears out all MAGNAVOX to every live wire talking machine shop claims, and more." in the country, and here's hoping you do." They Were Pleased -So Will You Be-If You Will Write for Dealers' Proposition The Magnavox Company The Magnavox Company 2701 East 14th Street Penn Terminal Bldg. Oakland, California 370 7th Ave., New York City

Magnavox Telemegaf one Distributors 1. MONTAGNES & CO. KIEFER-STEWART CO. SONORA DISTRIBUTING CO. Toronto, Canada Indianapolis, Indiana Dallas, Texas J. W. SANDS CO. SOUTHWESTERN DRUG CO. MINNEAPOLIS DRUG CO. 123 East 5th St., Dayton, Ohio Wichita, Kansas Minneapolis, Minn. TELEPHONE MAINTENANCE CO. 17 No. La Salle Sr., Chicago, Illinois

11 15. 1921 THE TALKING MACHINE WORLD 49

IMPORTANT POST FOR C. H. MURRAY SIXTEEN POINTS OF CHEER SHE RESURRECTONE _ .... Popular Advertising Manager Has Been Ap- A Double Octave of Reasons Why Talking Ma- pointedAssistanttothePresidentofthe eldneManufacturers,JobbersandDealers Pat. Co.-George W. Lyle Resigns Should Be Optimistically Inclined

C.H.hl array,advertising manager ofthe Here arc sixteenreasoitsfor the belief that Pat. Freres Phonograph Co., Brooklyn, N. Y, great headway has already been made toward PanneP.ndin, 1:47t:'1111 has been appointed assistant to the president of not oral business: la& or DLAST that company. Mr. Murray has been assigned The depression has been nuiler way for the CLEAR AHO SMOOTH 10110 last seven months and, theoretically, the coon - man a rman= sem SUL.. to Muni II nu ,.M* an ant, directly adjoining that of 99 W. Chase, preident of the Pattie Fibres Phonogr.mh Co. try's business is just that much nearer normal. H ..... 1.140/10SIIMPH CO . letter to Paths jobbery announcing the up. Deflat of inventories wifi hach e heen going 1.1/enTI on fortheio last six months.Having converted a large percentage of high-priced inventories into NEW CHASE-HACKLEV RETAIL tIMIL finished materials for the market, manufacturers Move to Ground Floor of Recently Constructed ale now hi p.ition to take advantage of lower Occidental Hotel Building prices foe raw materials The tendency toward easier money and colt - tinned recovery in exchange. and inert,se ill pile - Muster., Mt., Aug.5- .-The retail business chasing power of the dollar. of the Chase -Buckley Piano Co.. inthis city, Reduction in commercial discount rate. was recently moved to new quarters.The new Gold imports of ntore titan $325.0.2.00 slime location Is on the ground floor of the recently thefirstoftheyear,withexports of only Occidental Hotel Building,of constructed $0,000:0,10. Muskegon, and the home of the Chase-Hackley Strong Federal reserve hank position. now boasts of one of the finest showroom, not Unfilled orders of United States Steel down to only in Michigan, but in the entire country. 5,845,224 tons, very close to lose record based The policy ofthis company, fur a long time upon rapacity of corporation. past, has been along theplanofthegeneral Surplus copper being gradually worked off as music store.It has special departments devoted a result of a drastic policy 01 curtailment. topianos,Victrolas, sheet music and musical Many inanufactnred products selling at cost or mehandise. and has experts ill charge of each rc below. of these branches. Gradual restoration of confidence and no longer C. H. Murray any fear that the country is facing financial and ISSUE. MUSIC WEEK PROGRAM pointment of Mr. Murray as his assistant, Mr.business disaster. ofMusic Chase states:"In recognition of the services Promise of good crops. National BureauforAdv- ancement Wage reductions accepted without protest by of WaslfingtonMusicrendered to thy company during the past two Distributes Copies employes of nearly all industries. Week Program-An Impressive Showing and one-half years. and my faith in his co-opera- tion with our organization, I have appointed Mr. Signing ofreparation agreement whichwill Murray as my assistant."Mr. Murray will have facilitate international trade. The National Bureau for the Advancement of to Music has just sent out to the trade copies of charge of the "ICS as assistantto Mr. Chase Determination ofpresentadministration protect manufacturers against invasion offor- the program of the recent Music Week activi- andwillalsocontinuehisexcellent work as advertising manager ofthe company. eign goods. ties in Washington D. C., which offers most con- Lack ofcredit clusive proof of the elaborate character of the In the same communication Mr. Chase an - World shortage ofgoods. George W.Lyle, largely responsible for curtailment of buying. celebration. The storyoftheWashington nomineetheresignationof who was genet, sal. manager. Mr. Lyle found Determination of the Administration to give Music Week has already been told with con- Incidentally nearly siderable detail, over 50.001 children having par-it was impossible to reconsider his resignation, he railroads a square deal. theUnited States, ticipated in the great chorus in the Ellipse alone.and for the presenthis. Chase has announced erte -halfthe population of there will be no successor appointed. itherindividually or through insurance com- In one single day there were forty-four ached- as panies,savings banks,etc.,arcinterested uled musical events. shareholders in the railroads.-Wall Street Jour- A

BUILDING UP THE WEAK POINTS dowhat you think is wrong and what we ought - - to snake this a inure satisfying store to you?" INCREASED DEMAND KnowingtheStore'.Weaknesses Soatto This is a rather clever way of getting close to FOR RECORDS Eliminate Them Most Effectively the public and some wideawake talking machine USUALLY IstGass INSEPTtmetit --- man may be able to milks or adopt the idea to NOW IS THE TIME Advertisteg to find u.tore's weak points was good pnrpose. to; repare for the increased thevery newel policyrecentlypursued byI buness, whichiteeinieg Canadian tourer..Itcarried an advertisement EXHIBIT OF RAINBOW RECORDS NOW IS THE TIME which read:"Wit wish to discover oar store's to order your apply of weaknesses- then eliminate them. We strive to h Iit Game, N. August I. the Rods:heaver give perfect service. but our people areImtuau Co.. of New York City mid Philadelphia, manu- COTTON FLOCKS 113a obtained YOU WANT INE PEST WE MAKE IT andlollshort Won't you help by telling a facturerof the Rainbow record. prominent display space on the popular North when auyilting goo. wrong?If goods are snot CLAREMONT WASTE MFG. CO., CLAREMONT, N.11 what yon thoowlit they were, please tell us.If End Paeiliou. Owing to the many religious sere. salespeople arc notpolite ad efficient,please es held beet (kat. Grove has among its cisii tell us.ll goods are not delivered promptly andtor. a very largo portion of church -going people. NEW RICHARDSON BRANCH IVIireever for ay The Rainbow records are devoted entirelyto in good order. please tell us. Vktor Dealer Opens Artistic Branch in New cause you feel dissatisfied with this start iu any religious selections and itis behaved that this Ambassador Hotel, Los Angeles way, please tell us. exhibit will do much toward plating them be is wrong that we want to fore prospective ptarelmsers.Much interest w. "For something Lus ANGEL", CAL., Jul,28 -'I he ori,,iiial ewe, but we cannot know until our frirttilstell 11.,.. inthe display and demon ... . ions given Inc.,at :27W, itth in. about it.We thintk yen nuke sincerelyif ofRichardsoies, street, Victor dealer, is of such all artes0cIllurr you have any thought notyour trawlof what The loom who doesn't behest in advertising this store should do to be a better store.Won't awn he needs ',witness hasn't learned that WA and has attracted so litany persons that mote sot pl, aw take n lrn unlinks t, writ,mil tell a tool 111 1 It, I,e ,iscly rtniarks "Class'

The SPHINX MOTOR

Entrance to Richardson's, Inc.. New Branch It-thinsitirtrestformofflattery-hasup - ,red in many places.And now, a though to ,o-Ricliardson Richardson," the branch store the Ambassador Hotelis,ifpossible, more litiutifutstill.Itis a jewel in a handsome set- ting-Richardson%intheAmbassador. Dun shows the beautiful front entrance, rthroughout being Spanish.

Mail RECORDS IN SPORTING EVENTS Fight Fans From Middle West Entertained on Special Train by Okeh Records-Music Sub. stitutes for Bennie Leonard

Okch records have figured PromittentlY dur- ing the past few weeks in several sporting events that have attracted considerable attention.Pre- liminary to the Dempsey-Carpentier fighttwo special trains left Chicago for the tight contain - hie some of the leading tight fans in the Mid, dlc West.The members of the party were en- tertainedallOtt way from Chicago by Okch records, which added materially to the pleasure of the trip. At BentonHarbor,Mich.,recently,Bennie MOTOR REFINEMENT Leonard, lightweight champion, was scheduled tofight, but, owing to illness, did not appear. The rest of the program was carried out, how- ever, and the entire audience was entertained with Okeh records,the volume of which was augmented by the u of a Magnavox. At the Twenty-thirdrd Regiment Armory in New York recently Miss Vaughn DeLeath, known contralto and exclusive Okeh artist, gave Better Designed comparison test which met with mortal suc- ,,; 'Miss DeLeath sang several selections and nediatcly afterward Okeh records of the same Better Built selections were played for the audience.The comparison served to emphasise the fidelity that characterises the Okeh reproductions of Miss Better in Operation DeLeath's voice and the 1.590 people in the an- dience were enthusiastic regarding the teat

DELAWARE CONCERN GETS CHARTER A charter of incorporation has been granted to the Consolidated Music Stores in Delaware for the manufacture of talking machines.The SPHINX GRAMOPHONE MOTORS, Inc. new concern is capitalized at $6,00G000.

21 EAST 40th STREET, NEW YORK As a matter of fact,it's usually true that the nose who says "I can't" is quite right-that is. if he thinks he can't The Talking Machine' World, Neu. York. An,nist IS, OREkRecords September Bulletin

4381 AMERICAN GUARD-March.. .Conway's Band 50101THE. WEDDING OF FIGARO (Figaro', Hoch- zen)(0 saumelanger nicht)-Morart- 10 -in GRAND FANTASIA ON DIXIE (Op. 130)- 12-in. Soprano (in German) with Orchestra, 85'IOtto Langey Conway's Band S1.50 Frieda Hempel [PAINTED DOLL-Fox-trot, S0401 (MIGNON (Knowest thou the land?)-Thomas 4369 Ray Miller, Melody King, and His Block and White 12-in.1 -Soprano (in German) with Orchestra, 10 -in.1 Melody Boys $1.S0 Emmy Dest inn 85c.I LOVE YOU, WONDER GIRL --Fox-trot, Natry's Hotel Biltmore Orchestra 52101 fl PA GLIA CCI( Prologue )-Leoncavallo-Bari. 12-.in tone (in Italian) with Orchestra, 4370IPULLMAN PORTER BLUES-Fox-trot, $1.50( Riccardo Stracciari Joseph Samuels' Jazz Band 10-in.4..I OH! BOY (I've Found the Baby for Me)-One- 72101 FAUST -D10 POSSENTE (Even bravest heart) , L step Joseph Samuels' Jazz Band 10% -in. -Gounod-Baritone (inItalian) with Orches- 81.25 tra Riccardo Stracciari THE LAST WALTZ (From the Operetta, "The 43721 Last Waltz") Waltz, 72201/ L'ELJSIR D'AMORE-QUANTIE E BELLA! Natzy's Hotel Biltmore Orchestra 10%-in. (How lovely!)-Donizetti-Tenor(inItal. Alessandro Bonci 85< THE CRITERION WALTZ-Waltz, $1.25 (ian) with Orchestra Frank Stretz's Society Orchestra STRUT MISS LIZZIE-Baritone with Orches- 43711tea Al. Bernard STOLEN KISSES-Fox-trot, 10 -in. Bennie Krueger's Orchestra 8,.I AIN'T AFRAID OF NUTHIN' DAT'S ALIVE 108, in JUST A LITTLE LOVE-Fox trot, -Baritone with Rega Orchestra Ernest Hare Green Brothers' Novelty Band ANNA IN INDIANA Tenor with Orchestra, 4374 (YOKOHAMALULLABY-Fox-trot, 4375 Billy Jones Joseph Samuels' Jazz Band 10 -in. DOWN AT THE OLD SWIMMING HOLE - , LISTENING-Fox-trot, 8S. Tenor -Baritone Duet with Orchestra, Green Brothers' Novelty Band Billy Jones -Ernest Hare SWEETHEARTFox-trot, 4379 MOLLY BRANNIGAN-Tenorwith Orchestra, Bennie Krueger's Orchestra Liam O'Kennedy 108,'. in MY CHERRY BLOSSOM-Fox-trot, 8Sc. SOLDIERS OF ERIN-Tenor with Orchestra, Erdody's Hotel Pennsylvania Orchestra Gerald Gtiffir. (IN A BOAT (For Two)-Fox-trot, Green Brothers' Novelty Band 4380 CORNFIELD BLUES Norfolk Jazz Quattette "Hunika")- 10.m. 8, IN MY TIPPY CANOE (Intro. 85c. BIG FAT MAMMA Norfolk Jazz Quartette 1Medley Waltz., Green Brothers' Novelty Band 4378(NEAR ME-Fox-trot, S2301 rCADENZA FROM CONCERTO IN D MAJOR Harry Raderman's Jazz Orchestra 12 -in.; -Paganini-Violin Solo with Piano Accom- 10 -in. Kubelik gsc.1JUST BECAUSE-Fox-trot, $1.S01 paniment Jan Harry Raderman's Jazz Orchestra

72301 SolowithPiano KILDARE FANCY-Irish Hornpipe, 103/44., SERENADE-Drdla-Violin 4383 Tom Ennis (Irish Pipes) -John Muller (Piano) Accompaniment Jan Kubelik $1.25 FRIEZE BREECHES-Irish Jig, BSc. (HAWAIIAN HOTEL-Hawaiian Guitar Duet, Tom Ennis (Irish Pipes) -John Muller (Piano) 4382 Ferera-Franchin GORDON'S REEL-Accordion Solo, Piano Ac- 10 -in.HONOLULU RAG-Hawaiian Guitar Duet, companiment, Ferera-Franchini Peter J. Conlon (Accordion) -Joseph J. Garry 4323 (Piano) ALL FOR YOU (Intro. "Without You")-Med- 108, -in. PADDY O'RAFFERTY'SJIG-Accordion Solo, 43681 ley Fox-trot, '1Piano Accompaniment, 10 -in. Erdody's Hotel Pennsylvania Orchestra Peter J. Conlon (Accordion) -Joseph J. Garry 8,, [AIN'T WE GOT FUN-Fox-trot, (Piano) Erdody's Hotel Pennsylvania Orchestra

GENERAL PHONOGRAPHCORPORATION OTTOHEINEMAN, President EcoRD , 't1.' NewYork City,N. Y. (:,...... 1 . j) 25 West 45th Street Kitchenar, Ont. Elyria. Ohio Potnarn, Conn. Stat'inglictd, Mac.. Factories: Newark. N. J. Branch Offices: Chicago, Ill. Toronto, Can.

Atimst II, 1921 THE TALKING MACHINE WORLD 51 ADVERTISING THAT PAYS Obsolete Methods of Advertising Still Practiced by Numerous Dealers Give Poor Results

Many an advertising campaign has failed dis- mally because the ad Mall overlooked presenting HARPONOLA the matter from the customer's viewpoint. It IS almost an impossibility to construct ad. vertisentent which will get sure-fire results no less the appeal is based upon a knowledge of the Phonograph with the "Golden Voice" human nature and its desires. The talking nsachine dealer can make his ad vertising pay big dividends just as soon as he gets away from the usual haphazard method of listing bia wares in an unattractive manner and inserting the whok iu the local papers.By far the greater portion of the people in any com- munity are music lovers and in order to arouse their interest in your establishment it is essential that the advertisement makes astrong appeal to this natural love of harmony. Merely placing the names of various instrumentsin your ad without supplementary data will not do this. When the industry was still in its infancy ad- vertising Was also in a crude state.While other merchams were sticking to the antiquated meth. ods, a few of the more progressive dealers saw ag opportunity of boosting their businesses by centering their advertising around the appeal to the love of music.Their adsdealtwith th pleasure of harmony in the home, ili - of it and the advantage of good ill dren and adults alike.Their efforts Freedomfrom rewarded and many merchants havefollow( their example.But itissurprising how man, dealers still use the old obsolete methods, which, at this time more than ever before, fail to give Trouble adequate results. Most any talking machine can play a MUSIC CONDUCIVE TO HAPPINESS It's This Point 'Emphasized by Ross Crane in His tune sweetly and can look pretty. Recent Lecture in Cleveland in Which Ile Wa, the machine that continuously operates Aided by the Pat. Phonograph without trouble and with a minimum CLIMLAND, 0., Aug. 1.-hluch interest was take., in talking machine music as being conducive I. of repairs that is profitable for the the comfort and happiness of every -day home life at the Furniture Show Week which recently dealer to sell. closed inCleveland and which was conducted tinderthe auspicesoftheRetailFurniture Dealer' Association.Ross Crane, head of the Write for the Harponola Proposition extension department oftheArt Instituteof Chicago, delivereda number of lectureswith demonstrations. For these demonstration= Pathf phonograph period models were used_ THE HARPONOLA COMPANY which were supplied by the Fischer Co., Paths distributors of this city.Unusual interest w a. 101 MERCELINA PARK CELINA, OHIO awakened by Mr. Crane in these lectures, and iu the musical part of the program he paid a high Edmund Brandts, President compliment to the Path& saying that he con- fiarponolei Cabinet* are built by the Mermen. Brandt. Brother. in a sideredtheinstrumentsreplicasoftheart separate upto-date factory. periodsthey represented and emphasized the thought that no home seas complete without the charm of music. to Kentucky greatlyim J. H. RUDDY A VISITOR Ruddy isreturning One can learn more from listening than from pressed with thespiritof good will and c talking. Columbia Dealer Calls at New York Executiveoperation manifested towards the American to. Offices on Return From European Trip tailors by the British merchants.

J. H. Ruddy, of 1. A. Ruddy & Son, Paducah,LOUIS BURIN BECOMES A DIRECTOR Ky., Columbia dealers, was a recent visitor to ROTTEN STONE the executive offices of the Columbia Graph°. By virtue of his election as president of the phone Co. in New York.Mr. Ruddy was on his National Association of Talking Machine Job- We are the only millers and manu- way honeafterspending severalweeksin bers, Louis Linchn, of the Louis Buehn Co., Inc., Europe as a member of a party representing the Philadelphia, Pa., becomes a member of the facturers in this country of Rotten Sixty. Stone for use in Phonograph Record National Retail Dry Goods Association. board of directors of the Music Industries Cham- making. Our product is now in use five members of this association were the guests ber of Commerce, therneffing L. C. Wiswell. of British Drapers' ASSOC, litatl.and they by practicallyevery recordmanu- of the Lyon & Healy, the former president.Mr. Wis.- facturer in this country. We are also visited every large department store and the well while president of the Jobbers' Association headquartersforallother minerals great majority of smaller retail establishments as an active and interested worker in the Cham- for record making and everything we throughout England, Scotland and Wales. They British mer- ber and came to New York Irons Chicago to handle is made especially for this put. were royally entertained by the attend several meetings of the directors. pose and absolutely guaranteed. Ex - chants, and wherever they visited were given an Pete advice given upon any formula. enthusiastic reception. After spending four weeks in Great Britain. Sig. hIstratore, the great tenor with the Chi- cago Opera Co. and noted ',the artist,isthe KEYSTONE MINERALS CO. Mr. and Mo. Ruddy visited the Continent, andauthor of a scenario in which his wife, Lena in the course of their trip spent several weeks in 41 Woo Square, Nose York City France, Belgium, Switzerland and Holland.Mr.Cavalier', is the principal figure. 52 THE TALKING MACHINE WORLD

To uphold the distin- guished Sonora name itis a foregone conclu- Judged byallstand- sion that the Sonora ards of piano quality, a Piano must of necessity musical instrument of be an ultra -quality in- strument. superior merit worthy of a place in the inner Possessing a rich, reso- circles of the Sonora nant tone, a touch of unusual resiliency and family and deserving responsiveness that ful- of the name that has fills the most exacting conic to be recognized demands of the finished throughout the world musician, the Sonora is asthe synonym of presented as a piano of the highest artistic superiority. class.

THE INSTRUMENT OF QUALITY

CLEAR AS A BELL Piano and Player Piano Presented bythe Maker.of "The Highest Class Talking Machine in the World" Due to the great success achieved by the manufacturers of theSonora Phonograph in producing the highest class talking machine in theworld, it was frequently said that a piano of the same standard of quality,sponsored by the same manufacturers, would find a very ready sale. This belief finally became a demand which couldnot be overlooked, with the result that Sonora now presents the Sonora Piano and Player-Piano. The name Sonora stands for quality in the estimation ofthe public, and this fact alone will unquestionably have a favorable influenceon prospective piano buyers, requiring very little salesmanship to sell them.One large dealer has already demonstrated this to his satisfaction by sellingseveral the first day they were displayed. If you are interested in selling this high-grade linewe will gladly send you additional information on request.

SONORA PHONOGRAPH COMPANY, Inc. GEORGE E. BRUM TRW, Promdcnt New York:279 Broadway Canadian Distributors,I. Montagne. & Co., Toronto ArGt,T IS. 1921 THE TALKING MACHINE WORLD 53 1 1

JONES PIANO CO. ADDS VICTROLAS CHILDREN'S PARTY BRINGS SALES Ohio Firm Remodels Talking Machine Depart.Brandeis Store Sells Bubble Books as Result 01 ment-Coulter Jones Assumes Management Children's Party-June Sales Very Gratifying H. N. McMenimen filansnrso, '0.,August 2.-A Victor talking 0,0,11,1, Net, Aug. P-The popularity of Bubble Consulting Engineer machine department was recently added to the Books ainoug children throughout the country ruic business of the Jones Piano Co., of this is rellectedin the great showing mark by the ite.The eompany, whieh occupies two doorsErandem store in this any in the month of June. of the building in which itis housed, has re- Consultationby appointment on This tint talking machine dealer recently gave every phase of the phonograph in- modeled and redecorated its talking machine de-the children of Omaha aBubble Book party partment. Several demonstration booths havewhich was attended by me than a thousand dustry. including been constructed.The new Victor departmentchildren during the two afteorrnoons and evenings will be in charge of Coulter Jai,. son of W. E.in which it was given. Recording, Plating and A complete Jotes.proprietor. lineofhigh- Despite the general belief that Bubble Books Pressing grade pianos and musical accessories are alsoarc hard to sell in the Summer months, this large carried in stock. store showed an increase insales during the The establishment, whichisconsidered one month of June and eas a leader in the sale of of the largest in this section of the State, con- Bubble Books throughout the country. Motor, Tone -Arm and tains every comfort for patrons and lovers of nnisie. A rest room for visitors and a room Reproducer Design tewhich musie instructors may meet for con- RECEIVES RECORD LABEL ORDERS rences are features of the store. Sawn., PA.. August 6.-The Keystone Printed - Specialties Co., of this city, manufacturer of rev. Patent and Model PREPARING FOR CHRISTMAS NOW ord labels. has recently received several large Development orders calling for immediate deliveries of record SOIREvereorT, La August 6.-The Union Fan, labels. With its new facilities the company is tore Co., of this city, Columba dealer, is nowgiving its clientele splendid service, especially as preparing for its Christmas did, plan."Fore. the executives of the concern have made a care Sales Promotion and warnedis Forearmed," saidManagerJ.R. ful study of record label production.As a re- Advertising Plans Boswell, "and we art now preparing forthe sult of its familiarity with thisfield, the Key. time when Grafonolas will mean so much... stone Printed -Specialties Co. has received sev- The sale completed only recently resulted in eral letters from record manufacturers commend- putting in homes thirty-three Grafonolas, com- ingitfor, the effieiency of its service .d the prising twotableinstniments and thirty-oneuniformity of its label production. cabinets. ThisenterprisingColumbia dealer L.bor.tor, isdoinga land-ollieebusinessandsimply Scotch Plains, N. J. provingthat hardtimes aregoing and easy STEWART CO. ERECTING NEW PLANT Tel. Foe.... 0. Imes coming. CLEVLI.ollo, 0, August 1.-Tle Stewart /Thom, Offfcaat graph Co, manufacturer of the Stewart phono- 2 Rector Street. New York INSTALL DEMONSTRATING BOOTHS graph. is establishing a plant at St. Clair avenue and East Forty-ninth street,thiscity.While RACI, WIS., July 31.-A - piano department has firm has branches in New York and Chi- been added to the establishment of the Chris- the cago it is planned to make the factory now under HEALTIIV SMALLTOWN BUSINESS tianson Bros. Co., of thiscity. The store hasconstruction the main plant, according to a re been conipletely remodeled and afulllineof cent an made by the officials of theColumbia Dealer Builds Up Profitable Business pianos will be handled inadditiontotalking company. in Town of 2,000-Installs Upto-date Equip- machines and records. Nine sound -proof rec- ment, Which Has Helped the Business ord demonstration booths have been installed, as well as aand system with facilities for han- CONCERTS BOOST BUSINESS The Nffirrall Irtimiture ice,of Beaufort, SC.. dling 25,000 records. Moretlil.STES, CO., Aug... 1.-Thomas Graham, Columbia dealer,it ilsInuAl progressive way, manager of the Sonora Talking Maehine Co., bas justcompletedthein,tallationof on, of Um most modem sod up -to -dale Gra bowls de- GREAT HONOR FOR RUDOLPH GANZ city,is boosting business and gaining otthis partments ip this State for the purpose of han- seaspaid - toRudolph Ganz, pobtic ity through the medium of talking machine A high honor dling itsgrowingUraffittrilaandretoldbusi- pripstar ciani,t,omposer and exclusive Paths comrrt, 5. ,r.1 recentlyin which the Wag - ness. The department conch,of beautifully 'cl appointment as conductor of . inpliony Orchestra. Ukuleles Are Big Sellers This Year

And alert lilt, Dialer, willbe promptto go afterthese A profitablesales. There's no technical knowlalge needed) kw Ukuleles in your window with the prices shown big isall One of Mona Co.'s Demonstrating Rooms And at a profit you need. They Really Sell Thentseln, equipped hearing and display rooms, where the for sou that's dean ',vet customers canheartherecordswhichthey prefer without in any way disturbing each other. Referringtogeneralconditions,thisdealer Write Today for Ukulele Window writes as follows: 'Regardless of the dullffinc,that we have Card In Colors-It's Free. been experiencing we havenoticedapproxi- mately 50percentincreaseinrecord and talking machine business since putting in these A postcard request will bring you promptly our newWindow The writerfeelssorryfor Card, richly printed in colors.It's a big help m selling UM.. listeningrooms. And with the card will east our latest revised price the small-town dealers, like ourselves, who try Irks. to do a Grafonola business without these silent list of Ukuleles.You'll findit easy to select some fastselling numbers, priced at new low figures that give you asplendid salesmen,' Your card is wailing yaw request.Wore' margin of profit. PROVING A BIG POPULAR SELLER cc',flrop us apostal today? Talking machine jobbers and dealers have ban giving a great deal of publicity Miring the MFG. CO. past month to the new portable talking machine The FRED. GRETSCH just put out by the Victor Talking Machine Co. Mtialcal Instrument Makers Since1883 Its artistic appearance and its superb musical Qualities have made a great appeal to the Pur- - BROOKLYN, N. Y. 60 BROADWAY chasing public, and it,portability, particularly when cased, has aided in its popularity.- 54 THE TALKING MACHINE WORLD AUCUSTIS, 1921

LATEST ORDER NOW SAPPHIRE and aciutLeNeedle Cut Zi5z:et's RECORDS

NOTE- eflefuelle Records are all prefixed with 0. STANDARD VOCALS DANCE 20593 The Sidewalk (Gay).Fox-trot, VixenM 1Lassie o' Mine(13*".1".W'Iaarles Hanison. Tenor Voivodc Nicholas Orlando's Orchestra OZ,5127 Sleep and the Rosesw (lowle'ate), 020593 Molly on a Trolley (Schwartz).Fox-trot, Charles Harrison, Tenor Volador Nicholas Orlando's Orchestra 20588 BringB, My Bonnie to Me (Old Scotch Mel- 20594 My Sunny Tennessee (Kalmar -Ruby -Ruby). VocableSopranoGladys Vol.' Fox-trot Merry Melody Men 020588 From the Land of she Sky Blue Water (Fin, 020594 Sunnyside Sal (I.:emits-Brockman).box -trot, Vocal has t -Call man) Gladys Rice, Soprano Volatile Merry Melody Men 20604 O Wert Thou in the Gold Blast Hturnshlendels- 20595 One Kiss (Burtnett-Amheii).Foxtrot. Bomespar siihn FlorenceMulholland,Contralto Volcanic Casino Dance Orchestra 020604 020595 JealousofYou (Freedman -Ingham -Johnson). Boxer Lorcley (Silcher)....Florence Mulholland, Contralto Volemite \Valtz Casino Dance Orchestra B200n60.n5 Olt in the Stilly Night (bloom -Stevenson),Stece unsop.. Saturday (Mitchell -Brooks) Fox-trot. Soprano 20596 Bennie Kruger and His Orchestra Oroy0.5 Long. Long Ago (Ilayly)....Alice Godillot. Soprano Volrry Sally, Won't You Come Back?Intro: "Bring 020596 Back My Blushing Rose," from "Ziegfeld Volition , Follies 1021" (Stamper-Frani).Fox-trot, SACRED 1 Bennie Kruger and His Orchestra 20586 Shall We Gather at the River? (Lowry), 20597 Why, Dear? (Cohen). Fox-trot. Intro.: "Idling," VivifyJ Cathedral Male Quartet, Unaccompanied Volley Casino Dance Orchestra 020586 Abide With Me (Lytr-Monk), 020597 Ti -O -San (Traveller -Case).Fox-trot. Vivisect Cathedral Male Quartet, Unaccompanied Volplane Casino Dance Orchestra 20598 Ain't We Got Fun? (Whiting).Fox-trot, STANDARD QUARTET Voltage Joseph Samuels' Music Masters 20585 Soldier's Farewell (Kunkel), 020598 Where (Robe).Fox-trot, Vivary Shannon Four. Unaccompanied Voltite Joseph Samuels' Music Masters 0205851.SweetAdeline (Armstrong), 20599 Learn to Smile (Ilarhach-Hirsch).Fox-trot, Vivid Shannon Four. Unaccompanied Voluble Piedmont Dance Orchestra 020599 Second-hand Rose, from "Ziegfeld Follies 1021" INSTRUMENTAL Voluntary (Clarke -Hanley).Fox-trot, Piedmont Dance Orchestra 20589 Si Mcs Vera Avaieht Des Ailes(If My Verse Vocation Had Wings) (Mouton).Violin, Mite and POPULAR VOCAL Piano Longo Trio Vocalism020589 Sl En Her. (By the Sea) (Holmes). Violin. Flute Volunteer 111 Forget You (Burns -BAD.. ...Billy Jones. Tenor and Piano Longo Trio 020600 Stand Up and Sing for Your Father (Burr -Per - kilts) 20590 Beautiful Isle of Somewhere (Pounds-Fearis). Volute Billy Jones, Tenor Vocation Jules Levy Jr.'s Brass Quartet 20601 What? (Benham) 020590 Rock of Ages (Toplailyliastings), Volvo Lewis James, Tenor Vocative Jules Levy Jr.'s Brass Quartet 025601ISwaneeRiver Moon ( ar ), Vomela Lewiswris ekcJames-Elliott Shaw, Tenor -baritone 20591 Funeral March of a Marionette (Gounod).Bas - Vociferate coon Solo Leopold Bocci 20602 If You Only Knew (Flecson-Von Tilted), Vomer Ernest Hare, Baritone 020591 The Elephant and the Fly (Kling) Bassoon Voice and Piccolo Duet, 020602 My Sunny Tennessee (Kalmar-Ruby-Ruhy), Leopold Bocci -Nicholas Laucella Vomica Ernest Hare, Baritone 20592 (Valse Mo Jolie (Lewis).Saxophone Solo, 20603 Melon Time in Dixieland (Iiingle), Voicing I Nathan Glantz Voodoo The Harmonizers' Male Quartet Flows (French - 020603 Oh, They're Such Nice People (Brown -Walsh), =le 1Whc11;11:).LtlYolinhitsliZit Voracious Aileen Stanley, Comedienne Pathe Freres Phonograph Co. 20 Grand Avenue Brooklyn, New York COST IS. 1921 THE TALKING MACHINE WORLD 55

Pathe Phonographs are sold, Pathe Distributors ARMSTRONG ll'Ir1171. Only,by PATHE DEALERS 0 (ISSUER 1Eel< 31. New Lark DU AL 0 WIIVEZAIL.11=17LAR.1..C.t. PA'TE'S only method of distribution 01,11,411AAL STOPPL4

isthrough the competent PAT H E (11111411ILL LIKES CO. Barlinglea. la. C(131310MMTALTII 100010011.1PII CO, dealer. WTI Lyman 111.. Ppriaalloid, Marc Tut PISCIIll CgrAti:I000 PATHE will give the dealer-Quality THE Anil IlEll COVrANi0, -the best in the world. VI L.L.V.R-MORRI1to 4,000000,00 301I15A.1'I.TC11 COIAL100

GAAS. A DUDEK,. COMPANY Neenellle, Tom. PAT H E dealers will give the buyer ((ILLS? DAVIS ('(.ISO CO. III110,01.ea 91.. Oarlock SImn Service plus Quality. IIA11110VILLONOSIIIIP "."`"'"-'1:n?lt2T,'!.',l1r1".2 [STARS. ATE rlIONI1011.1PII 1' AT H E dealers will always enjoy the Ineelnel SI.. Pidladelnkla.Pw

'T.1TE1'IIONODRAPR CO. full confidence of their customers because 1NTLR1T Ills 15.4.4 Ar('\I0..., (IL they will be taught that PATHE dealer TONES BROTHERS HARDWARE CO. Sock. Ark. Y. P.NAYIe D.C. MOONEll. VOLLEYS O 15.1911 CO. service means complete satisfaction. 101 S. 14rnl1wa10.. Pralaaapallr. lad. 1101,1Y MURPHY HARDWARE CO.Green Ho, WIn PATIIE CITY SAL I0 Dealers Wanted PITTSBVI0111 TALI.igh.11.11141Xf Dealer profits come from the business IIICIIMOND COM.C.A7400.00.. done to -day, to -morrow and the next '""*"""%l'Ar.t.7.1;1!:'1.,.71: day.Profit is the quick turnover. SILT LIKE 11.11101VAIIE CO.., 51.1. LENSC*P101. and PM. RI.. Perilmol. PATHE dealers keep their stock mov- N.eiLLLPll itCO. Salk,.,, 1YarMa11100 ing and their money working. PATHE 00,111kItS a CO. offers a wonderful opportunity to a 01"'" t0:7.'4111.!.;"t!:":4'" few dealers in certain territories. VOLKER a CO. Dem, Crloordo 00. A OLIlltlt It CO Ilomirm, T.... "." "fi'llttLted"nad Poi Ilk. Kam.. Cliy. 'dm WEAVER PI150 10. Park, P. WT11.10171 1.110,1061L111 (O. 1120 0. Broadway. Ler semi.. CM. 111P0TLEI 101010.041:112 "*"*"" "*".P.Ve7 Phonograph Co. Pathe Freres Brooklyn, New York 20 Grand Avenue THE TALKING MACHINE WORLD AUGUST IS, 1921

MUSICAL%A 0 POSSIBILITIES 4

, may he. and °nen i9, dowers. Hot for ,rn.,in Leturer 1.110,, m..11 taal 1.1, prosperity ever,log felloivisbuyingin something eIVII ,,...111.111111(11 Whi. '4..411Inilk< most all the 'KAU." the made. no tallona 1119,110e, 01 11.4 machine industry isfounded on some girl some time, and note :qt ,91. have!! 9,4 tke orreml ase.,.arlicle1.. girl,particularlyifshe is 97,,OrZ:rg, 111r interest taken lay the buying public in time.And every at n,wmblll,lee 111 pretty, is getting gifts from some young fellow, auelOne.1 olds.If thepeople eon be got to bnying rec- ords steadily then the talking machine businessmaybe sometimes from more thou one. The Big Idea LET A RECORD SAY IT FOR VOUI will continue to grow and prosper.When the owners of talking machines arc consorning rec- That being the case-sod we all know itis so Whet; the slogan, "Say II With Flowers," waR ords steadily then those owners are happy and -why cannot we introduce to the notice of the And born inthe imagination ol an inge ll i lll 19 Coilleilled.The old statement that a satisfiedmillions of young fellows the idea that candy and flowers are not the only gifts which one ean arisethere most have been resultantthroes cosstonier constitntes the best advertisement has tf envy and jimloimy in the hearts of every ail- more than a little truth init.floppy, contented give agirl? Why eannot we introduce to eath individual one of them the idea that if there is ertising man in the land.For this was, and owners, using plenty of good records and always Is. extremely good iota, and theeffect of Itsreeve to boy the latest,are the best -standing a talking machine in the one girl's living room it upon the sale of flowers has been, so we advertisementsthelocalmerchantcanhave. that one girl-not to mention her parents and family general/y-will appreciate the gift of a are, iodic wonderful.Imitation, they may, is Merchants know this, and so do the great manu- abox of candy ora liesincerest form of flattery, and theflorists facturers.The question is, "How can we keeprecord even more than pill not begtsidge us the opportunity we seize on, this live Interest in new music?" bunch of roses? to apply their mislieine to our own conditions. just a Little Different The inspired florist who invented the slogan, To put the matter in am,lsliell, inlay Humid A great many ways have been discomed, and "Say It With Flowers." struck a chord respon- not we adopt a link slogan of ion own? Why, tried, too. We are proposing something a little sive to the hearts of all the young men and all for instance, should we not tell nor friends, the different."Let the record say il," is our mes-the pretty girls of the entire country.Sales of so we are buying public: sage to the people.We want to get the mer- cut flowers have increased greatly, "Don't try to say it yourself: chant thinking along lines like these: told on good authority, since florists all over the Let record say it for Ion"? 'Whatever may bethe case elsewhereitis have been advertising "Say It With Flow- In a word. why slimold we not reeognine that certain that there arc some millions of young ers." "Say it"? Say what? Why, whatever itis the talking machine record hao become, almost men in the United States.still nnrnarried. but that hos, like to say to the girls who fascinate wallow our knowing it, one of the trine staple al/ hoping sonic day to lead the one girl to the them. The point is just here; that if your tongue articles of nor contemporary sollme? Not every altar. or to tl,e iostice of the peace, as the cam trips you can convey your message even better home. perhaps, has no yet a talking machine. nay be. The American young man may be con-with a hunch of American Beauties. There may 1,111 the nunther fa so great alerailY arid is groWsidered on always expecting some day to have be some flaws in the argument. bot.it certainly mg so rapidly that car may soot, expect to seeloicly little wife and a lovely little homeAnd "goes down good." as we say. C. talking Machine as nearly universal as the RO theAmerican young man always hasa Now, every home either has oris going to ,owing machine and mar nearly 90 thanthe girl.Sometimes rode perS0119 have whispered have a talking machine.Therefore, talking ma- piano ever has hero or everis likely to be. that he has lien or threegirls.BO thisis chine records are or will be. necessary to every Records or Gasoline? slander. One thingissore, and thatisthat home in the land.Now, records don't wilt, like Now, atalking machine recordisjoltas the normal young America. always is buyingJoiners. They remain permanently, to sing their sential to the operation of n talking machine 9nnlethilig for some girl.It niay he. and often story of love and beauty.Nor are they eaten anti .,.,,tan,:to notroloshileEvery dealer iscandy.it limy he. and often is, tickets to the forgottenlike candy."Give your girla good IT PAYS TO DEAL WITH KENNEDY -GREEN CO. IT PAYS TO SELL Records

Have you ever bothered to ask what has given Okeh Records their recognized success? The great combination of Cooperative Distributor and the Record of Quality, the Okeh Record, that backs every Okeh Agency, is one of the features of Okeh's success. If you aren't selling the quantity of records you should-let us show you how.We areone ofthebigCooperative Distributors.

KENNEDY -GREEN COMPANY 1865 Prospect Avenue CLEVELAND, OHIO Au.st 15, 1921 THE TALKING MACHINE WORLD 57 talking machine record," one may sayto the Me when he can think rip something nine, but young fellow in have in mind, in his thousand, even he has his diffieulties in choosing. Brave everywhere, and you will be giving her something men will go inboldly and buy silk stockings which she willlike, which she will rememberand we have heard of men who were even braver. you by. and whichwillremindherof you bat in general the married male is seared stiff in every time she plays it. front of the frivolity -silks counter.5Yell, here And the Sugar-coating is a substitute.If the home has a talking nia- lint,perhaps. our young gentlemanmight chine then certainly wiky has her own choice reply: "One record looks like another.There is in records.Ten to one she likestine - nothingto make my girl remember that she violin solos and string quartets. The, 1' has had from me a record as a gift. after minechant. why don't you get hold of Mr. gets mixed rip with the others."That is a valid Man Cnstomer and show hint how nice it objection, of emirs, but there is a way to over. be to take home a couple of swell records come it.What nude expensive candy so fash- week for the little lady, Swell records. I

ionable?Why. it was the smart. good-lookinggood nog; not noisy dancemusic, box which came in some years ago, all tied tip classicalwork. That'stheidea. o with ribbon and ;list the thing to take agirl's might say itto a serious-minded busim fancy.Well, the same idea carries in all other"Attaboy." things.If you will give your young gentleman Reasons Why Dealers Should Get Busy a smart gift album or envelope in which to carry One could go on forever along these linos, his present, and if you will make that so attrac-but the idea just now issimply to give mer- tive and also so strong that it will do to hinnychants something to think about in the way of spare records for a long time toeome, then the sales -making during these Summer days. After memory of Miss Sweetie will require no other all,merchandisingisall a matterofhaving fogging.Of course, there ought to be a place =nine imagination and a faculty fcr finding out forthegiver'sname, and perhapsalsofor what the average man and woman think about. another word or two. This notion of creating a national habit of giv- BLANDIN And Daddy, Too ing records as gifts instead of sticking eternally Perhaps we have given too moth space to theto candy, flowers and, perhaps, once in a win Young man and his lady.But, after all, it is said a pair ofsilk stocking, is worth, we subnio WHEN eminent with justicethat the American husband isthe the attention of the advertising men Manu- musical author- best married lover there in.The typical Ameri- facturers and merchants alike will find something ities declare the Blandin can husband likes to buy a little present for his worth Oinking about here. Phonograph to excel all W. O. PILGRIM BACK FROM EUROPE facturen stating that they have suffieient orders others in faithful repro- on hand to keep their factories going for the duction of those most Treasurer of General Phonograph Corp. Anions remainder of the year. Foodstuffs are more difficult of all subjects Home on "Ord.a"-Opt.stic Regarding plentiful and thereisaspirit of confidence in Conditions in Leading European Countries the future that will undoubtedly be reff«ted in -the human voice, -- the industrial activities of the European coun- violin or piano-'tis cer- W. G. Pilgrim, treasurer of the General Phono- tries.Mr. Filgrim left Mrs. Pilgrim in Europe, tainly worth your while graph Corp., Ncw York, arrived home recentlyas she plans to return home with Mr. and Mrs. to investigate the Blan Otto Heineman some time next month. onthe steamer "Orduna" after spendingsix din's superlative quali- weeks abroad. On this combined business and C. BOGGS OVERCOME BV HEAT ties. A word from you will ProprietorofSouthernMusicEstablishment Visits New York and Gets in the Papers bring Blandin facts worth knowing. New York newspapers recently carried a story describing the disappearance of Clarence Boggs, soil -nary and treasurer of The Phonograph, Inv. Atlanta, Co.. who arrived in New York with h wile, to visit his brothers. Friends of Mr. no: will be glad to know that his disappearance Racine Phonograph Co., Inc. of short duration and was accounted for by c RACINE. WISCONSIN. fact that hens overcome by the intense I- He had left the Hotel Lanrelton, of which brother, John G. Boggs, is the proprietor, when lie failed to return in due course a sear Pear was instituted and the icily newspaper report-, o Diem was "on the job." Record MORRISON IN MIDDLE WEST on tRe blandin H. E. Morrison, sales manager of the Emer- son Phonograph Co., is making an extended trip through the Middle West, and his reports from the cities he has visitedto date indicate that W. G. Pilgrim Emerson jobbers arc doing a very satisfactory Pleasure trip Mr. Pilgrim visited England, Prayer business considering general conditions, and are and Germany and took advantage of the oppor- making plans for an active Fall trade. tunity to visit some of his many business and The Larson -Jones Music Co., which recently personal friends in these countries. If the amount of energy consumed bypessi- opened very attractive quarters at 319 Sherman In a chat with The World, Mr. Pilgrim stated to street, Coeur d'Alene, Idaho, is handling pianos, mistsinbemoaning conditions were used that general conditions in Europe are steadily further their businesses they would have no kick players, talking machines and other musical sup- improving. In Germany particularly the business plies. coming. nicn arc most optimistic. the majorityof monis-

To The Victor Dealers ofAmerica ! Make every day in your month as profitable us the fir. day. Sell more RedSeal Records. We can show you howl

Lewis C. Frank Corp., 1201 Dime Bank Bldg.,Detroit 58 THE TALKING MACHINE WORLD AUGUST 15, 1921

SrTIEGJER the finest reproducing Phonograph in the World

UDR home entertainment thereis nothing to equal the Steger Phono- Model 504 graph.Every member of the family $295.00 can enjoy favorite songs, dance selec- tions, instrumental and hand numbers, popular or classical music, when there is an artistic Steger in the lionse.

Itsmanyexclusivefeatures,the wonderful Steger tone -arm, the scien- tifically -designed sound amplifying chamber of even -grained spruce and the get -al -able recordfile,have won universal recognition for the Steger as the finest of reproducing phonographs.

Built alongartistic,harmonious lines, a distinct creations of the wood- crafts is highest art, the Steger makes an eloquent appeal to every lover of the beautiful. From a sales standpoint, the incom- glorlel 502 parable Steger offersunlimited pos- 91.15.00 sibilitiestothe activedealer. Itis banked by a great and profitable Ines. - anodising plan that adds immeasur- ably to the value of Steger representa- tion, Desirable territory open.Write for the Steger proposition today.

Phonograph Division STEGER & SONS Piano illanufactun'ng Company

Steger Building, CHICAGO, ILL. Factories: Steger. Illinois, where the "Lincoln" NNW and "Dixie" Highways meet. Model 301 'If in Sitivr-i ninsi nuinninti Piano in the $163,00 1515000'

Model Model 309 510 215.00 $290.00 Anousr 15, 1921 THE TALKING MACHINE WORLD 59

FRANK K. PENNING FON RESIGNS dealers throughout the country.He took ad- OPTIMISTIC OVER THE OUTLOOK vantage of every possible apporlontly to visit Assistant General Sales Manager of Columbia thedealers, andhisthorough knowledge of Cohen & Book, the big Victor wholesaler GraphophOne Co. Has Not Announced Future inerchandising enabled him to give the Colum- of Washington, D. C., reports a very fair wer. Plans-Presented With Handsome Dock bia merchants practical advice and co-operation.age of bosinem. considering the unusually hot In his capacity as assistant general sales man. weather which Ira.been with usfortirepest couple of month, F S. Harris,the general FrankK. Pennington, assistant general salesalter Mr. Pennington acted as a link between manager of the company, who has just returned manager oftheColombia GraphophoneCo., theColumbia wholesalebrancheswiththeir New York, and connected with the Columbia sales staffs and the executive sales offices, andfrom a trip in the Smith, reports a decided better Conditions are mot forthe past lour years, resigned hismagneticpersonality andunfailinggood rent wherever lie visited. organization regard- from the company's service late last mantle. Mr.cheer gained for him the affection and admira-settled and dealers feel more optimistic Pennington has no, yet announced his plans for tionOf every member of the Columbia sales ing Fall and Winter trade. organization. Mr. Pennengton's experience In the business world has included many impor NEW DISTRIBUTING AGENCY mom executive positions which have brought him in close touch with the human element in sales T. II. Tureen is in charge of a new distributing work, and he is leaving the Columbia organiza agencyforthe Remington phonograph which lion with the hearty good -will of every member has been established at off7 H street N. F., Wash. tog..., D. C.Mr. Tartan ban heen neakung dis- cat the company's forces.Before leaving the Pali Theatre service Mr. Pennington was presented with a playsofthe Remington atthe which has attracted a great deal of attention. handsome Seth T11011.9 clockas a ;nark of esteem from his associates in the executive sales rivals,nor ron offices. On not disparage other man's goods.If you do not ay. my n000litic. BUBBLE BOOK SALES ACTIVITY Sales During Past Three Months Very Saris, tory-Preparing for Intensive- - Pall Campaign The Bubble Book division of Harper & Br New York City,is very much pleased witht, showing made by Boolible Books during the t, three months.Sales have taken a decided crease, dealer stocks have been liquidated the retailers are now sending in new ordre preparation for an acme Fall trade. General Manager Foster was largely in mental in this showing. which isthe resent'

I extensive campaign inaugurated WOK ago to bringBabbleBooks to the dealer' tuition as an all -year-round proposition. prank it..Penmngton Attractive literature and the dealer hi the future, although, in allprobabilita. headi been issued monthly for the use of n take a welldeserved rest far a couple of months and have resultedinactive sales. before resuming active work. addition to thealready largecon:, During hisfouryears' ciation with the literatureisa four -page ',roadside Columbia GraphophoueCoasso Mr. Pennington to the trade that Bubble Books are L. will of the Columbia Dealer advertisements, in AT LAST ! won ther oil for $125 each. insert inthedaily papers, are shown in One Phoneiraph folder, so that dealers may he able to gel Needle for all liDnes idea of their attractive appearance acid pre Lauf Wahris. w.f.? Stremeoloory them for their own newspapers, there bein, charge for the electrotypes.Display stands Ii can be used on dealers' counters arc alma,. acm,f-cne The Neeadtc Shth A ReeiVe INgd shown.These are available to the dealer wit, ordering Bubble Books for stock. Has Solved The DIA Problem The paid brinie aml.Ter than J.B.Price, Middle West representative: mt.& tray- or amt Bubble Books, is snaking preparations to leave the serarch In THE GREATEST INVENTION an extender) trip the latter part of August OF THE PHONOGRAPH AGE and intends to call on his clientele in the States Cads gartinfoesr, Playg20.ant* of Illinois. Indiana. Oh, and Kentucky during Any recordMonogr50aph.in.R the mouths of September and October, reinro ORIGINAL TZNE and NOLUNIC ing to New York late in October with, as he JAr best needle VoIrJe eve, Wet.. says. "a bucketful of orders for Bubble Book, Lee Conover, the New England sales repre- for25C sentative of Bubble Rooks, is now enjoying a 4kc10S-12 vacation inthehillsof Vermont.At theen- For any Phonograph Motor piration of his vacation he plans to spend the No dealer's stock is complete months of September and October covering the without this needle that satisfies Best Tempered Steel New England States, visiting Bubble Book deal- music lovers. ers, and intends to interest many new accounts It improves new records and in the sales possibilities of Bubble Books. makes old records almost like new. Wholesale Distributors in BURGLARS ARE DISCRIMINATING all important commercial The sales department of the Emerson Phono- centers. graph Co., New York, received recently an in- Write for samples, prices and 40".141110.-001111NE teresting lever from John C. Taylor, Emerson full particulars about free adv... ead.30. 10 IND dealer at Mexico, N. Y.Mr. Taylor, who con- rising helps and the Wonderful WA. lens 050 esi mon. of 1110 . 10 10. 1:11.0. ducts a very successful store in that town, stated Tonofone Window Display. TOME,011 Mrs . Woo.. otr.. n1 1.1a tad Ow. that burglars visited his establishment recently R. C. WADE CO. ..14. and, although they ransacked the place from top 110 South W.1.4.1. Avenue CHI( At.0 .ree us .4 L. too op.... to bottom, departed with nothing but twenty 010110111,11 :Immo. and Sole Ahern rt.! "tta6.1iarroti Emerson records.Mr. Taylor is convinced that hactrn. the burglars must be musical, for they selected 1/110111 of /MON 1111111 AP twenty of the fastest selling Emerson hits. OW or tots KO IR Won., mu 1st moo. '74-7.T ".'fr, rt nrr. A new Edison dealer M L. L. McMaster, of Wakefield, Mass., who has installed a very at- TheVal's Accessory House tractive demonstration room and other equip- 1000-1002 Pine St Si. Louis. Nlo. ment to feature this line. so THE TALKING MACHINE WORLD A1.161)51. IS, 1921

Art Hickman's Orchestra plays two new fox-trots. "Happiness" and "Sunshine" will bring both to every Columbia dealer who orders a big supply of this record.A-3428.

Columbia Graphophone Co. NEW YORE

haveto work forless money than they were INDIANAPOLIS TRADE HELPED BY AGRARIAN OPTIMISM getting two years ago. Dealers Working Hard for Trade Are Getting It-Situation Reviewed-Good Order for Capital "Wheat the county fairs open up in another Paper Co.-How Stewart's Helps Its Trade-Educational Campaign Successful-News of the Monthmonth we are going to see business speed up INMAN AKA so, loll,Angina 16 Talkingina- "littsioesdi in my territory is a whole lot betterconsiderably because when the farmers go to the thine !whine, illthis territory has been betterright !tow thou it has been in a long time," said fairsthcrgetthebuyingspirit. The small thanit isand before longiiin going In soleMlle, 0 illreit-relictto the conditions asmerchants arc going to finditeasier to borrow money before long and as soon asthey can again he heti, thanitis now.That, atleast, lie hail(mi141111 nd them intheStateduring the isthe of iminiou 111110111(tile dealers. tioutth of July. "I have opened np see oral newborrow they are going to buy, because every An optimisticilthinileprevailsthatpromisesaccoonts the last few weeks and they arc good one of them now isin nerd of more stock." )9ealco have decided that New Post for Bright well for the industry. ones, 100, 11111 ittools Some hard work to land J.D. Bright, Western Kentiicky salesman for ifIlleYjosskeel, plugging along they are not them. One thingI've outfor sureis going to starve, nod the thing that help, more the Jewel Phonograph Co.,hasresigned and Mai the dealer silo goes after the linsinessis accepted a position as salesman in Ohio for the Otto allelseIn keep them plugging is the factgrunt,/it. Hod eachancreetling111,0.th showslippretty Brunswick phonograph. He is working out of "The most encouraging (canoe of the situa- well onthebooks, despitethemoreor lest theCincinnati officeoftheBrunswick.Balke- gloomy cottlook at the beginning of each wrottle tion, asIseeit,isa decided change the last Colkniler Co.His place with the Jewel Phono- Some of the salesmen who, by the Orson, few weeks ill the attitude of the farmers.They graphCo.bas been taken by WilliamJ. B. stance of holding their job, are forced to work oref orwithig the idea that they are ruinedif Haering, who has been employedintherec- asSissy never worked heron- always seem tothey tin not sell their wheal nt 32 abushel,bushel, andorddepartmentofthatcompanysincelast tome up smiling, no matter how hard a weekthey arc working with the view 10 making theOciolicr. oimonth they hatebail. They arethe on,lost of a situationthat demands lower prices C.F.Collins, general manager of die Jewel who are learning ItYgrip, esperieuce that hared all down thelitre. 11 is almni the same with sons their wholesale business in July showed work is the one needed tonic for debilitated in. them as is With the working Melt illtile cities, a decided improvement over previous month, dustry. who orebegnotiog torr'oliscthattheywillTilt retail business, he said, remained about the

A Sign It Took Ten Years to Build IT took lea lung Years to bring Flexitime Oplex Electric Signs no to their present perfectiontell years of constant striving The result is a sign which gives day and night service white glassknees on a dark backgronod--greater reading distance, lower upkeep cad,tunerarlislitdesigns,hillerillmoinationnod signs which embody real advertising tlionght. 1' nil need a Flea hone ()tie" Sign. Coma send you ,ketchoh °will,' lomeet your porlicidar Moines, FLEXLUME SIGN COMPANY 36 RAIL STREET BUFFA I. 0. N.1'.

Mealtimes -theelectricAiri made only by the Ffe.rlaine SimiCo. to,crse IS, 1921 THETALKING MACHINE WORLD 61 a,. Several electric machines have been sold educational department, lectured on the Victrola deicing the last few weeks, said Mr. Eskew, and,in school work and the Victor ..21101.1 ree at the same lime, the record business has kept orris. Dates were arranged for the county in up in emoting, V,11111k, considering the ex- stitutcworkthisFall. DealersarcMing tremely hot weather. assisted in making plans for the instithic work. Developing Mailing Lists Can't Escape the "Circle' Advertising Victor dealersinthe smaller citiesofthe Appreciating the calm of outdoor advertis- State are building up large mailing lists be giv- ing, theCircle Talking Machine Shop, Victor ing a plaster paris Victor dog to patrons who dealer,hasplacedlenattractivemetalroad nilout a card, on which is written their ownsigns alongthe main highuaysleadinginto name and address and the names and addresses Indianapolis. They "tellthe world" thatthe ofstossible buyers among theirfriends. The CircleTalkingblachineShopsellsonlythe scheme is being promoted by the Stewart Talk- Victor. ing Alachine Co.. wholesaledistributors, with Canoeing on White River is one of the pas- great SUCCeSS. timesat Broad Ripple, one of the ainusentent TINTED NIOTOCRAVOIE OF McCOHMACK Stewart Co.'s Aid to Dealers park. of the city.The Circle shop has placed 'the Stewart Co.is also 2SSISIIIISits dealers c., hank of the rivcr in their merchandising efforts by offering thent and has made itplain to all who 1..11 that the at cost a ROB -inch folder, displaying the vari- place to buy the smaller talking machines is at ous Victor models and advertising "A Free Dent- the Circle Talking Machine Shop. onstration in Your Monte With the Genuine Vic - Cooler Weather Will Bring Big Trade 'rota." Nantesofthedealersorderingthe William S. Cooke, of the Indianapolis Talk- folder are placed thereon so that they arc imme- ing klachine Co., Victor dealer, says that the diately ready for mailing.On the folder is aextremely hot weather has had a unfavorable coupon that the prospective buyer canfillout effect on business in both machines and records, and mailifhe wishes a Victrola delivered forliwthatprospective buyers coMinue to show freedemonstration. "We truthfullybelieve:. much interest in Victrolas.He says he cameo ita says the folder, "that thereisa place in your the advent of cooler weather to bring with home for ninsic-good music.We arc so con- largely increased business. vinced that this is true that we are making this wonderfnl offer.For alimited time we will PUSHING TOUR RECORD TRADE places genuineVictrola and a selectedlist STEWART of records in your home without obligating yen, How Special Selections Brought to Customers. TALKING MACHINE CO in the least"The folder then names prices and Attention Have Sold Big Victor Jobbers terms.Most of the dealers arc taking advan- tage of the plan, which saver them a consider- Aot lllll ber of talking machine dealers have INDIANAPOLIS able amount of money on the cst of printing. founditveryprofitable...insthepasttwo to onc lutudred W. E. Killen., new Victorfieoldrepresenta- months to pick out from fifty tive, has been transferred from She Indiana terri- standard records and bring them to the atten- result of exceptionally hard w -r, aportal a a-tlo tory to southern Ohio. tion of their customers by means of Great Kimball Activity Misses Streeter and Hobson Speak card or letter and sometimes by nt.ns of ail. E. H. Jarrard, manager of the Kimball talk- At a three-day meeting recently in Lafayette.creasing in their local papers.'This little spurt CapitalPaper ing machine department of the lnd., of allthe county superintendentsinlin- Ins brought about gratifying results and indi- Co., is still traveling in Michigan, where he has cate, that it pa, to indulge in In.q110,1= s diatra AtissNfarcaretStreeter,of themhica- been for several weeks opening new accounts. Ore or ; in order to, F. Kahn, manager of the paper company. C. has been vim.g up new business.Mr. Kahn said also that the busi- ness of his house indicates that trade ingoneryl is picking up.As for the Kimball phonograph Its said, the demand is increasing for the high, priced models. Sonora Dealers Pleased SOMETHING NEW Sonora dealers in Indiana have expel,. thusiartie approval of the Sonora Co.'s ; IN AN ADVERTISING rebate the dealer, in connection with tit, price reduction. effective the first of RECORD BRUSH according to0.C. Itlaurer.manager Sonora department of the Kiefer -Stews, Co. Mr. Maurer said that talks with the dealers disclosed afeeling that the Fall will develop largely increased busim, r. Incorporated Articles of incorporation have been filed wits theSecretaryofStatebytheIndianapol, PhonographRebuildingCo. The authorize, capital stork is $750 aridthe directors nail., arc D. W. Ingle, Kathryn Lawhorn andIlltbrt Hickain.Ale. Ingle said that mail. concerning the company given until plans had been pert e said, would be about the middle ' ..., Edison Salesmen' Active Salesmen for the Edison Shop have been de- voting much oftheir theLast month to "HIS MASTERS VOICE" visiting Edison owners in the city, makingin quirics as to the instrtments being used and also makingsuggestionsregardingde6rahlcnev records.W. 0. Hopkins, manager of the Edi- SL11 Shop, says the plan has resulted inincreased record sales particularly and has developed all shop. intimaterelationwithpatronsofthe which he expects to result ultimately in asub- stantial gain in machine sales.The salesmen, in WRITE US FOR INFORMATION ANDFREE SAMPLE the course oftheirvisits, obtain information PLAN as to possible Edison buyers amongneighbors WE CAN SHOW YOU AN EXCELLENT of those now owning an F.dison. HOW TO BRING CUSTOMERS INTO YOURSTORE Higher -priced Path. in Demand Yours for Service. Steady sales inthe higher -priced Pathe ma- AURAM OAVLGA, Vice President ofthe chinesisthefeatureofthehiminese Paths Shop, accordine to Edgar Eskew, man- THE TALKING MACHINE WORLD AUGUST 15, 1921 A\Sweet-as-SuOari/Fox-Tro[ WEETHEART'

IlEVELOPIND "IHF. RECORD BUSINESS NEW PATHE JOBBER IN ST. LOUIS BOUSETO-ROUSE-- DRIVE - A SUCCESS Logically Written Letrer Issued by the WrightPlans Active Campaign forBusiness in CoyColumbia Dealer inGeorgia Sells Grafonolas & Willielmy Co. of Omaha and Adjacent Territory-Carrying Large Stock and Records as Result of Drive-Use, Effec- - tive Publicity Methods 0s.ri,s, Nen., Aug. 5The Wright & Wilheltuy Sr Loots. kin, Aug, 5.-The Superior Manufac- Cie., progreeniee Vallee clistribittor, has preserit tlnleg& Supply Co., one of the most extensive ATI. ANTA, GA., August 6.-Westervelt Terhune. ed Its it, d.lers, Ihrimult the roetliorte of a force. forniteire jobbing houses of this oily and which m.,n.,n, oflilyColombra Graphophone Co.'. fill and interesting ales letter, the importarree 0 a reryntlyappointed of derelopiog 'lirrectild(11.1.1IlivirImsiliess ,its ribroorofthePattie The pitching par.igranh .4 theIs.11,4111111. up phonographandcannel, Orr importance ofthe noelWinner. inthe forSI. Louis and adja- frilhiwine groginal manner "NVIten eon sell acent lerrtlnry, has already Prolie hien eeeeee ill ,..11nnl onlysella phone. begun all artier campaign graph, lull yoto yttlir111,..110., 1111.11C10 a ll ising and intro- 1111.411th walk yph. lor the talking inuchine ductory work.This new iwi't worth Iwo without ITC ne11.1."'lire ilistribittor hr. already ar- ulirrleiter(11111110ircs strudels. she orlon - ranged fro i-operation tunnies ire .0 largeff. cordIn lllll ess withrite dealer isneeial SVriglio&%Villeehoy Co Is ....healing elemounratioosforsales willtitsdealersthroughrhe marlingofthe lllll otion. Itispl. in...lily reeved lists from its idliees, thus reliev tocarryinstock 40.00 Inv the dealer of all details.The only iiitto PatItO record, itorder to II,, dealert.Ihr1.0,10114...ageInr each ch provide the maximum of vrIpprIle, coxl .1lit, trite, uns.t.lope. prim- delivery service A inst- ing.cc..brio,:al liedbythe Vr,g111 .-loss repair shop will also ,V111I(1111r CO. t.ohlortvil and willlie plar..1at they .s,.. of The Viesident IlarilingStarch," which was the dealer. 'Ilii de:`rd month by the Vioicr Talking NIA uIlic 11 will be his w:1* played by the Ihrited great!) appreciated. for States Marine Band, has helmintremendous fusion., frequently leotard throrighout the Potted Stales.Prof. SI. immures regarding - Sarnlinat.- is the composer pairs The Participants in Great Columbia Drive atWaycross, Ga. branch inthis city, recently completed a house - Ward's to -house drive at Waycross, Ca., which was a Khaki Moving Covers signalnieces, The WalkerHood Furniture Distributors Co, Col ..... bia dealer in that oily, sold twenty- .. Grafonolas and 296 Columbia records as the result of this driveWith the trucks and win- ..11:1!0 4.4M!osuo coWle dows carrying the message, "Columbia Week," CONEN NOON" INC. the drive got noder way on a Wednesday morn - 1741.104.4.O. ion; tad continued for seven days. oconvelleirriritsco There wgs considerable rivalry among the canvassers. and lllll catIrZEVolir,,,;ac co Mr. Hood e ncouraged this by offering a gold. 0 L NANSNOLL 'CO.INC. piece to thenan who turned up the most salable o. :!.0g711! 11,1i'. prospects. Demonstrations were heldin prac- CO tically every neighborhood in Waycross, and the SValker-Hood Colombia message was also put ii.(rAw."X":1,:?.°141 over in Blackshear, Ga., and other nearby cont. 1100.0041010111.2.7110..e. 01 11x, munilics litBlackshearthedrive was con- ducted as agalacircus event, and a IS l regular lllllllllll convert was given in the heart of the town ...... a!rrirr. W.o. L0. N NONEWs WACO MUSIC CO. OPENS

The PhOnograph That

DISTINGUISHED Appeals for TONE BEAUTY - Square UTILITY

Dealers \ - Consider%sqere This- Machine The shape of the Moderno la allows a big saving in space as shown clearly in the above diagram. Add to this the ex. tension of the doors of the fil- The Phonograph That ing cabinet when opened and it is apparent that the Modern. Sells Easily! ola has a special appeal where people must consider the floor Undoubtedly the most attractive and most modern,the space to be occupied. Modernola opens a new field for Phonograph Sales.Placed Easy access too for sweep- on exhibition it immediately attractsattention which gives the opportunity to demonstrate the verypleasing Tone ingandcleaningwhich is Quality. worth considering. The stand lamp and the round shape add twodistinctive shades and Good looking, substantially feature, and with the wide selection of lamp trash the various exterior finishes make in all adistinctive, suc- builtand absolutely worthy, the Modernola com- cessful Phonograph. mends itself.

The Modeenolo i truly the most modern PAanograph the full benefititu,ould b. ,eto - - and toget delivery uniteimmed itely ineurearly Our Spermi Oiler THE You will certainly be interested in this and we will be glad to tell MODERNOLA COMPANY you aboutit.Just address De- partment D. Johnstown, Pa.

PLACE YOUR ORDERNOW THE TALKING MACHINE WORLD Aliens, 15, 1921 SUCCESSFULLY BLEACHING THE SALESMAN'S"BLUES" Why Break Records? How the Indapsahued Depression Was Cured by AdoptingOptimism and Commonsense Tactics InPlace of Pessimistic, Alarming Practices Just File Them! "These times are apt to demoralize the soles. sale. deportment head himself or to frIghtened tlsn who allows Ills nerves to jangle and his broils of firms who :Or demoralizing themselves without quite appreciating the loot In o con- "Mirage lo warm..lo mit .ales orgaiiiralitin al The Marvelous MAGNOLA cern dinployiog local salesmen-MI tried setIIIaIwe cool,' naioc11 amuuuted ru au And all with. aridtrite,ambitioile,energetic,resouri.11.1 (dentin-as blue reign of ho rrrr Sales dropped an I just reason, for the Issailanieutols of basi- bustoess look asl p. It's merely a ease of per cent.The temporary lull was one of ill c, are perfectly ',mind. eouilitione that every firm must lace amine( or taking up and working all the harder." chart cannot always The foregoing Irma "When Sole.nten Oct 'the later. The liliesuu the a p Inca,' by W. H. Heath, ina recent issue of head upward.Pew businesses claim load yearafter year.And in the present 'rioters' Ink, introdoices a timely article out this might have bee, at wil not Sr li011f atit abject with a :nighty efficacious preseription the firm was an established one, with prestigi end warranted to "core" this malady Pur "Nowadays a man must that rrrrr Moss could not destroy. When busi liar, the article really would getit.fullshare. ally lint salesmanship Ill work. The ...reboil.lies, brighteacdit "The head of the house was on alarmist. Ordi- ire him slapped selling itself.that'sall. We of comitenatiee and cheerful of tint scratch deep for the day's rations where a narily happy mintier, he suddenly took on a funereal aspect. tile while ago it was being thrown at HS, 011 Ile ileeer smiled.Ile moped about the office be surface. oat of a paw An of. "Itut some of the trouble con he traced to the And finally he began to institute cuts. wmailnstArM,,. AnIsono fealute el me - rn ttttt SAS sltermAn.Lot . . ,r Noiseless Strong Successful ft,. for Arlftop to mei,non ar,foIALA.,, 4 MAGNOLA TALKING MACHINE COMPANY THE 0110 GOMA. poor... won esseHre W14.401 Anse* 7111011.WUlere LASH IMO GARMAN 01.00 SILENT CHICAGO fire boy was allowed to go.A stenographer was discharged.There was a warning posted in the PHONOGRAPH MOTOR matter of waste of office stipplies. Somebody was .appointedtosee thatallthelight were turned off when notiii actual use.In less than two weeks gloom fell heavily upon the air.It was oppressive, ominous, threatening. You could In actually senseitthe moment you entered the Over 300,000 Nest came thrice.a-week meetings of the salesmen. Thoy were glooingatherings !corn the word go.... The boss steins out a long talc of won al every meeting.... To hear him Actual Use talk you'd believe that the old house was skid- dingstraightforbankruptcy. Nextcame Satisfactory Service Proved by the Test of Time 'threatened reduction in salaries.'But- "The sales manager in this case was built of the rightshift.He saw what was happening. Even the best men on his pay roll were cram. 8 klieg.The poison was working.It threatened 8Special Features of the SILENT Motor complete disruption of thestall. He held an immediate conference with the head of the con- I. Governor shaft mounted with a universal ball-and- cern.'If you continue this whipped-andbeaten socket bearing, insuring automatic self -alignment idea,'saidthe sales manager, resign. It An exclusive SILENT Motor isn't fair to any one of its and it's quite unneces and flexibility. .any. Ican't get results our of my ellen when feature. you lecture them three times a week and remind bear- them of how little they arc doing.' 2. Turntable spindle mounted with adjustable "Then he began a constructive program. He ing, by means of which rigidity of spindle isin- held the weekly meetings, but he never once spoke of hard times or of business depression. sured.An exclusive SILENT Motor feature, Outhe contrary. he concentrated upon the pres- 3. Absolutely silent worm -wind. tige of the house. the prosperity that inevitably follows depression,thepossibilitiesthereare 4. Playing capacity guaranteed in excessof rating. even in a hard market.It was necessary for him feature. to build a sort of new foundation of confidence, An exclusive SILENT Motor not only inthe house, butinconditions and themselves. More encouragingresultswere 5. Noiseless in operation, quick to follow.One concern, to summarize 6. All moving parts balanced, whatfollowed,heretoforefamousforsales charts. office records and visnalized competition 7. Absolute precision in manufacture, amongsalesmen,abandoned theseschemes. Salesnienwere110 longer reminded that they 8. Exhaustive inspection and tests. Were slippi.g.Instead they received encourage, mem and were made to feel an atmosphere of optimism. Sunshine was introducedintothe Send for a Sample Motor-Quotations on Request office and the men naturally worked hareledb One order a day made a'hero' of any loleMnan. Gradually they learned to slide over tlits,rough spots with minimum difficulty.Any salc,man The Silent Motor Corporation who brought in even a 'frying.pan' size -'order CHARLES A. O'MALLEY. Preiident was congratulated by the sales manager.Under Mot..e, to do, Mfr. Co I this system this concern managed to keep its Brooklyn, N. Y. business somewhere near normal, despite condi. 321-323-32..5 Dean Street Goes, and putthe'blues; which isthe most damaging thrust at morale. to rout" 65 At'GlIST15, 1921 THE TALKING MACHINE WORLD

THE 1ALKINL MACHINEWORLD SERVICE

A DEPARTMENT DEVOTED TO PROMOTING RETAIL SALES

THROUGHOUT the last live months I have endeavored to use merchant went over the county birth records and brought them facility at my command to determine what should be the lip to date for boy children down to infancy.lie then checked oil every accordingto selling policy of a retail merchant in the talking machine field during deaths. With thislistcompiled, he indexedit this extremely vital post-war period.Here are the conclusions at the day of birthday, and, as these flays came around, he sent birthday greeting cards to the boys and letters of congratulation to the which I have arrived and which I ant glad to respectfully submit for list of suitable the consideration of the retail trade: !mothers. Needless to say within the letter was a I-The retail merchant should sell only products of real quality, items which would make exceptionally good birthday presents to and by real quality I mean quality that insures compkte and enduring the lads. This idea need not, of comae, be limited to boys alone, although mtisfaction to the purchasing public. be used in 2-The retail merchant shouldinsistupon everyoneinhis one must admit a certain amonot of discretion must organization, from himself down to the most subordinate salesman, congratulating a lady on her birthday after a certain 'norther of possessing a thorough and accurate knowledge of the merits engen- these eventful days have passed.

dered in the products offered for sale. .3-The retail merchant should rely for sales on the scientific MAU& Nebraska, gives us a new survey of the old question, dissemination of the facts about, and the satisfaction to be derived "Why do they buy?" A professor, located in the city, after from, the products he handles. The day of personality salesmanship thorough investigation, gives the following ten reasons as asingle and freak sales methods appears to have definitely passed out in answer to the above question: favor of scientific selling-selling that tells your prospect in an "Social self-preservation,i.e.,desire to present as neat and entirely convincing manner the true advantages of a given product- comely an appearance as others about you. that tells the prospect these advantages whether the approach be "Vanity.(A customer minimally boys in the store which furnishes tirade through advertising, through window display, through store the best opportunity for his ego to expand.) reception, through letters, over the phone or by a eall at the prospect's "Parental pride. (Pet and admire the children amid you win sales.) home. (If a customer can pnrclmse anything that 4-The sates presentation must always hue on the sante quality "Companionship. with her, she plane as the product itself.Your advertising must reflect quality will make it desirable for people to become acquainted It must extol merits and never at any time will be inclined to buy.) of thought and layout. (This is the basis for the 'approval system,' let- cheapen public respect for your house or the merchandise you are "Possession. ting the customer actually have the thing.He 'hates to give it up selling. Your direct mail effort and window displays must do like- wise.Your salesmen should at all times give a high-grade impres- if lie likes it.') sion, intellectually and in appearance.The inside of your store "Imitation. record "Curiosity. should reflect quality of layout, of denmnstration booths, of (This isthe fundamental basis of bargain sales. equipment, of furnishings and of interior decorations.In all of "Hunting. role of a 'guide' to the these things there is no danger of stepping too high and very grave Al all times the salesperson should play the customer through the 'hunting grounds' ofthe store.) danger of falling short of the mark that insures success. (This instinct for 'constructing something' has much 5-You should utilize every opportunity to acquaint the repre- "Building. to du with the poptilarity of 'knockdownfurniture') sentatives of the manufacturer and wholesaler with thepractical (Satisfying self Unwell giving pleasure to others problems of your business, both major and detail.The more you "Selfishness. the greater is a very strong motive for buying.)" do to familiarize your buying sources with your problems, Certain of the paints enumerated apply especiallyto the talking and more valuable the co-operation it will bepossible for them to companionship and obviously machine dealer, namely, vanity, parental pride, render.They are anxious to be of real service because Apply their principle in your own store and seeif this their prosperity depends upon the volume of your turnover. possession. conditions.Itis, professor did not have the right idea. 6-Do not mark time in the face of present r of eourse, true that the post-war transition hasseriously disturbed is equally true that where vigorous is in times when hard battles must befought that great victories our national economic life, but it IT The other kind are never lasting, and it is amaxim effort is applied, a business of satisfactoryvolume can be attained I are achieved. for a large, prosperous of war, of love, of business, of everythingin life, that positive action and, more than that, the foundation laid Offensive effort always exceeds defensive future. is the winning strategy. effort when brain ability is equal. Therefore take the offensive-insist upon a courseof positive 'THERE has been considerable time lost byindividuals compiling future. prefix before the name. action to guarantee your present and economized and otherwise I mailing lists in trying to get the proper easily over- Of late too many business firms have Although the mistake of putting "Mr." for "Master" is slackened their sales effort in anticipationof a sales decline. looked and generally means flattery for theyouth,. considerable hard defeat, or at least who is "Miss" receives In other words, many firms are admitting feeling is fomented when the young lady partial defeat, before the fight has beeninade.There is all too little kind of will -power that circular mail with "Mrs." preceding her naine. Re- manifestation of gallant courage and of the The reverse catastrophe also Cause,rOnSIderabie friction. failure. the house organ of the Lafayette refuses to admit the possibility of cently Leo Burnett, editor of Noun, when your competitor is apt tobe weak -hearted, weak- subject and stated that to drive ahead Motors Co., printed a sort article on this kneed and inert,is the most strategic time of all the loaner was filially earned to thepresident of Harvard Uni- truly decisive battles solution in the matter. without stint of effort, because all the great,commercial, have been versity, to see whether he could offer any of the world, be they !minim!, personal or Upon authority of no less an individualthan this president, those and indomitable willamwer, who thatitis correct to use the won by men of invincible courage their complete confidence who were interested were informed whether she is married or based their every plan and every effort on prefix "Ms." in the ease of a woman, of suecess. unmarried. Kipling wrote some oft -quoted In his "Mary Gloster," Rudyard * who drive ahead at this time flutes which I believe retail merchants enterprising and then:fore told line about a country iner- will soon be able to quote to their less AN interesting story was recently mailing list in an extraordi- I refer to these lines: clmnt of Missouri who obtained a less successful rivals. the boys of the tom- "1 didn't begin with askings-T took myjob and muck: Ile made an announcement to itluck. nary manner. circulars and his show window 1 took the chances they wouldn't, and nowthey're calling munily through country newspapers,gift to every boy who would come 'ern the Scripture text- that he would present a suitable And they asked me how I did it, and 1 gave address, age and birthday. You keep your light so shining. a littlein front o' the nest. into his store and register Isis name,occasion was a pocket knife, which couldn't copy toy mind. The gift selected for the They copied all they could follow, but they the boys. For miles about there left 'run sweating and stealing, a year and ahalf behind." appealed deeply to the hearts of With this basic listthe And I was not alad who missed registering. director of "The Talking Machine WorldService." who writes this monthly page, is also and also answer any ques- EDITOR'S NOTE-Mr. Gordon,any good ideas submittedby you for the benefit of the trade,It is intended to serve you. Mr. Gordon will publish on this page Use this department as much as youlike. merchandising problems. tions you ask him concerning AU... IS, 1921 66 THE TALKING MACHINE WORLD -5=

The Oriental Woodwind Orchestra plays the Columbia Novelty Record thismonth. "Pekin Peeks" and "Egyptian Dancer" are selections that will surprise you withtheir sales.E-7160. Columbia Graphophone Co. NEW 1(01215

P. AL BROWN LOCATES IN MEXICO FOREIGN RECORD "Al) CAMPAIGN DECRIES THE PESSIMIST - - Should Try to Sell Talking Machines and Rec- Becomes Manager of Columbia Department for Emerson Foreign Language Records Will Be Cia. Parker, of Mexico City Featured In Newspaper Campaign-Seven Im- ords and Not Discourage the Public portant Cities Selected in Which to Operate Gloomy elk iii business - and the lack of effort P. M. Brown, assistant manager of the export In get business which might hr secured arc potdepartment of the Columbia Graphophonc Co., The advertising department of the l?mersou New York, and connected withthis company Phonograph Co. noinonneedrecentlythatar- down by F. A. Ilosack, of the Burroughs Add- factorsin for the past twelve years, is now associated with rangements lead been completed whereby Emer- ing Machine Ca, asthetwo chief the depressed state of trade. Cia. Parker, of Mexico City, as manager of this son advertising featuring foreign lioignage roe- concern's Columbia department.Mr. Brown was ta0ls would appear in the leading newspapers in of 115 have been so spoiled by Ike high Inct texttwo nr thereone of the most popular members of the Co- Nrw York. Chicago. Phila- of prosperityin the following cities.. lumbia staff, and during his twelve years' asso- delphia.St.Louis,Detroit,Minneapolisand years," he states, "that we have forgotten how ciationwiththe company gained ato intimate Milwankee. Emerson jobbers and dealers are weused to work to get orders in the years that knowledgeofmerchandising whichcan un- planning in take full advantage of this campaign. we considered normal.We have no rightto doubtedly he used to advantage in his new post. rand thereis every reasonto believethatthis complain that the pnblic won't buy if we make advertising will proven arked stimulus to the n o real effort to sell and at the same time dis- In Mexico City 10, Brown will work in dose co-operation with Rafael Cabanas, who is gen- sole of Enteron foreign kowtow. records.The courage the pulolie with talk of hard times. eral manager of Cia. Parker, and who was for- advertising will be original and etlective. featur- 'Of emirs, the boom tinter have passed, and merly connected with the Columbia organization ing the many well.known artists who arere- whether theywcrcreally good or bad years cording for the Fulcrum foreign language rec-depends 011 tienet result of business after all for many years. ord library. the 'boom' has driedup. But, looking barb over ro period of Ira or twenty years, and com- TRANSFERRED TO NEW YORK paring the buying power of the average citizcio TO SELL RECORDS BY PHONE to -day with the money he had iu his pocket nr 11.J. O'Connor, formerly a member of the in the bank at any time doting that period, who sales staff of the Chicago branch of the Emer The talking machine department of the ?store- son Phonograph Co., has been transferred to th house -Sirloins Co, Columbus, O.. has opened a willsaythatthe opportunityto do business sales divisionatthe executive ofheesinNon large ontakal department wader the management to -day is less thanit was five or ten years ago? "Some peopleoreoutofwork,buteven York. For several weeks Mr. O'Connor has ofI..1.King and John Cross, the %'ietor and been working with the R. R. Curry Co., Detroit, Edison Imes being handled. among these there are good business prospects - peoplein this Mich., recently appointed Emerson jobber, giv The company plans selling records 01,(1. he The factisthatmost ofthe country have m money and property to -day 'ng this jobber's sales staff the benefit of his phone campaign along this lice i3sched- extensive Enrcrr.on ceps once. tlledto commence earlythis month. By pro- than they ever hail before, and there are enough viding this telephone service for elastomers itis of then, who want to spenditto make good expected that a large number of records will be business for all of us. if wwill make itattras cold. fivefor them to buy whatthey need." What More Can You Ask E.C.Sl ittnalsky has opened a Vietroln de- EDISON'S PHOTO IN SUIT All the featureihat go to make a talking partment athis store, 211 SouthFirststreet, machine Profitably Salable you willfind as Favorite Picture of Mrs. - Edison Is Issuein Cedar Rapids. In. regular equipment Copyright Action of Mag.!. "Built by -- Tone Specialists." FULTON (MODEL 35) Of the many thousandsofphotographsof Thomas A. Edison, one taken early in 1906 re- mains the favorite of Mrs. Edison. Because of Gee preference it has acquired a valve for beyond its intrinsic worth. Last weekitfiguredina suitinstitIttcalin the Federal Coon by Birch - Field & Co., for., to restrain the B. C. Forbes Publishing Co. and Berrie C. Forbes, of Engle scoot, N. J., from continuing to rise the photo graph in alleged violation of a copyright and the payment of SI was asked from the defendant, for every copy soul by 111011 or found intheir possession The plaintiff stated Oral it obtained sole rights to the photograph from Joseph Byron. of this ware M., n.e 1,97, Cw"e Our Price for San,. Now 515.00 city,In addition to the penalties already 'lieu Discounl..n yunlitle Boned, it asked the court to order the destruc- Complete descnoon ofallthese features is Phonoasephs and Aceessorios, Repair Parts for All Makes. tion of all copies of the picture and of all plat,. ho befoundinour handsomeillustrated Bost Stoat Needles of American of itin the possession of the defendants. catalog, which we should like to send you. Manufacture at 35c. per M. May we?Ask ustohellyou our plane Moan..." of ehr An. R....rd. and M.N.... Rolls. EXHIBIT AT FURNITURE SHOW for your leenefill I W. f., Dealer,' or., (COI ora,) The Michigan Phonograph Co., maker of the FULTON TALKING MACHINE CO. Lanzon line of phonographs, made a very im MAGNOLA TALKING MACHINE COMPANY aria C11111.I. Priu..11 253-255 Third Ave., New York Ciiy pressive display of its four new upright models and two console stylesatthe Grand Rapit'. m n viii :cans 1,rW.r.!:1".nr Ber,..an 20d, and 21.1 sever. TLANTOL. . Furnitatre Show. Arshcr IS, 1921 THE TALKING MACHINE. WORLD b7 TRADE NEWS IN BROOK- LYN AND LONG ISLAND V - - Conditions in This Territory Are Most Encour- aging-IntensiveSellingEffortsProducing Results-Ackerly's Latest Stunt-Warerooms C Continue to Be Improved-News of Interest T Adopting a Goal 0 THE advent ofthe Fall Season Hall - O gates every Victor dealerto devise ceraed i rails L ways and means of securing his full quota C0 rated A of sales. Loot has e A prepared plan arranged now will do idiom much to avoid hurried or inefficient efforts

Mons Idai xsw.e'l asat, 1st, incaring forthe Fall sales that are as- have been sold talking snub., and records sured Victor products. Uses Many unique Ideas J. W. Ackerly, exclusiveVictordealerin To this end we offer our services. Patchogue, L.I.,isperhaps Dileofthe most progressive Victor dealers on Long Island.He has long been noted for the many unique meth- ods he employs inselling Victrolas and Victor records in that territory.Doing the unusual is nothing new for Mr. Ackerly, as each month lie G .TWILLIAW CO.Me inaugurates a plan whichisentirelydifferent froin anything heretoformuscd. 217 DUFFIELD ST. - BROOKLYN NY His latest stuntiscertainly a winner. Re- cently he took in trade a second-hand upright pianoinexchangefora large Mac Victrola. Rather than take the upright piano and refinishlino in the center of the large reception Iby Ales. Williams and daughter, returned it and repairitto resell he placed the instru- whereitcanlie readily sten by allvisitor, home early this month, after attending the mi. ment in an open lot next to the railroad station, Attractive Edison Shop imal convention ofthe National Association of near the center of the town, where it could be Olinof the most attractive talking machineTalktogMachineJobbers,holdatColorado SC ell by thousands of passers-by each day.Ap- shops inBrooklynistheEdison phonograph Springs, Colo. A party. composed of Mr, and propriate signs were placed all over the piano,more, lora. at 20 Flail., ay. AlarshaIl Mrs. G. T. Williams. AD. and Mrs. Louis Boehm advertisingMr.Ackerly'sVictrolastore andBruesimm proprietorofthis excluenuesive Edison and children, and Ale. and Mrs. J.N. Blackman service,withtheresultthat'nattydesirableshop, is a well-known ham, in the talking ma- and son, made atrip to Yellowstone Park, fol- sales were closed from this unique bit of adver-chinetholeandisarealEdisonenthusiast. lowing which Me Williams family returned East, tising. Through his efficientefforts many Edison dia- the others proceeding to elm Coast. Jobber's Watertown, Redecorated monddiscs havebentplaced in Brooklyn Sales for June Showed Gain The attractive reception rooms of the Ameri- homes and Inc has built up aextensive clientele. To Ie ableto showa decided increasein can Talking Machine Co., of Brooklyn, N. Y., allof whom are well pleasen d with the Edison businessfor June overthe s mouthlast have been undergoing athorough overhauling. phonographand EdisonRe -creations Sir. year is certainly commendableandae shows what New wall decorations have keen installed andBengt... attributet Me mccess 01 his exclusive anaggressivesellingcampaign eanPrnnhtcc. ingeneralthepleasing appearance ofthese store to the slogasloganwhich in prominently Beginning with Slay the Brooklyn hi sic House, quarters has been materially cithatiord.R. H.displayed in his warerooma -We give the cus- loc..It 8 Third avenue, Matigurated an extem campaign which netted it the above Morris,vice-presidentand generalmanager, tomer just alittle more in the way of service sive was so h pleased with the new Red Sealthan he asks for." results. A.R. Wolf, o of this establish- ment, stared that the largestwnr per recordclockintroduced bytheRetilef G T Williams Bade at Desk rage of this Merease came from sales that weremade directly Co. that he installed nineina promo' from recommendations by old cstomersu who had beenoldss ome time previously. This ronmany isIhe exclusive representative in Brooklyn for Starr phonographs mid Gettnett records, and during thelets,tarsithas bees doing business many of Matroments. an Writ StarrDian.,ha,:her'.placed NOW IS THE TIME Brooklyn homes. Artists' Visit Produces Sales The C. Ludwig taninanti Inc Co.'s phonograph FOR YOUR I.. artment, at1449 Broadway, takes advantage PREPARE very opportunity to capitalize on the visit AMERICAN NEEDS IN VICTOR MERCII xliumbia artistv to Brooklyn theatres.Re DIRE NOW. aly Aladin Snyder, manager of Illsdepart - was advised by the manager of alocal TALKING DEALERS CANNOT AFFORD TO tee that Ted Lewis and his jute band, pop.. WAIT TOO LONG IN PLACING ColimMiaartists,were bookedtoappear THEIR FALLORDERS. I, OH a certain Jay.Immediately Mr. Snyder arcJ several artistic window cards and sun RIGHT NOW 15 THE TIME. slumbia circular containing alistof Ted records toa select mailing list, acconi- THE LONGER YOU WAIT THE nd by aletter, telling each customer that CO LESS CHANCE YOU WILL HAVE I Lewis would appear ina Brooklyn theatre or, GETTING YOUR STOCK IN melta day.An attractive window display VI CTOaZ. installed and daring Ted Lewis' stay Mr.Dr FIRST-CLASS SHAPE.. reports that sales of Ted Lewis records a decided increase. well warranting the WE TRUST THE DEALERS WE ''al icier effort. SERVE WILL BE GUIDED AC- BROOKLYN CORDINGLY AND TAKE THIS TALKING MACHINE DEALERS MATTER UP AT ONCE WITH US. 68 THE TALKING MACHINE WORLD AUGV, I, 1921 -_=-_ Knight -Campbell Co. Holds Convention

Over Fifty Victor Dealers from Colorado and Neighboring StatesGather in Denver to Enjoy and Profit by Interesting Business Program-Several Victor Co. Executives Address the Meeting-Knight-CampbellCo. Provides Elaborate Entertainment Program for Visiting Retailers

and records afford every member of a family- litiova, Cow., August I.-The Knight -Campbell kg, Aud so there are all these things to which wholc..aler, took ads:image to appeal. how completely a Victrola and Victor records Music Co., Victor can satisfy every musical longing and how it Ihr conveonim huc °hawk "Most inilkilant 01 all in the appeal lo the chil- of the preseuce nl isto figureindollars the intrinsic Springs of a numloer of prominent Victor Cudreg, for there is uothing that will do loom for possibleit offieiai, as well as prominent jobbers from othei theretail business than this. Iwould suggest valueofthecheering andrefininginfluence rectimps of the country, to baId a guest conthan you retailers run occasionally a link chit. created in the honk, not for a day, but for a Get line names of children of lifetime, when the Victrola enters.If our sales vetition of its dealers from Wyoming, Colorado, drug's concert, Northern New Mexico, Wolk. Kansas autl erlain ages, send diem a little card and person - people arc not euthusiastie about the actual aced for a for a Victrola in every home, then they cannot part of Nebraska, over fifty retailers acceptingallyinvite ihem dorm some witerauon Victrola concert,Serve a little candy to themand will not meet with the degree of success that lie company's isiviiation. believe should be replaced by Au interesting two.day program bad been ar and they will go honk and talk inure shoot Mat they should, and I and do more good thao all the advertising in the others who do. ranged for the occasion cruder the direction of for A. Frye. sales malinger Or the company. with world. Perhaps you could getprospects "As a part of a sales campaign I believe weekly J. To the children sales meetings area mighty good thing.Talk C. Comphell giving general supervisionto Vicirolas by knifing a coolest. C. between certaio ages who bring in live skims of things over withthe sales people. Tell them lie affair,The dealers were welcomed on 1 after...As of Thursday, Juls I1,.lny R. A Itryant,Victrola prospects could be give. Ike ice cream what mark has been sun for the coining mouth's business, bow far you are behind or ahead of manager of the wholesale \lour department ofsodas." the [muttony, who evplained the object of the D. N. Audi eves, of 'rhos. Cusack Co., who next your schedole for the month, and if ahead set a new mark to reach for the mouth.Talk over motion. spoke on "Ouldoor Advertising," sour followed llorace W. 11'ilcos, adverlisiog couuselor utby J. M. Spam, katiager 01 the talkingIlmthirue any sales lost or hard sales won, the advertis- Ike Koight.Canitilit11 to, spoke firstnt Thor, department of the American I,nroiture Co., ofing, sic. Denver, whose address was so "Organizing ''Lct each sales person know that he or she is day's session.Ile dwell on "Fighting for Ills) ratallyimportant to the success of your sales tick" and said ni pain Saks lampiogu."Inc saidIN Part Dare Now, Says Wilcox Spain's lived Analysis iampaign. Whenthe salesforcehasbeen he lone Ins pusstd when we can employ a'wooled 001,then start outour nun inunsilied "When 1111,111

THE RECOGNIZED SECOY AUTOMATIC STOP STANDARD If a man write a better book, preach a better sermon, or make a better mousetrap than his neighbour, though he build his house in the wood, the world will make a beaten path to his door-EMERSON. Never in the history of the phonograph business has the truth of this adage been demonstrated so conclusively as in the recent demand for the Secoy automatic stop. A mechanical device of any kind is no better than its actual performance in the hands of a customer. 300,000 Secoy automatic stops are in service at the present time.Dealers are demanding a reliable automatic stop, and in a great many cases they are specifying the Secoy stop, as it is a clinching sales argument, Write Us Today for Further Particulars THE SECOY COMPANY, PIQUA, OHIO Ani.esr 13, 1921 THE TALKING MACHINE WORLD 69 KNIGHTCAMPBELL CO. HOLDS CONVENTION-(Continued from page 68) he can make each day.S«,d, to send out a korrnal, hot we know you feel they arc not nor machine businesi pet hapsa more ellective short letter thatis properly filledinfor each nsal, and that the Fall will sec inatcruil itilprovi Manlier than to ,y other business.The ex. individualitis to be mailed to and signed withmcots in the business situation.So Isay that pretence of ismity successful Intainess lions« is to and ink.The purpose of the letter is three. now is the lime for the dealer and the whole-that IcIters Sent not the latter manner arc tut.First. to cc interest in owning a Vic. saler to work together. Itis our policy to have well worth the additional expense.Any dealers irola. Second, bring sent two or three days an absolutely unselfish attitude toward the dealer.desiring comple, details coveri, a clIcctive ahead of the salesman,it gives atitan and his\Viten one of our representatives calls upon you, circularization natal, can obtain necessary in- wife an opportunity to talk over the question ofwe do not want you to give hint all order nide, formation upOti buying a Victrola and resultsin the salesmanyou feel so inclined.If he does not benefit you $75,000 and Circularising having a muds larger percentage of satisfactory in SWIM way hisvisit has been afailure. We -Also, circularization is valuable in stimulating interviews.'Third, the letter advising that your wanttoproveconclusivelytoyouthatthis record business. I had the pleasure of calling Mr. Brown, or whatever his name may be, will establishment is for all dealers, to help thent in upon a firm in I., Angeles whose record busi- call, puts hint on a different plane from the ordi- any wop possible. ness rear $75,0011 per annum es compared with nary canvasser with the parties called on. "We endeavor to get various ideas from the10,010 in instruments.Their whole sweets war "There are ma, other ways of securing pros. different parts ofthe country, assi iii ilate then. due to clever and enniprelt,isive cir,taria anon peels whichIwill 1101 taketipatthistime and then pass teem along to you retailers.We methods. They send letters to «stonier. con- Storm., up,Ibelieve that in the organicntionhave sent you a great malty letters in the past stantly, whether active or tiot active.These arc of our salts campaigns we should give properand will continue doingto. We tryto keep not multigraphed, hot written oil the typewriter consideration to sales forces, to store equipment, out ofoneWril1111 to you anythingand signed with pen and ink, ,d atwo.cent to advertising, including show windows, to sees.. Mat isat all of a nature that would not be ofsta., is need for mailing. ire, and while I haveii..,olie into any detail sonic benefit. "Now in additiontocirenlariratton,th, on this most import,: Iiithe sales cant- "After all, the sales end of your business can comes the all-important subject of CilIVASSillg

Hrocp of Dealers in Front of KnfghtCampbell Co. Headquarters, Denver paten, yet I do belie, that through proper serv- briefly be slimmed up into three parts -advt.,-'Ihat is something that alert business bosses ar ice, rendered in the right way, many prospectsMg, ciroclarization and canvassing. And Ient dome today all over the country. The 11011< can be secured from our customers, and diflerent phasize this statement, that unless you.are doing have an outside department find that th ways and means of going after business will beall three yon cannot cope with present business niajority of their husincss is coming from that ',aurae, which proves its est,. We are preoarei opened up." conditions Paid Whiteman was thru called on for a few "Now, in addition to the Victor Co.'s adver- to enter into the matter of mapping out a can remarks, in the course of which he related thetising we have obtained an advertising counselor, vassing campaign and can upon shortnotice experience of himself and the Whiteman Orches- Ii. W. Wilcox, and any dealer who desireshis supply outside men firstrecordingsat services can have Them at no expense. "Ill conchtsion I wish to emphasize that Vic tra when they made their greate 'Circularizationisa vcry necessary part of tordealers have attheir command a Camden, and in which he also touched on the more abundant sup severe tests, criticisms, etc.. which are made byyour work.It means a great dcal to be in con- soorce of information and a itis tact with the public in a more personal way than ply of dealer helps than is offered to any elan the Victor Co. on each recording before or gr,,, of mot in any business. No View released as satisfactory. is possible throughewspapers. ea:.- Frye's Pertinent Comment "Circularization can hr applied to the talking J. A. Frye, sales manager of the Victor whole- sale department of Knight -Campbell, clo-cil the 'Thursday afternoon session with a i. mission on benefits to he derived ft.... vention and the policies which will pr.., - cer', able to retail merchants during the rest of 1921. EIGHT FAMOUS Ile said in part: "One of the big benefits which always accrue, from conventionsisthecontact between the VICTOR ARTISTS dealerin Cheyenne and the dealerin Casper, In Concert and Entertainmeni Las Vegas, N. M., and other sections.It cer- Personal Appearance of tainly is interesting as well as beneficial to know 'PIUKKAY the other fellow's viewpoint.The present is a Eight Popular Victor time for all dealers to broaden their experiences Favorites on One Program and knowledge at every opportunity in order to A live attraction for lire dcaters and jobber, make their business and the Victor business con- tinue to increase and expand as it has in the Bookings non for season 11121-1022 Sample program and paniculars upon request past twenty years. "And to sum up that direct contact with Vic- P. W. SIMON, Manager tor officials, with other able speakerscovering I sin lireedwev New York. Cln a variety of subjects, all relating to theVictor business, with the meeting with other dealers and getting their viewpoint, and again the contact ALBEIT with your wholesaler, these are °Wet. obviously . beneficial to attain, and will fully materialize at this our first convention of dealers. Need of Close Co-operation "I do want to say thatifthere ever was , lime in the history of your business whenthe, 4 should be close co-operation between thewholt itis now.At no period valer and the dealer FR -AB IC CR-0.TO( 1,010.0E- SILVER. during the past fourteen years has businessfaced the condition itis facing nosy-a condition re of tactics usedin Frirrnlilei no -hiding FRANK H quiring a complete reversal Kflftf" MEYERS the past and getting down to a real sellinghas,. Campbell & Burr -lerhog Tno . Peerless Quartet Many people are inclined to call presenttimes lry THE TALKING MACHINE WORLD t15. 1'021

Push the Fibre NeedleIt Builds Your Business

HALL` FIBRE NEEDLES T' 4!. V.S. PATENT ... T d At ..k One Reason

why talking machine records areselling so well at a time when many otherarticles of merchandise are going through a periodof depression is because- HALL FIBRE NEEDLES have made sound reproduction an unceasing pleasure to the ear and have caused talking machine owners to takepride in building up compre- hensive record libraries. HALL FIBRE NEEDLES stand for all that is permanent and satisfying in sound reproduction.

HALL MANUFACTURING CO. 33-35 W. Kinzie St., Chicago, Ill. AtX+XSx1Z,XN,N, 71 . IS, 1421 THE TALKING MACHINE WORLD KNIGHTCAMPBELL CO. HOLDS CONVENTION-(Continued from page 69) dealer has any problem upon which he cannot sure to presentitill,the publicn such a way Si. winch wern ,iii display in Inct Knight-Cautp rsadily secure intelligent advice. will he keeping with thelineitself.Yon .11 le ...ter, endthem repaired to a neigh - "ft is our experience that the receptive dealer,point out tone the dealer who is giving proper liornie park for the usual group photograph. the one who is looking foe suggestions and read- presentation to the Victor line, and Iwill show Those in Attendance ily receives them, is, with few exceptions, a very von one who is really cashing in and making a Ai.. Mose who attended the Knight -Camp, successful dealer." profit on the line.I have taken pains to analyzehell Dealer COIIMIli011 were: In the evening the visiting dealers, togetherthis, and this dealer has a decided advantage nrcr Mr. and Mrs. J. M. Spain, Mr. and Mrs. J.I. with several jobbers. were entertained at a ban -his competitor and lie is really cashing M." Cce,Ale and Mrs. GroverMullikeii, Mr. and goer atLakeside Pack,a popular localresort, Macdonald Revecwa Conditions PiesV. Traylor, Ili, Blanche Schierl., Miss where Paul Whiteman and his orchestra fur- The next speaker was J. S. Macdonald, sales Marie Rupp, Amerisair Furniture Co., Denver, nished the music to a crowd of ovsr 3,500 people, manager of theVictorCo.. who delivered a Cnl.; Mr. arid All, H. C. Woodley. Me C. who had paid ductile the usual admission pricemost interesting address, is the coarse of whichShaw, Paulson Music Co., Deaver, Cnl.;Mrs, the purpose of'searing,and dancingto, he reviewed the general business sitnation from A. J. Boot, A.J.Boot. Jr..Boot MusicCo.. for Denver, Col.; Ale arid Mrs, A. \y. Mason, Y. N. the musicofthisfamous organization. The the sersidpoim of the Victor wtrade, and cam.- entertaininent proved a decided success and was sizedparticularlythe necessity of greaterel- Weidensaul. Walter McNair, Miss Merle Marsh, greatly enjoyed by the visiting dealers. fort oo thepartoftheretailerto keep the Miss Stella Flannigan, Hardels A Fisher Stores The Session on Friday business moving along atits normal healthyCo., Denver. Col.; Chas. E. Wells, R. E. Thump - The Friday morning session was particularly pare. lieparticularly impressedtheretailers son, R. B.Wells,hlr. and Mrs.J.B.Slurries, important inasmuch asit was attended by five with thenecessityof providing a proper physi- Afrs. K. Young, Mrs. Limy Brandicon. Walter of the prominent Victor Co. execotives. includ-cal setting intheir stores for the display and Otto, L.P Tor., Miss Eninia Rapp, Chas. E. ing Ralph L. Freeman, director of the Viet. sale of Victor product, and declared that with Wells Milne Cu., Denver, Col.;Ale, and Alm. tbe CNiwitdillsre of real effortIlse dealer had in E.E. Gant.SliceGertrode Sharp,Miss Lela Co. This session Waa opened with an address by H. A. Beach, of the Unit Construction Co.. the Vietor lire a product of dominating quality.Marlowe, Sharp Murk Co.,' Denver. Col.; Mr. and Mrs. If. W. Sanders, Ale and Mrs. P. R who explained in detail the various equipments Delano Speaks on Increasing Record Sales il- The next spertkcr seas F. A. Delano, head ofFlanigan, Mr. and Mrs. John C. Kraus. Mr. and supplied by his company for Victor dealers, Mrs. Lester Pratt, W. L. Bobo, A Durso, T. lustrating a umsiber of them with stereopticon the Vice°, School of Salesmanship, who offered Terlinden. Miss Bessie Newton, bliss Catherine views which was most helpful and interesting. tothedealers sonic particularlyvaluable and practicalinformationregarding methodsforGeiger MissIliaDavis.Marge, Music Importance of Physical Equipment Denver. Cal.; G. A LIMAS, R. S. Johnson, bliss Mr. Beach said in part: "We have all passed selling an increased number of rords, particle- lardy those of the Red Sealtype.ec Ale Delano Ed. AL Byer, Larnan A Johnson, Denver, Col.; that stage where we have airy cause to fear the I, and Mrs. W. T. Marsh, Milton L. Lem, stability of the Victor industry.The drew upon his actual experience in describing Fieor snow of the selling hints, and gave to the deal- Marsh & Lev, Denver, Col.; Ale and Mrs. C. R. crucial test of the past three or lour months. and cis a fund of information that should prove ofBaker, Mr. and Mrs. R. A. Bryant, Mr. and Alm. the way Victor trades have stood by, is a suffi- IV. \V. Bradford, Mr. and Airs. J. A. Frye, Ale ciently clear demonstration of the solidityof tremendous value to them in developing greater record sales during the mouths to come. and Airs. C B Wells. Mr. and Mrs. T. P. Foote, the Victor to cause you to take fresh heart and Mr. and Mrs. Thomas Walker, Mr. aridMrs. My own Ernest John Discusses Advertising comrade for the bigger things ahead. Ernest John, advertising manager of the Vie. Denver Wood, Mr. and Mrs. Felix Beyer, Mr. personal estimation is that there will be a short- and Mrs. li. W. Norfolk, Knight -Campbell No- I do trot antici- for Co., then addressed the dealers, and after age of Victor products this Fall. onan,ng what advertising was designed to ac. tieCo.,DsliVef,Col.; Geo. C. Wilson, C. 0. pate the mad scramble of the past few years. coniplisli and what itdid accomplish, pointed Bolton, Geo. P. Hopkins, Miss Al. P. VanDru. hot you will have a demand open up which will bliss Grace Hunter, Miss Flora Stewart, Edward Yon should take notice and be Oilsthe manner in which the retailers and in tax the factory. dividuals could, and should,plantheir adver- Bute Walter Lewis. Knight -Campbell Music reasonably well prepared. Using in order to co-operate fully with thena. Co, Denver, Col.; Mr. and Airs. Ceo. T. Meloy, "The dealer or the jobber who does not look timid campaign of the Victor Co.He erupha- Fort Lupton, Col.; Alr. aird Airs. Leo M. limp- War into the Wore and prepare well with Co s,ed particularly the fact that the average dealer ...S. Wray. COL: Mr. and Mrs. Philip Kellerman. organization that will work for the further de- wstd find it a real task to endeavor to measureEnight-Campbell Music Co.. Greeley. Col.; H. C. velopment of the business is not going is nicas up his own advertising appropriation wish hisKlei. Klein Monk Co., Cheyenne, Wyo.; 5.D. ore up and keep the pace, VictorCo.'s advertising Hay, Hay's Pharmacy, Otis, Col.: James absolutely necessary. proeata share of elm "Physical equipment is appropriation. O'Grady. Polzin Film., Co, Rapid City, S.D.: Any workman has to have tools in order to ac- E. J. Dingley and Ray Bill Speak D. Z. Phillips, Carl Miller, D. Z. Phillips 11103iC complish anything.A good mechanic without Next in line was E. J. Dingle, assistant sales Co..Pueblo,Col.: Joseph Adamek, La Junta tools is badly handicapped.Those two things. manager of the Victor Co., who made abrief Music & Jewelry Co., I.a Junta, Cot.; 1. J. Davin, organisation and equipment, go hand in hand, address and was followed by Raymond Bill, ReinckeEllis Co.,Chicago; 11. R. Daniels, ft is A. as one is just as important as the other. associate editor of The Talking Machine WorldDaniels & Rogers, Douglas, Wyo.; Curtis largely that mason, and. in fact, almost wholly, And The Music Trade Review, who summarisedWessel. New York:L. V. Anthony. Brush Hard. that induced me to take op the work I am in for the dealers a survey of the huSiliCSS situation ware. Furniture & Supply Co., Brush, Col.; C. K. Co.,Cleveland;A. today. made bythosepublications.andpointed out Bennett,Eclipsehinsical ..Your sales talks areallbased on the lessons regarding selling methods that cosild Dietrich.Fuller Drug Co.,blonde Vista, Col.; Can you talk this without good equipment?II is be dedneted as a result of that survey. He parJ. Donahoe. R. G. Hoffman, KnightCampbell not reasonable to suppose you will carry weight timilarly urged that dealers take lull advantage Music Co., Cheyenne, \ Vyo.; B. R. Wilson, Ray- suggestions mond Rill, Talking Machine World. New York; istyour community unless every end of your ofthepracticalbusiness -building business is balanced.Carry out the Victor pro- offered them by manufaetorers and wholesalers.A. D. Boone. Talking Machine Co., Birmingham, Vast slims arc being expended to put `Militant Merchandising Ala; C F. Titman, Denver, Col.; Harry FL gram. Mitchell. Knight -Campbell Music Co.,Pueblo, the Victor lineoh she highest possible plane. Following Mr. Bill, J. J. Davin, of the Reincke- Frankly, now, are you doing your share. and byEllis Co., read a timely treatise on business con-Col.; E. II. Kimbrel, Kimbrel Music Co., Greeley, interests? ditions which had been prepared by 3. J. Rock.Col.; Mr. and Mrs. A. Davega, Knickerbocker T. so dOing. Protecting your own M. Co., New York: NH. and Mrs. A. V. Side's, "Tine point that occurred to me in connection well,advertising counselor of Chicago. This full in another Part of (hisStift; Meisic Co. Loveland. Col.; hf r. and Mrs. with the need of equipping in the proper way paper is printed in L. A. Baugh. Garden City. Kan.; A. R. Mitchell. feelitis not Thefinal speaker was isthis: So many are inclined to issue of The World. Curtis A. \Vessel. sill° talked on merchandising Fghers, Canon City, Col.; Miss Cora necessaryto hare up-to-date equipment when Burk, Miss Lois Oshorne, Chlanda-Harris Fur- thiswell- New Victrolas Inspected handlingVictormerchandise-that thedealers niture Co., Longmont, Col.; R. Zimmerman, known product will sell itself in any surround- Following thebusinesssession inspected samples of the new Vietrolas 300 and Johnson, Peerless Phono. Shop, Colorado Spring, ings. The better known the line, the more neees. Col.; James it..Allison.Allison Bros., Walser, burg,Col.:Mr. a. Mrs.J. Cams,Harris Douglas Furnitstre Co, Boulder, Col.; Mrs. B. We Back the Dealer WhoBacks the Victor F. Klein, Klein & Morgan, Kimball, Neb.; Mrs. F. W. Harden. Alexander., Drug & Jewelry Co. Salida. Col.: Miss Marion Kingsbury, Kingsbury biotic Co. Leadvilte, Cot; D. Allen, R. Shrews- bury. Knight -CampbellMusic Co.,Colorado Springs. Col.: G. E. Richter, Richter Musk Co.. Casper, Wyo ;J. S. McDonald. sales manager, F. A. Delano. director Victor School of Sales- manship; Mr. and Mrs. R. L. Freeman, director distribution; Ernest John. advertising manager; F.J.Dingley,as salesmanager; Miss KNIGHT.CAMPBELL MUSIC CO Hattie Owen. oftheeducationaldepartment, 1600 Wynkoop Sweet. Victor Talking Machine Co., Camden. N. J. 72 THE TALKING MACHINE WORLD Aircusr is, 1921

fror,aum1111111111111 umlliumnin

CONSIDER YOUR DISTRIBUTOR'S STANDING Mr. Victor Dealer

You cannot.ii fordto overlookthe standing oftheVictor Distributor you selectas your main source of supply. Your distributor looks you up in Dun or Bradstreet to determine your credit standing.Ile wants to know your reputation for keeping promises and meeting obligations, and you arc generally served and supportedaccordingly.\'hynotinvestigateyour distributor's standing? Your source of supply must lw dependable under all conditions. Choose'ourVictorDistributorasyou would your doctor or lawyer.1"he best is none too good in critical times. You may need financial help or advice during a business depression. You have recently learned the need of a dependable supply during a great shortage. Experience and reputation are all important.In our 23 years' experience use have seen manufacturers, wholesalers and dealers come and go. The failures do not usually suffer alone. Do not be the victim of an alliance with a weak manufacturer or wholesaler.Profit by the experience of others. The Victor Co. and its product arc supreme. Recent events pay tribute to that fact. You should now weigh carefully the standing of Victor Dis- tributors and make your choice accordingly. Consider Blackman's E:- 23 years' experience, reputation, financial standing, preparedness and, above all, dependability. They are all at your service, NIr. Victor Dealer. Can you afford to overlook the opportunity? Take this seriously and interview us at our new address. You will be convinced of your need of the combination-the Victor and Blackman. Ask a Blackman Dealer-he knows.

TALKING MACHINE CO. 28-30 W. 23RD ST. NEW YORK N.Y. VICTOR WHOLESALE DISTRIBUTORS

1 1 11 111111 1 AUGUST IS, 1921 THE TALKING MACHINE WORLD 73

Hulda Lashanska's sweetsoprano in "Mighty Lak' a Rose" isa voice Americans love in America's most popular lullaby. Stock up with' this record for splendid sales.Columbia 77989. Columbia Grapbophooe Co. NEW YORK

SAN FRANCISCO TRADE REPORTS A SLIGHT IMPROVEMENT company is featuring with good success the new William and Mary StyleI_ Burnhaachin Activity, However, is Much Below Normal-Wurlitzer Buys Mauzy Interests-Victor Artists to This style seems to be the most popum larm of the Visit Coast-Columbia Branch Managers in Conference-Period Models in Favor-Other News period models.Mr. Abrams has given the ex- clusive selling rights of °kelt records to a num- SAN EPA, 154.1),CAL., Anna 1-Sonic of theSan Francisco supervisor.To take care of pri. ber of new dealers in northern California rc. San Francisco talking machine dealers report a sate business interests MeManey will cently and good sales are reported. slight improvement in business the last week or au office in the Phelan Building of San Francisco. New Sonora Agency so, but on the whole the activity is much below Eight Victor Artists to Visit Coast The Sonora agency has been placedinthe rmal.The merchants,. realizing that atthis I'. W. Simon, representing the Fight FamonsWesley Webster mask store on Fillmore street limeitisuseless to expect the people to buy Victor Artists, has just been ii San Francisco San Francisco.Fl. C. Hansom. on Powell street, liberally, have cut down on advertising in many makiug preliminary arrangements fora series ofand the City ofParis, also carry Sonora ma- instances and arc simply marking time. Over- star concerts which will be held liensFall and chines now. head expenses have been reduced as much as Winter. The concerts willbe sponsored by News Of the Vautionists possible by the average dealer, anditisnot Sherman, Clay & Co. and others who handle BillyMorton, manager of theretailVictor likely that many will encounter serious financial Victor merchandise on the Coast. On his returndepartment of Sherman, Clay & Co., has re- embarrassment by reason of the dull Summer.East Mr. Simon attended the Victor Jobbers'turned from avacation spent on the Russian Tice season's deniand for small machines, espe- Convention at Colorado Suing'. River and in an ark nearF.kallesinhfarin cially the portable types. has been fairly good, Blue Front Shops Are Popular County. and the call for dance records is holding up well. Blue front shops seem to be making a hit on George Hughes, of the Wiley B. Allen Co., has A few concerns have been able to stimulate busi- the Coast.Several new ones have been opened returnedfronthis annualfishingtriptothe ness somewhat by price reductions, lint the ma- innorthern California recently and there are Klamath River in Oregon. jority bolds that price -cutting is no solution to now threebluefrontestablishmentsinSan F.I'.Corcoran, manager oftheWileyB. the problem.The market issleeping foxthe Francisco-the Remick Song Shop. the Harmony in San Fran- tune being and itwill take a decided revival ofSkop and the W. W. Elkins Shop. cisco, is spending his Sununu vacation at Mill commercial and industrial activity to make things Columbia Branch Managers Confer Creek Canyon with his family. hum again. L. C. Ackley, San Francisco manager for the NI. A. Fox, formerly with the Bergstrom Mu- Wurlitzer Co. Takes Over Mangy Stores Cohimbia Graphophone Co, has returned front sic Co Honolulu, has joined the San Francisco The most important business change inthe a business trip to Los Angeles, where he held a ales force of the Wiley B. Allen Co. San Francisco music trade for a long time is the C011ifItlICO with the Los Angeles manager, \V. F. H. A. Beach, vice-president of the Unit Con purchasing of the Byron Maury music interestsStidlion and W. H. Lawton, the Seattle man- truction Co., of Philadelphia. manufacturer of here by the Rudolph Wurlitzer Co.The trans- ager. Mr.Ackleywas accompanied onthe the Union system of record booths, has been fer was made on July 10 and includes the saleSouthern trip by hiswife andB.F. Church, isiting the Coast cities.He has made severe of both the San Francisco and Oakland estab-manager of the San Francisco Dictaphone de- ',attaininstallationsinsouthernCalifornia lishments.Charles Malley, son of Byron, haspartment. Plans are maturing for some new ecently. been retained as manager of the newly organized and novel co-operative advertising by the Cali- P. T. Clay, president of Sherman, Clay & Co., concern but Byron Nancy will retire from active fornia Columhia dealers.Community advertis- taking avacationat Lake Tahoe withhis family.stocking up energy for a veal cam business here.He will, however, itis reported, ing has proved a good success in the past and au ne; represent theiVulitzer Co. and othermusic itwill no doubt do much to revive interest in interests on a trip which he will shortly make to talking machine merchandise this Fall. the Orient. Horace M. Hull, manager for the Aeolian Co Mr. hfauxy has been in thy music business in of San Francisco on the Pacific Coast, is making San Franciscoforthirty-eight years, hisfirst a business trip to Portland and the Northwest. U. S. Player store being located at 107 Post street.He has Otto Roth., of the wholesale Victor depart arned fame as a piano manufacturer as well asment of Sherman, Clay SiCo.,is back frons merchant, being the maker of the Mau, Gold vacation spent in Lake County.His place die Rolls Medal bungalow style piano.The best knowning his absence was taken by R. E. Kane, of ones handled at present by the company are thethe Sherman, Clay Co. traveling sales force. At Your Own Price Chickering piano, the Ainpico and theVictor Mr. Kane says the new Victor record, "I'll Keep alking machine lines.NI r. Maury is a member On Loving You," is going well here. We are confining our of numerous local and national business organ - Featuring Period Models business strictlyto cations and is a member of several well-known J. M. Abrams, general manager of the photo At one time he served as a graph division of Kohler & Chase, says that th Talking Machine lobs and lodges. Accessories and have several thousand rolls SPHONOGRAPH CASES to sellat auction by Reinforced 3 -ply Veneer mail. Will gladly send you a list of numbers The Standard Case for Talk- on hand.Mahe your ing Machines and Records bid. Let usfigure on yourrequirements MADE Br' WALTER S. GRAYCO. PLYWOOD CORPORATION, Goldsboro, N. C. Mills in Va., N. C. .nd S. C. 942 Market Street. San Francisco 74 THE TALKING MACHINE WORLD Atimiss IS, 1921

SIIERMAN, CLAY & CO.'S ARTISTIC VICTOR DEPARTMENT SONORA REPLACES CHOIR SAN 15,0,1 Al., August 5 1110 Victor dr 'there arc hiallecn demonstration room, inHow H. D. Stem: Delighted the Worshiper. at nartincat of Sherman, Clay & of this city, Ills Victor ileparhurtn, which occapies the em the First Methodist Church of Norwalk, 0. is one of the show places of thel'atific Coast tirethird Door of the Shernmig.Clay talking machine trade, and itis hurl up irs and lice accompanying ilInstration will give some II. D. Stentr, Sonora dealer of Norwalk, 0., way Thatlia. won the ralluomssilicominenclai idea of the attractiveness of tins department.li is receiving many congratulations on the slime, of aspecial musical service which he rectally arranged intheFirsthletitodist Church. that eity.De estahlished a precedeot in using a babs. grand Sonora phonograph as a substitute for the regularchair. theminister cedthe singer or in. romrotal number Sc theannounrecord svas out on the Sonora.The voice on the record ailed the church and delighted those who were in attendance Thissetsan example which dealers might unlatr throughoutthecountry. Thereare thousands of small churches with poor choirs and wheezy organs that might he replaced by a guoil talking machine and a selection of records made that would be far prcferohlr to the hers

IRIS I'l- Ill ION IN Ii.tISKRUP.rcv Lyr.phoneCo. of America Brings Action Against Newton -Elting, Inc., for Indebtedness

I lo,rrorr, N. I., :Most 5.-The 1.yranhont Co. ..1 .nieriea, Newark, N. 1., has filed a bankruptcy petition in the United States District Court at View of Sherman, Clay & Co.'s Victor Department Trenton againstNewton -Elting,Inc.,ofthis Ham of macesand haik visitorsIlseiv iiiiish, .1 in1...1,1 oi limiter. adaptatian city.The petitioner claims that the defendant &Mil of l the tumid...pis and tannin.., oirin in illirFrench period, and a is indebted to n to the amount of $2,777, which accord *still Victor prestige and renown, tail the ttttt111. ..11. 1V. .00r o r kir toir dto all visitors cif raid to be it balance on nn open book accomit. 7s taellillea allure& tuirosis of ibis departmentur. Lie dm. . reel. 111011gb they may he only 'he Trenton concern deals in phonograph rec- tmsortetssell in the indopley ords, while the Newark company inaniefactores nod distributer phonograph rocor ds II, SHERMAN l'OWLER IN I SI III II -,t1t1 tli1111, ino. making lie, liemliniartcrs ii,..14,1,w...A II ow.here.Nli.1;liseler, who NEW DEPARTMENT MANAGER 1.1 iiiiiit Sins , I .kueust II. Slictinai, with 11111. lit 1,11. .11,111111thr, visiod the 40111iee. Ihr tempos. and 11111111411. whose POOR 1113,111111 .f tolia Aliddletem, 1Villiant Snyder is cow in charge of the Victor '110 Drams Caw Tr., i lion brro inretiog deal, a .01.1 ir,I sea IegreatPleas' department of ILI. Patter. Limn, 0.He is well

ettli MIAMI ISM. and which has beenie. nre 1 thesonessItich c has helped te, sake qualified lo 611 his new post and is preparing ocelot for the Coltonlia by Barham Hamel. is famous law....lied OOr rcrling .mks plant re. M. sinning Fall.

VICTROLA DISPLAY STANDS NOW IS THE TIME TO Show up the mnchine so itsells. Occupysmall IMPROVE YOUR SERVICE space-Lightandcon enient. And increase your sales by using Ogden's Patented A detachable Top makes cc it a Utility Table or Serv- MODERN STORE EQUIPMENT ice Stand for Booths and Corners. Finishes to RECORD CABINETS TO FIT YOUR REQUIREMENTS matchVictrolas-En- ameled to match Booths A FILING SYSTEM WHICH DELIVERS THE GOODS and Interiors. PRIVATE SALESROOMS WHICH "SELL" A Better DisplaySells the Victrola andit sells at n 'profitwiththe OGDEN'S COMPLETE Victrola for Home end Camp. MODERN STORE Ships "Knock Down" 2 in afiber mailing case, Costslessthancarpenterwork. weight 22 lbs., per pack. age of 2 complete -Orde r Everything ready for business the Samples from us and we day you get it-Sectional-Unpack will charge to your Job- and "Set It up Yourself." ber. Foa tacrnos Pisla KnocK DowN Send us apencil Sketch of your 4?". - Store,Showingwhere you want Display Stands Record Racks, Customers' Counters Are Patented and Private Salesrooms, and we will quote you a delivery price on Sec- Solid Quer. Oak Net $3.60 Retails $S.00 or $6.00 Mahogany Finish Net $3.85 Retails $6.00 or $7.00 tional Equipment which you can installany evening and be Solid Mahogany Net $4.25 Retails $7.00 or $8.00 "Up to Date" next day. Utility Detachable Top .50 Mail them back the minute you see them ifyou are not pleased and the postage will be refunded.This Ogden Sectional Cabinet Co. is our GUARANTEE. Low price High quality. LYNCHBURG, VA. THE TALKING MACHINEWORLD 75

The The Golden - Golden Voiced Opporlunily Tenor

Read Enrico Caruso Then Act!

WIRE YOUR ORDERS TODAY Cash in NOW on the Universal Popularity of CARUSO I here is renewed demand for CARUSO records and if you help stimulate it you can profit greatly. FATE HAS BETTERED A GOOD OPPORTUNITY Just oft the press We find CARUSO'S untimely death makes necessary a premature sales -offer of a wonderful new wrapping envelope. carrying a 10x10 ROTOGRAVURE OF CARUSO ready for framing, a rich, striking likeness of the famous artist reproduced on the entire face of the envelope, and as a sales -promotion plan, you will find on the reverse side a list of records selected by CARUSO himself as his favorites.Furthermore, a little intimate story of Caruso helps stimulate in the reader a further desire to become acquainted with the world's greatest tenor. CARUSO STILL LIVES and if you rcali/c this fact and want to torn your wisdom into dollars. you can SELL MORE CARUSO RECORDS through the use of these artistic envelopes.

la rue for camples, Packed 115)0 to a case. Price $15.00 per thousand.Don't waste valuable time. your orders for as many thousand as you can use.Our fifteen years in business guarantee quality and satisfaction. LEWIS C. FRANK CORPORATION 1201 Dime Bank Building Detroit, Mich. THE TALKING MACHINE WORLD Aucust 15, 1921 76 = - - -

Van Veen No paper or Record Roars compo-boorcl are all wood used in their constr uct ion

Van Veen equipment for the phonograph trade is built by a serviceorganization whose effort is sole!), centered upon perfecting this product.Crude and slipshod material manufactured as a side line to fillin slack times cannot possibly compare with Van Veen equipment in quality, construction or efficiency. Von Veen equipment is built to maintain a reputation and sold to meet competition. VANVEEN ET9 COMPANY INC. 12 57i.dRS OF STUDY .1ND EX PE.RI !INCE IN Ill W.DING l'/.HAWING .III/SIC STORES 'TEARING RCOMS RECORD RACKS COUNTERS EXECUTIVE OFFICE SALES OFFICE 47.49 WEST 34th STREET 1711 CHESTNUT STREE I NEW YORK CITY PHILADELPHIA

Il 333 nap, ever, itis the portable model that is annexed by business Saturday.Tins stoic was discontinued I It 1111.III: F ICRAIENT IN CANTON, 0. thegrown-upsfortheirtemporary Simmer AugustI, leaving the Wilk Co. with only the Noith Market street store. Portable Phonograph. in Favor-Improvementhome," he declared. One more in partici.)ar here, the George Wilk Itis understood that a move is on foot to in Local Industries Helping Trade-Changing retail business from Ntarketstreet and Retail Comm-Miss Ramsdell to Return Co, has made a concentrated effort to educate divert the baying public through the niedinm of the develop the Cleveland avenue North business One retail music house, itis said, will Crones. Is, Angus, 4 anion talking machine daily press advertising that the portable talking district. machine is the only thing fur thevacationist. soon move into Cleveland avenue, and others dealers say the vacation tunsic prolikun has been arc expected to follow shortly.Three saw busi- solved by the portable phonograph."In some A series al advertisements brought this feature homes today two phonographs arc tonsil," a oftalking machiarmerchandising beforethe ness block, arc now in process of construction this swat. dealer said herethis week indismissing the ptildie, and as the reiilt there was a substantial Itis announced Mat Miss Helen Ramsdell, proposition."The cabinet model is imml by the to in .ales. family when they are in town. while the portable Dealers hew claimthatthe reason Incthe Government instructor in retail selling, will re- Wstniment will lie found in the children's play- interest inthis line of talking machines is thatturn to Canton in September and in collabora t,t nursery soups milCanton is in the midst of the lake district wherelion with the city board of education and retail room, whore they listen retail selling. tither suitable recordsAl vacation titer, how.hundreds of campers conic annually fromall merchants will conduct dosses in ris Itic Stale and nearby States. Retail music stores have been asked to enroll Withslight improvementis theindustrialbeginner clerks to be schooled in salesmanship. sitnation locally. inquiries (or talking machinesAl the conclusion of the course diplomas will he ASSOCIATED No. 70and other musical instillment, have been more given all those who are successful intheex-. (reorient the past ten days than inmany months. aminations. UNIVERSAL TONE ARM according M S. S. Van Fosses, head of the Van Fosses. Smiles' Piano Co.. Sonora if'tauter in The J. W. Green Co., Toledo, 0., prominent the Cantos. district."The past ten days have Victor dealer.isplanning extensive improve - brought a horde of prospective purchasers into em inits Victor department.When altera oarstore,despitethefactthat we have not ions arc completed. this company will have one uteri newspaper advertising for several weeks," f tire finest Victor departments in its section. said Mr. N'aii Fosses. "The only way I can ac- count for this strange change in conditions is Mr, Mr* ht r....?, thatthe haying public generallyis beginning e0: c::V7rrs's.:"Pi? to have MOTE confidence. and with the improve r.:....!..rismIt:;!fa:"". toe CO intent in the industrial situation they arc begin. Sly SEASONABLE CATALOGUE No. ring tolet go oftheir money.Permit:Illy, I 3.5 coot.I.,togBins. trollnos to colors Quality Construction predict a good Fall and Witmer trade, and there ofA rtlecinlFlea Unusually Good Tone No Blasting is every indication that the coining Fall season VInes. Gal'tnots.rlands. slung., Will be aprofitable one forIts(illOsi

PIT7Sel,Gis,Pa.. August 8.-Indications of the as furnished through the medium of the talking enormouspossibilities thatthewage.earners machine or phonograph. This is forciblyinpha. have in the way of Spending a portion of their sized by the sales of machines and records that earnings are reflected in the statement issued byare Inade by the various dealers in the, locali- the Pittsburgh Clamber of Commerce relative ies. tothewealthofPittsburghandAllegheny What Leading Talking Machine Men Say Comity. S.H.Nichol,. nagerofMe Pittsburgh 41111111010 For the year 1920 the daily payroll of the offices of the Columbmaia Graph... Co.. who workers in the sarious industrial establishments just rummer! (rant a business trip to W. ofAllegheny County amountedto$1.519,124, ginia,in a brieftalk with The World repre- for a total of 343,333 employes, whose daily pro- entative-,expressed himselfas satimedthat d...on was vain. at $917,556.This was at there would undoubtedly bea narked revival the rate of an average daily par per individual ofin business during the coming Fall.Ht stated 5624, an increast from SODS for the year previ-that there was every indication of this and rho, Price Reduced us. with busy mills and factories Mitre was bound The banner yearin Pittsburgh'sindustrial to be an upward trend in all lines of trade, aiie history was1920. Thetotalwealthatthe M this the talking machine dealers would poetic. ON county as of December 31, 1920, was $3,321,688,- pate. Syne INSTIOYMENT OP QUALITY h8.1.02. The percapita wealth intheenmity Thomas T. Evans, manager of the whole -al, was $2,710.67,an increase of5 per cent over Vietrola department of the C.C. Mellor be. the previous year.At the same time the per said: "SVe are preparing for what 1 believe will capita savings increased 146 per cent. or frombe a very brisk Fall season.Thefield,as I ...CAM WS 11E, 8236.57 in 1919 to $271.09 M 1920. viewit,is encouraging and this,coupled with No community inthe country has a better the revival M industry that is now on, leads me Semi -Permanent record for thrift.The savings deposits in theto the conclusion that there will bra real good banks andtrustcompaniestotaled$323,194,- season ahead for the hen and energetic Vint,,: 662.26 and the demand deposits were 5622,772,-dealer who will strive to take advantage ofall 251.98.The value of the manufactured output opportunities thatariseforthe promotionof in Allegheny County last year reached :he un- his business... NEEDLES precedented figure of $2,580,915,800, an iicrease George H. Rewbridge, manager of the whoh of a quarter of a billion over the war periodsale Victor department of the W. F. Frederic, The price of Sonora of 1918. Piano Co.,isanother one of the optimists in The foregoing figures are a source of keen the talking machine ranks here.He is antici Semi -Permanent satisfaction to the rank and fileof the talkingpating very satisfactory business this Fall and machine merchants of the Steel City and vicinity, says that the dealer who keeps in close touch Needles has been re- who seeinthe stupendous statistical array a with his jobber is bound to benefit thereby. duced to 10 cents for a sign that there is bound to be marked activity H. Milton managerofthe Sonora this coming Fall and Winter in the large indus- Phonograph Cv., of Pittsburgh, Sonora distrib- package of 5 needles. trial enterprises that have justly made Pittsburghutor, said: "We are satisfied that there will be famous and have made possible the slogan thata busy season ahead forthe Sonora dealers, This has been done in "Pittsburgh Promotes Progress.. judging from the reports that our road men are The Tide Has Surely Turned making_ We are co-operating very closely with accordance with the While thepast month has been one of un- our dealers andIfeel confident thatsales of satisfactory business conditions,asfarasthe Sonora phonographs this Fall will he very large. policy of the Sonora talking machine fraternityisconcerned, there While the past month has been off, to a certain Phonograph Company isan openexpression onallsides Mat the extent. 1 feel that better times are ahead:. llworst is over- and that the ..turn in theroad" Mapping Out Brunswick Plans that the dealers and the has been reached and that from now on there J. A. Scanlan, Jr. manager of the Pittsburgh will be a slow but steady increasein business. division of the BrunswiekIlalke.Collender Co, public may participate Steelmillsthat have been operating atless returned from a business trip to Cleveland, Chi- than 25 per cent of production have had a most cago and Atlantic City.Mr. Scanlanisbusy in the recently lowered deterrent effect on the large payroll.Mom. or. mapping out plans for an active Fall campaign costs of production. in other words. since August 1, there has been for the promotion of the Brunswick phonographs of the opinion a slight change Tor the better.Orders arc start-and Brunswick records.He is ing to come to the mills with more regularity That business can be secured by the Brinswid Carry Complete Stocks retailerif he willstart out afteritand hemp and thereis amarked feelingofconfidence Two new Brunswick dealers have been among the steel men.When the mills arc op- atit. added to thelist under the supervision of Mr. eratingatcapacity, not an uncommon thing Loud-- Medium - Soft here, there are all kinds of prosperity-it means Scanlan. They are:F. A. North & Co., Al. toot, Greensburg and Johnstown, and Harley largepayrolls and employment for thousands Price 10 cis. for package of 5 of men and the assurance that of the millions Howard, of Cameron, W. Va. Edison Tone Test in Pittsburgh Zone ofdollarsdistributed everytwo weeks a will gotothemerchants, A. A. Buehn, treasurer of the Buehn Phono- goodly percentage graph Co., Edison distributor, stated that plans andinthisclass thetalking machine dealers CAUTION: Beware the holding ofa also share as part recipients of these earnings- were bring mapped out for of similarly construct transmuted to spendings-that are used to makeseries of tone tests in the Pittsburgh cone this Tone tests, he said, as co glad the hearthstone in the shape of music from Fall and Winter. ed needles of inferior mon-o a talking machine and records. ducted by the Edison dealers have proven satisfactory and have resulted in increasing salts quality. I must he remembered that the mid towns territori are importantfac- of phonographs and records inthis and industrial conim 3333l icx (Conlinurd ms fall 791 tors when it comes tomusic, especM1M muss bonora Monograph New Jewel Automatic Stop Companr, Simplest and most effective automatic stop made. kVatch-like GEORGE E. BRIGHTSON in its accuracy, yet of the most substantialconstruction. No parts to get out of order.Can be installed in a moment on any make of phonograph.Set correctly and it always works. New York, 279 Broadway Cadbe set in a second. farad. Disselbuters, 154 West Whiting Street I. Stunt... A Cn., Toronto Chicago je,moNOARTsP I AVCUST 15. 1921 78 THE TALKING MACHINE WORLD

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The Last Word Make this your leading line for in Electric Scthe comingas on Phonograph Motors

The Electromophone Absolutely Silent

Adjustable to any voltage. Tone arm equipped with electrical stopping device, which operates in conjunction with the Electromop hone -Record stops automatically on last note- Never fails !!

The Sole Selling Rights of This Unique Meclumisin Are in the Hands of THE STERNO MANUFACTURING CO. LONDON, E. C., ENGLAND

PI111111111111111111111111111111111111111111111111111111111111111E11111111111111111111111111111g II I imiiiiiiimuninimmtnimmummiummimmiumnimmituimiumommimmomon r , 1021 THE TALKING MACHINE WORLD 79 - MRS BUSINESS IIDL DAS 'MOLD -

I( .1,,

.11.1 not to.t a e cuinplionofpr. bebvlicveil there i. that would l most Laos., o. I. dealers. E. J. Condon, one of dmhe 00 traveling salesmen, who is spend,' Simmer atPortland, Ore, rnigricd Ms pot. He intends, ie understood, to locate Ohthe PacificCoast. J.K. Nichol, of the lenelin Co.', road staffis spending his vacation at A11.051 Park, N. J. A Model Talking Machine Shop W. F. blcLay, the well-known Vickie dealer of Carnegie, l'a, has one of the model talking Scotford Model I Reproducer on Victor and Columbia machine shop* in western Pennsylvania. Twelve ffittaxellek Rucwls hat Puy. Tame ai My., Ben andexhibitionbooths ...lord Model I Roaradoeor I -V toe 'Mier -Smith l'nnoold to Doolor demonstration arcar- S/.10 Nkkoi,L7S Geld- So.COood 37.50 rangedinallattractive manner intilehl clay ...NM Modell Reenoiacoo .10.1.CCAlonbloC000tootton-Proaoid shop, six each side.Customers are notified to °color. ICAO SIMI Gold 0.50 -a molls Salt sad Se ss BARNHART gpoiit.agg SPINDLER by inail anon d some by telephone of the coining Quenti,y Noma 000llnon.Sn.00to CHICAGO of the new Victor records each mouth 0511 the YnastuillittOMPIhneitXtbentithl lir. few days of the month are very bury one,. highly conmlinnuted by hisassociatesiuthe UNICO INSTALLATIONS IN NEW YORK This department is waft efficiently supervised by Victor line on his handsome place of business. Sirs. McLay. A. R. Meyer Sojourning at Conneaut Lake The New York office of the Unit Construction Places Automobile in Service A. R. hleyer, the well-known secretary of theCo. report, considerable activity among metro- The Rosenbaum Co. hasplacedinservice Talking klachnee Dealers' Association of Pitts- politan dealers iiithe improving of their stra re - a large automobile delivery car for the role pier -burgh, ic speuffieg his vacation with his family room tquiponent. Ammo, recentinstallalions pose of quick delivery of talking machines andat Conneant Lakc, Pa. was that of the nvw Victor storeof Cool & records to customers.C. R. Parsons is man- Passing of Caruso Regretted on last sired, He a, Broadway, New ager of the talking machine department. Nee ofthe passing of Enrico Caruso, theYork. Thew warerooins arc said to lee am ong AeolianVocalion Treat for Public Holed Victor nttiot, came like a shock tothe the most altrattiVeinthe city and cousise of Daily concerts for the benefit of the crowdsVictor dealers knee, asnesw the pact week hadtwelve demonstrating rooms nod aComplete who throng the Jenkins Arcade are being givenhoc n most encouraging as to the ultimate recov- record department. The entire installation is in by the management of the Vocation Shop.An ery of the brilliant singer.Fred J. Drake, man- ivCoryfinish.A. Kahansky, ofthe East New Aeolian -Vocation is placed in operation with a egeroftheremitVictordepartmentofIlly York suction of Brooklyn, has also opened a Vocation record and this, in turn, is transmitted C. C. Mellor Co., arranged for a display of anew mare in the city line section of that bor- to tile hlagnavox.All of the latest recorils are photograph of Caruso with a fitting iiiscriplion, oughat 11411 libertyaveinie. attractive played and mute a treat is given to the throngs telling of his demist.inthe Mellor show win- t nico installation, also inivory, of six monis who pass through the Arcade, especially during dows. anti a complete record department hasbeen the noon hour.The Magnavox is placed imme- Ben Brown Appointed Manager made. diately above the entrance to the Vocation Shop Ilcn L. Brown has been appointed manager and gives perfect satisfaction as a reproducer. of the Pittsburgh leranch of the Sterling Roll & MAKING AN EXTENDED TRIP Trader Goes With the Pollock Co. Record Co.,with headquartersat434Fourth H. J. Trader, osic of the well-known staff of AVCIIIIC. Mr. Brown iswell known in talking Louts Unger, of the sake staff of the Withal, road men of the Buchn Phonograph Co, has machine circles. having been connected with the tone Steel Needle Co.. is making an ect,nd reset:liedto accept the post of manager of the Columbia Co,', offices inIndianapolis, Cincin-trip in the interest of Brilliantone ueedle e S. R. Pollock Co.. Inc., of Indiana, Pa.The nati and Louisville. has carried hint as far as the Pacific Coact company handles the Victor and Edison lines Unger is taking lip with the trade in the I and hlr. Trader has tile best wishes of a host In the end, the man who sells quality and serv- number of cities which he has visiled the of friends in his new post.He will he succeededice probably has a lower selling expense titan of Fall requirements for Brilliantone needles awl atthe Beebe Co. by Thomas Dillon, who isthe man who sells only the prim idea.His ens- is optimistic over the prospects of a good Fall well known intalking machine circles. tomer. hey.aite his best a.k. . salesmen. business. W. F. Frederick on Pacific Trip W. F. Frederick, the well-known head of the W. F.FrederickPiano Co.,isspell, I r the month of August on atripto points, a trip Celli. to Alaska and a II jonneey via the Canadian Rockies. Hold Annual Outing RELIABILITY TheLenience & SchoenbergerCo., Victor, Edison and Columbia Grafonola dealers,held Reliability is one of the important factors which their annualoutingatthePeelfarm, 110,11 Pittsburgh, on Saturday, jetty 9.The firm clowd cause satisfaction.The reliability of Victor merchan- itsplaceofbusinesstheentireday. Over dise cannot bechallenged.For years products bearing nunhundred per attended the outing. Jacob Schoenberger,sons president of the contemn>, the Victor Trade Mark have been known as reliable isspending the month of August withMrs Itisthis reliability which has increased Schoenberger in Canada on a vacationouting. products. C.L.Hamilton. sccroary-treasurerofthe Victor supremacy. S. Hamilton Co, Victor dealers, returned fron, an automobile trip to the East. And it is steady, reliable service to Victor Dealers blisshlargaretStuart, one ofthepleasing members of the sales staff of the S. Hamilton which has given our Company itsconstantly increas- Co.. returned teem avacation triptoa camp ing patronage. mar Union City, Pa. Dealers Inspect New Menem Shop T.M. Service" is reliable. Following theusual Remotely demonstration "Buffalo of Victor recoils at the Fort Pitt Hotel, under the auspices of the Standard Talking Machine Co.. the Victor dealers present, some sixteen in all,were invited byAI.hlenrcyofIffenzer's BUFFALO TALKING MACHINE CO. Victor Shop, 1312 Filth avenue. to inspect the BUFFALO, N. Y. new music shop. The location is ony door of the former Meurer Shop and the interior very attractively fitted up.The l'nico system of booths has been installed.Alr. Hemet' was AUGUST 15, 1921 80 THE TALKING MACHINE WORLD

CLEVELAND CONTINUES TO BE AN ACTIVE TRADECENTER Columbia Force. Engage Mies Mower for Exploitation Purposes-Talking MachineDealers in Northern Ohio Have Outing-Dealer. Placing Fall Orders-New Stores Opened DuringMonth

CI ..TEI an, 0.,AlIg11.1 S.-Among the mister to her vacation home.Mr Cooley and Mi ACME -DIE okay looking to the ileveloptnent of Latins, ma- Hughes have already started the machinery mom chine Dimness to come 10 light here in the last ing to supply Miss Mower With machines der free weeks, that of the Cleveland lamedof the inn Iter engagement for 1021.1922. Columbia Grapkophone Co. stands nutThrough Mr. Hughes. who um latelyappointed by CASTINGS the efforts of Assialant Branch Manage, II. C Branch Manager J.L. Du Bernd as service de ALUMENUM-ZINCTIN&LEADALUM Cooley and E. Elionhet, recently appointed pastern...1manager,isknoutt to hundreds of AcmeDie-CastinCorp manager of Dealers' Service in the Cleveland professional musiciansin and near Cleveland. solo AL* DieskirraN.Y. Dvreell Chleato For seaeral years he has laces professional malt branch, Miss Milliaent Mower, vaudeville artist liar owned on the Keith Circuit, willetc a Coltuithie instru- tiger for Leo Feist M this district, ment during her thirty -live weeks' enganetnent,the Prospect Music Shop, amid generally is to beCleveland odic,.Among plans of the branch for starting the latter team of Almost Mom MOW.... seen at all important musical gatherings. developing businessfor dealersIsaseries of who uses a Gralonola in her art, was gratified Columbia Cleveland Territory Enlarged ',loch dancing parties, which dealers will super- to lean, that through either Columbia branches The Columbia Cleveland branch activities will vise. using, of course. Ilic Columbia instruments. or Coltonhia dealers an instrument would be he extended by the addition of len counties in Picnic of Northern Ohba Dealers' Association available as soon as she reaches any city no her Ohio, including Cincinnati, where dealers will The picnic of the Talking Machine Dealers' receive service from the Cleveland headquarters. Association of Northern Ohio, including Victor tour.During her stay here May Mower was, given the use of a Columbia at her hotel, andThu new territoryisbeing visited by Branch dealersinand outof Cleveland, occupied the full one was to he rent front the Cleveland helmet, Manager J.I.. Du Breull and Karl Karg, of theattention of the members for practically a week-gelling preparedforitand recovering fromit Theent was held at the Cleveland YachtClub. wherewhere auelaborate program of sportingevents,nutallofwhichcouldbe "Be Sure Your Walnut is ALL Walnut." crowded into the short day, was run off An automobile parade took closeto 200 members ivthelanding. The wholesalers ideated die ri taller.at haschall, and won two silver cops The 1'sear,-Swindler tennis team defeated the Sharile-Davepair,asdidRoberts -Todd over Smith-Sotierbeck.Winners in races. both land andwater,included DonLightner,Leottore Keller,CharlotteSimpson,Will Breckinger, JackFlanagan, Wilke Reidy, Kormanflation barn's. Doris Lyons, Helen limier.Comedy tam sopped by Miss Grazella Puliver and Louis Meier by winning dressing robes ina prme waltz contest. F. C.Erin..., Victor special representative, sang.The event was managed Ily Dan E. Baumbaugh, May Co.; Ed B. Lyons, I. clipse Musical Co., and bliss Puliver, and a good tone was had by all. Record Exchange Succeeding More than 100,000 records have been listed by dealers in Ohio with the record exchange of the Talking Machine Dealers' Association of North. ern Ohio, according to President Grant Smith, Enclid Music Co., the originator ofthe plan. The big feature of the exchange, explains Mr. Smith,IS thatitaffords the dealer who has records that will not move fast enough in his localityto exchange clientfor those thatwill, while his records may be just the ones wanted by another dealer who has a big call for them. This teatimeis causing man y new members to

t'ok l,l . IuN , l'ARIEFF OF FIG he added to the organization's roster, and dur- runt 1-111, ing the last month a score or more have joined, according to /dr. Smith. Rural Dealers Placing Fall Orders "Threalnrcetteo.ISuptrIrvirr" lid B. Lyons, sales manager, the Eclipse Mu- sicalCo.,recently backfront a tour of the Cleveland territory, advises that many dealers, HElivest manufacturers today are awake to the partitialarly those m the smaller towns, or who I fact that about the easiest thing to sell nowadays cater especially to rural folks,are anticipating their Fall and holiday business now by placing is a well -designed, well -made orders for machines as well as records. Itis beiteved that the good crop prospects, and the AMERICAN WALNUT sonseuttently batter iacome for the growers, will make for added outlet for musical instruments, Phonograph Cabinet and the dealers want to be sure they will not un short, they tell &fr. Lyons. Such a one is pictured above. 'Class" is written all over it- In developing the farmer trade the smaller city dealer la not alone.The Euclid Music Co. just what the desirable trade is hungry for. A Talking Machine iscoveringtheruralterritoryinCuyahoga in an American Walnut case "talks for itself" and speeds up the C'outily.A. W. Witter, sales manager, with an turnover for all concerned. "Come on in." expertstaff,is sing several trucks, with ma - Chill, dilleremkinds as cargo, and in few Send for our valuable data for manufacturers-or data for dealers. onstanc es arcthese machines returnedtothe ffice once they go out, demonstrations gener- Also the worth -while Walnut Book for your salesmen. Address ally ccingonvin the ruralfolkthat they avant the producers of American Walnut Lumber and Veneers, the tousle in the home. New Victor Department in Mansfield, 0. AMERICAN WALNUT MANUFACTURERS' ASSOCIATION Among the newest Victor establishments to be Room 1022, tilti meth Middean Boulevard Chicago. Illinois openedinthedistrictisthatofthe W. E. 3011f.4 Piano Co.. at blansficid, 0.. a firm estab- CO lished more than twenty years. The opening event was conservative, for this is a coneervative Aucuse IS, 1921 THE TALKING MACHINE WORLD 81

house Yet a large listof prospects has been among dealersinthe foieigo language papers. president, C K. Bennett, general manager, and compiled, andimmediatereturnshave been The repair service on phonographs is being de- Ed B. Lyons, sales manager, the Eclipse Musi sratifying.Miss Ethel M. Volk, Cleveland Talk- veloped by the Kenuedy-Sehults Co. AS sales by cal Co. ing hfachine Co., assisted in the opening. The all dealers are filed with the firm. and these are New Retail Columbia Establialunenh Mandolin Orchestra, of Mansfield, thirty pieces.used in making periodical visits to new owners, Two newColumbiaestablishmentsto be played.The event was attended by Howard J. so that machines may be kept iu good condi.opened under the auspices of the Cleveland Co Sharile, general manager; George H. Deac., lion.'Phis service. as well .aarepairs, are fre hind, branch are those by Andrew J. Motika. traveling representative, and Miss GrazeIla Pith - to the consumer, and make a big hit with pore who takes over the hIcszaros store us this oily, ore, educational director, of the Cleveland Talk thasets, dealers avant. and an entirely new store by the Clarke Jewelry ing Machine Co. Fine New Victor Department Opened CO., of Lorain, opening at Elyria.Both stores Inaugurate Special Fair Service Among the latest establishments to eater theare well equipped. Dealers who will exhibit at the fairs in Ohio tIleteralking machinefield alargescaleisthe Developing Foreign Record Business this year will have the benefit of the fair service Jewelry Co. St. Clair avenue aridand East Development of the foreign record business being inaugurated by the Cleveland Talking hla Fifty-fifth street, this city.The oc- in the Cleveland district was being planned dim- chine Co. Literature and advice on exhibits arecupies a store adjoining the original establish- ing the last few weeks by N. 0. Giles nod A being distributed among dealersalready, andment of the firm.One of the largest crowds toThallrowyer, of the General Phonograph Corp., many state they will use this in developing their attend an opening wasp II, though the night who wereits Cleveland to confer with David prospects among theattendantsalthefairs. was one of the hottest on the weather mass,Green, of the Kennedy -Green Co., Okeh record There will be seventy-five fairs held in Ohio this records. One of the attractions was the drawing distributor.The foreign record field in Clevc year. for a diamond ring. as a result of which a tre- land is considered one of the most fertile because After Foreign Language Trade mendous listof prospects for talking machinesof the big pereentage of forcig.born her, his For the development of the Granby phone.was obtained. A separate room in the basement Thalluteyer pointed out.The visitors. raph and Okell record trade in the Cleveland of the new store is fitted up with a lot of trick ing L. M. Fricell, who drove from Ncw York district, the Kennedy -Schuh: Co., distributor, is deviceswhich make thevisitorlaugh, The City; were guests of Mr. Green during their starting a campaign of co-operative advertisingopening wasaidedby P. J. Towel%vice- stay here.

Insert SHERATON MODEL QUEEN ANNE MODEL showing No. 250 No. 300 round, Retail Pt,. $135.00 Retail Price. $150.00 while ivory' Genuine Mahogany, halid- hand. Genuine Mall ngan y, horn and robbed,pianofinish. All rubbed, piano finish.All metal 5 record metal parts gold plated. parts gold plated. filing hoses

Five Wonders of the Age

I st. Unusually low retail selling price! 2nd. Big profits to the dealer! 3rd.Perfect cabinet work and finish! 4th.Exclusive design of latest type! 5th.Perfect tone and volume unsurpassed! SEVEN UPRIGHT MODELS IN ALLFINISHES BACK TO PRICESBEFORE THE WAR. HLIfekil. 51 WIDTH, 24 large and small quantity. DEPT11, 25' We also sell cabinets anly. Write us for price on We have got something goad far yau. Write us taday far Baahlet and Discount toDealers. PLAYER -TONETALKING MACHINECO. 967LIBERTYAVENUE, PITTSBURGH, PA. THE TALKING MACHINEWORLD 82 OPENS NEW VICTOR LIEPARTMENI ADDS '1 WI) CONSOLES TO LINE ILSLEY'S ijj:rtrcoAra -- - J. W. Rowlands Co. Opens Attractive Victor 114, Ltbnaai main 0- Man sal, a.v1 Player -Tons M. Co. Announces New Models Warerooms-Souvenirs Distributed to Visitor, -Making Satisfactory Progress With Line I IU 21 eael 50-peaad 05510 balm 'lire J. W. ., Pnymomot, Pa.,%most St The Mare -Tom talking Machine t n..i1 this eity, mantpaelnrer at this. city, has just olonted ..P Os department which is located oil the grOliiiii EUREKA rATIVEssu,13:INN of She PlayerTnee ithmitieraph. .s tusking soli, WokAl0041, I0,000,1414 lartory proems notwithshsodong the temperer!, litreVIIICit booths, service ermine, and rack 'ISLET DOUBLLOAT & CO,. 2292.11 Foot SI, PlevTari iiithe motel, hominess olentemine. geterring to µmien' von Oi inn emistrvortine are iticluded pm -wield of the antimony. meat. s held in the smote. TRIBUTE TO ENRICO CARUSO mid: 'The fennel Welting Progress litsnit, of cud as Vwaales. dugs and 'lower. ''We are 1031011g The members of the firm and Simon's Music Store of Uniontown One of the the hot weather months.Dar Player Tone di, were .1 lllll bolted. the was, upMessrs First Talking Machine Establishments to Pay play of 1:11.11.1 WWI& attracted t011111110Abir theirsalespeople Weer Tribute to the Passing of the Great Tenor billion, especially the new console moulds that hell.. and 'Aylmer. ofthe Toledo Talking dinner y bane ma added to ma lineIn tam these Slade...Co., Vicer wholesalers,lit a new Models were reomusible for Bar eltimitg of 1101(i the eveeiug me give. althe.14(01111f the bra If iiIIIICS paid to bake Caruso by any quite n number of minable accounts. m:Meg the formal "We have paid parinnInr attention to the tee talking machine dealer was by Simon's Mimic a Store, of Bois city.The news of the death ar closed. Irnlintrll, 'killofthisconsole, losing SEIREX COUNTERS IN NEW YORK aaanch stork and live -ply vels....r.We hum also rived here ar the sante time that the Uniuntowe hotbeds,' Is ouregliipu,a mead fiber hi.,L. M. Willis Introduces Selreg Equipment to Daily News Standard was being made up, prior F. Gebbbard, manager of aid the methane -aleinuponentisgold plated Local Trade-Dealers Interested in Product to going to press. E. Simon's Music Store, 'loon hearing the news, throngheel. a price on to this paper to have rlutay add That we have 'dared I.. M Willis,oftheBeckwith -O'Neal Co., immediately telephoned C011inif lel.whirl, afew years agohlinneapielis, Minn., arrived in New York a kW them hold aspace while he wrote out an ad the bill we have Vm wool,' have been inwom,iltlo. weeks moo in the interest of the Seim, consoler,yertimmeni to be inserted ml the front page. salable dcavorrd to furnish our deal., with a which ts inanufectured by this wellknoste Victor This advertisement. so simple, yet so striking, proposzlion ilea will give awe tangible profits Mr.Willis has established head. evidently touched the hearts of the people of IOdl and olotingliont wholesaler during the minting matters at the Hotel Commodore, where he has Iniontown and vicinity.The original adver- We are convincedon that ,'a .oar model or tisement, 4 sr 4. is herein reproduced in condensed onwition hl the !alai., IllaChiot installed one of these reenters, and dealers from copies n 5511 parts of the nyirepolitan territory have vis- form, but itenables others In me ihr splendid icanhoy, mid we welmene any mews -dim. held ited thehotelin order to become acquainted way in which Mr. Gebbliard handled this onat willenable 115 to give limn um dealers Mai merchandising valetofthe Snirox licity: 1/10111111/0IiIIIIIIII service and connieraine." ni tl. the romnicr. - -- - Sir. wales that mails of the local INSTALLS NEW BOOTHS ENRICO CARUSO have relined Lion interest in the installation 1873.1921 1.. Lathrop & Stvo's Piano House, of the Seleen comae, an they appreciate the fact In loving memory of the world's gr. nt 'The Gels that the one of thinc,i inter stimulates the cal,. of North Baltimore. D., has jest eoutpleted the the est voice, and with grateful appreciat.. of IWO new 'meths and tile oldsof records and mohatices the efficiency of that through a men -made device the gold installation sales fume. lair.Willis has alreadyii:511,.1 tothemica, Heelless of the store. endes will live forever. nnnrriolly several local , I Both Mr. Lathrop and his me arc active in the Sart, ronnters it nod arrange° will Inc complete,: , fl NInN, MUSIC' tiT01: 1111;1,19m thisfast growillg edn. edry Whereby Selres will become part of we and State that the outlook for th tout mad by metro. dealers in this territory 1.11Collra ging.

Semi -Permanent Needle BELL HOODlit NI 1 01 11%11-11 TOS1 01 ,IITV THE BELL HOOD PAT MAY 4, 1920 SEMI -PERMANENT NEEDLE no other TheSounding BoardBell produces the best results.Eliminates as needle can, all mechanical noises.Tonal of ecta for anyroc or d.

Made by the Bell Hood Needle Co., New Haven, Conn , U S. A IMPROVES YOUR PHONOGRAPH 100PER CENT "The Bell Does It" Purifies the tone, reduces the scratching and mechanical sounds to a minimum. SEMI -PERMANENT POINT-Loud-Medium-Soft A profitable needle for dealers to sell.More than 2050 dealers are now selling them with splendid success. THE BELL HOOD NEEDLE CO. 183 CHURCH STREET NEW HAVEN, CONN. THE TALKING MACHINE WORLD 83 9Ze`/Tidein_B JOnon.wiLSON.noia8er 324 WASHINGTON ST., 80STON,MASS. STON,,,NEWGLAND

Ito,fian. Minas- August was not a bail ut,th inthe ,inking inschine trade thatis Confidence and Good-IVill As Assets to the Victor Dealer The Victor Dealer who aims to be successful must win has instillcd a new I, cat, the confidence and goodwill of his patrons before he of the trade, which a , can hope to expand and grow. He must be equipped [Sate future.As for Angtist, the . as to possible results; mine lo..k to impress upon them the supremacy of Victrolas and business,while others see it only .a iind.s.e.i. Victor Records in a way that will produce sales and on, period, which spells dullness. Difficult to Put Over the Organisation Idea build prestige. Arthur C. Erisman with all his laudable in- Cressey & Allenservice toVictorDealersis tentionstocreate a Columbiaorganization among tine dealers here, has finally had to give basedon a thoroughknowledgeofthedealer's lip the idea.It was not so much because of auy problems,plustheexperiencethatmakesthe lack 01 apparent interestin the plain,but be- iauc the prospective members were itut willing solution of these problems simple and to see the project from the community point practical. of view.In shortthespiritofself-interest, Personal gain. was too much apparent towar- rantMr. Erisman proceedingforther. With CRESSEY & ALLEN too many personsit was a question of how much they themselves were so get out of the PORTLAND, MAINE organisatiox idea rather than what the bus, ttess as a whole was to gain, and as the pro- moter of the plan Mr. Erisman was expected to do all sorts of impossible things that sought mow\ the betterment of some one individual or con- cern.This was altogether foreign to the trade ting prospiits and selling goods, always with England field and by the early Fall the Path, toMr.Eris- marked increase organizationidea andrepellent the Pathe liar in mind. While Mr. Ainslie keeps business oughttoshow a nian'S laudable purpose.From the time of the progress the own throughout thesixStates. According to the it was found to be general oversight over the train about a inception of bin plan until are making toward becoming qualifiedsale: present system itis planned to impracticable Mr. Erisman deemed considerable men much of the immediate work falls on thedoom crew leaders cads month. of his time to creating an interest among Co- Sunbelt A. Colahan, who is devoting all his shouldersofR.H.Arnault,anexperienced lumbia dealers, but to little purpose, and Mr.Paths man, who is engaged inn the organizations tune to the wholesale and of the Path& spent lirismatt therefore has washed his hands of any several days in Connection lately visiting among of the various groups.As soon as one group is Mr. Ainslie, too, was away on a farther fathering of the idea. leader itis sent outthe dealers. qualified to work under a trip, having motored our to New York, and in Developing the Sales Territory into the field and the first one started out has N. 0. Ainslie, of the Ballet 8 Davis Co., hasbeen working in the Greater Boston territory the week that hews absent he visited Spring- is engaged field and Worcester in this State. and Waterbury special mission tfiese days, for lee a few weeks th re with marked success. In Both he and thelaudable undertakingofinstructing a and Naugatuck in Connecticut. in should he a number of these crews ill the N w Mr. Colahan found conditions such as to war - roup of I, Motes of get- _ rout the belief that things will soon be appre- ciably on the mend.Mr. Ainslie at this printing Boston Yacht is enjoying a cruise withthe Club, sniffiug the stimulating and briny any. Many New Brunswick Dealers Kraft Bales S Spencer, Inc., wholesale dis- tributors of the Bromwich, have signed up with several good concert. throughout Ncw Eng- land,allof them houses that should do well IT is generally expected with thislineof merchandise. The concerns to handletheBrunswickincludethe Oriole that there will be good by fall.To Music Shop in Holyoke, which is operated business this H. Pulsate': the Elite Music Co., at 133Esscx what degreeislargely street, Salem, and the Song Shop, at 440Main determined bywhat street, Wotann, whichisconducted by Miss efforts are expended to A.NI. IJsher. secure it.It is not too This Brunswick bons, of which Harry Spen- ser is the head, is now the soledistributor for early to plan your fall New England, with the exception of Connecti- campaign. We will be cut, for the well-known Jones-Motrola,and there glad to help incovey have been a great many inquiries for thislint. way We Can. Mr. Spencer lately took an automobile tripwith Edward Strauss. of New York. through a por- tion of Vermont and the Lake Champlaindi, tries visiting the Brunswick dealers en route. Eastern Talking Machine Reports Improvement Over Previous Month Manager Fred E. Maim, of the ColumbiaCo.. Co. is well satisfied over the showing his department 85 Essex Street made for Jul, which showed an improvement er Joule, the same as each monththis year Boston, Mass. has shown an increase inn business over the pre- are ceding month."We're notselling;they hoping," is the apt nay Ste. Mann expressesit (Cored., red en singe B4) Anus., IS, 1921 84 THE TALKING MACHINE WORLD THE TRADE IN BOSTON AND NEWENGLAND-(Continued from page 83) 'Erin. which Mr. Mann has lately taken, one ni particularthroughConnecticut,incompany with Salesman Fred C, Collins, of Hartford, con- vinced himthatbusinessison the upward grade and in a pronounced manner, too. Mr.Mann saysthemerchandisingplans started by the company some time ago bad proved lunnensely succesofel. It was not an /ODEON easy thing to interest the dealers inthe Idea at in first,for there were those quite apathetic givingitrecognition and others extremely in different, but the live wires who saw its pa,. bailie, from the outset and put the Prom .1 into practice have had no cause to regret II. . RECORDS attitude anditisthey, of course, who lov, FIRST CLASS DEALERS reaped the biggest results.Some of the others A BIG PROPOSITION FOR who were slow at first to take to the company's Complete International Repertoire as well as new sales plan have now got intothe proces- Latest American Hits sion and with distinct bench to themselvesand the company. IMMEDIATE DELIVERY, Popular Irish Numbers Ralph L. Freeman a Visitor Od J Who Fears to Speak of EasterV, .1: of Od JThe Foggy Dew (New Version) Ralph I.. Freeman, director of distribution 2004g1The Felons fur Our Land the Victor Co., motored to Boston towardthe 20047 When Irish Eyes Are Smiling end of July, having with him his wife andchil- Sung by JOHN McCORMACK ID, Freeman, because of the demands of (Rywrded in Ent, ay Ihr Odeon Co.) dren. I.nainess, was enable to go on to Nova Scot (List at 91.00) as he has formerly done, buthis family yr - AM -330017 -A Nation Once Again AM 33016-DarLittle Shamrock needed forther East, going fromBoston to l'ai tttomb, N. S., by boat 011,1 then motoring over the splendid Provincial roads.During his stay BAYSTATE MUSICCORPORATION in this city Mr. Freeman was the bone guestof Distrbulori Farnsworth, of the Eastern Talk- Phone, B.B. 6297 Charles11. 224 COLUM3US AVENUE, BOSTON ing Machine Co., at his Summer home atMar- blehead, on the North Shoo-. Erisman is sending out mention is made of a Herbert Shoemaker Returns read of the right, will give :mink facilities for number of local places that have been equipped Herbert Shoemaker, having 'emoted fromhis 110SC ultimo! window displays which for several with this sound amplifier, these including sew honeymoon, spent pleasantly in New I lampshire, Tors have feuded an oncoming season,such his desk atthe Christmas. oral of the Boston newspapers, the Park De has plunged into the work at s Hallowe'en, Thanksgiving and Eastern Co. and lie is looking forward 10 rapid-Francis White, manager of the talking machinepartment of the city of Lowell, and the Schoo ly improving busineos from lion on.Mr. Shoe-tkpartnient of the Harvey store, has delayed his Departments of the cities of Danvers and Bever maker hopes to be able to again tryhis luck until after he gets things allsettled. ly, Mechanics Building in this city, several hotels oilthe vacation in scoffingatthe Labor Day regalia Steinert Conditions Improving a eollege and private homes. As Mr. Erisman' it will be in the in Tremont street isdirectly op Charles River, and if he enters Si,Reed says thatconditions are for which, because ofhis Ke.,11.-iti intermediateclass, He We, II dolly in theVictorout- polite Boston Common he has an unusually fin he is now improving opportimity for demonstrating the value of th success last year in the junior class, put of the M. Steinert Co., which has hail a very Magnavox across a wide expanse of space. eligible. eredit.ible July business.Mr. Reed isn't going Harvey Warerooms Near Completion away this Summer beyond taking week -endtrips Sojourning in Vermont It's been looking a Mt chaotic in the ware- Vt., one may findE.M. spent with friends Alvarions resorts on Cape Up inBrookfield, ooms of the C. C. Harvey Co. these pastfew Wheatley, head of the AcolianVocalion ware - Cod.Besides, as he is fond of golfing, he finds weeks, Intl the changes are now so far progressedtime nearly every day to gel Old 00 the links rooms, forthere heislocatedto escape for A to warrant the statement that in ashort time three weeks the oppressive heat of Summer. Mr. in his home town of Canton. Wheatley has been at this place for several sea- everything will be ship-shape with the talking Secures Magnavox Representation the t sachine department. carrying Brooswid, Arthur C. Erisman, head of the Crafonola Co. sons. While he is away the affairs of his estob Victor and Edison lines, splendidly installed on of New England, which has been handling for lishment are being managed by A. B. Barg, of t le ground floor instead of on the secondfloor, the wholesale department. J.I.Hart, of the fora number ofsome time the Magnavox, has now beci.nte the o here this department has been representative of this remarkable device for all sales force, has just got back front his vac, years.An unusually commodions window, with In a circular which Manager lion.Charles T. Foote, also of the sales force, the entrance from the street on the leftside in-of New England.

TWO POINTS OF CONTACT BOSTON r- - s NEW YORK FOR DITSON SERVICE Double service thatis founded on successful experience in handling the problems of the retailer and provesof genuine assistance.

BOSTON NEW YORK Oliver Ditson Co. Chas. H. Ditson & Co V I C T O R EXCLUSIVELY

..10/ro ad. 85 Al',11, 15, 1921 THE TALKING MACHINE WORLD THE TRADE IN BOSTON AND NEW ENGLAND-(Continued from page 84) is planning to go away the last two weeks in August. Secures Larger Quarters in Same Building The Musical Supply & Equipment Co.,fur TEINERT some time located on the fifth floor of 221 Co- lumbus avenue, has lately moved into another part of the same building and is now to be found has ERVICE at the front of the second floor, where it fully 2,000 squarefeet timer space thanfor- merly.The removal was made while Manager Joseph Burke was away on atrip, so that he ERVES personally was relieved of any of the embarrass- A part of the fourthfloor ments of moving Her are some of the salient features in SteinertService: ttsedforstorageisstillretained. The new iloarEere now allow opportunity for a largo and Educational and Personal Service Bureau. commodious display room forSonoras. The Practical Store Ideas Department. room is comfortably and artistically furnished Promotion of Educational Work in Schools. yod present's a very inviting appearance. Man - Unsurpassed Record Stock. acre Burke isnot taking any special vacation Efficient Back Order System. this Sommer, contenting himself with spend- Excellent Shipping Facilities. ing the Summer at Kemberna, Nantasket, going Years of Experience in Victor Merchandising. back and forth daily by boat. Returns Front Business Trip This is a part of our service. Mr. Ellsworth, of Ellsworth & Drake, Puri- It is available to you anywhere in NewEngland. tan representatives at 429 Boylston street, has We will be glad to help you in your Fall campaign. AT YOUR COMMAND just returned from a business trip taken through ANYWHERE IN NEW ENGLAND Massachusetts with Springfield and Worcester as the special places at which he stopped.life. M. STEIN.E.RT &SONS that while business has been Victor Wholesalers.., "1'1 4 Ellsworth states BOSTON rather quiet he is looking for an improved con- 35 Arch Street ditionvery soon and that already there have the beensomeencouraginginquiriesabout Puritan proposition. Appointed Odeon Jobbers The Bay State Music Corporation has been appointed New England distributor for Odeon floor of the Annex.Manager Tints has been men arc well known in the wholesalefield and records, manufactured by the American Odeon with the requirements doing a very good business during the Succorer. Corp., New York.The company has securedare thoroughly conversant Geo. W. Berry Wins Prize quarters in the Pope Building at 221Columbusof the Nero England dealers. Recently there was apried -winning contest giving Moves Talking Machine Department in Boston, known as the Salo Ad WritingCon- avenue, where it has ample facilities for The talking machine department at theJor- George W. the dealers efficient service.Herbert L. Royer third test, and the $1,000 prize went to the concern dan Marsh Co. has been moved from the (Curt tinned on poor 06) IS president and general manager of floor to more convenient quarters on the second and Leslie S. Wiggin is treasurer.Both of these

oftsiGiree-

.2,11 r;7- Er. tc2F.7+,-,.=,0 ti INC. h. KRAFT-BATESANDSPENCER NEW ENGLANDDISTRIBUTORS

Brunswick is 100% Brunswick so too-every The Brunswickof Reproduction is exclusively Just as the Brunswick Method Brunswick Phonograph is madecomplete by Brunswick. manufacturer in the Company is the only phonographphonograph in its entirety. The BrunswickBalkeCollenderwhole world, actually making a United States, and probably in thethe Brunswick record plants, nochoice is placed upon In the Brunswick factories-in outsiders, in any stage of manufacture. logs, slicing its own timber lands, cutting its ownveneered veneer shooks for shipping Brunswick is operating its ownand even manufacturing its Own veneer, making its own panels, result in winning the con- phonographs. pokey of thoroughness shouldbeget a like sentiment in the It is only natural that this 100-and that his enthusiasm should fidence of the Brunswick dealer, minds of his customers. large scale from the verybeginning, Without doubt itis this going after results on a quickly and upon such sure regardless of cost, which hasboth up Brunswick prestige so foundations. SPENCER, Inc. KRAFT, BATES & Boston, Mass. 1265 Boylston Street NEW ENGLAND DISTRIBUTORS Khaki Covers Record Brookes Albums Seed Needles 86 THE TALKING MACHINE WORLD ENGLAND-(Continued from page 85) I.THE TRADE IN BOSTON AND NEW ,..,..ISumer..n Albert F.Shipman it.at 0 illy. Me .who. altois W. II.Milton. The "Record" Is Broken Culver an Charge at Holyoke LANSING KHAKI COVERS The Pioneer Moving Cover

',transit" and n,tir innm s,Quality'. 1`,idless- Albus ;iv Nero England. :see both oil veruseinent illustrated in tlott send your order. lot 11,, liar. to Govern. uric, art isigiiati..irarrr, irr, High went L. W. HOUGH art sa,,y ,,,, Slants Fall Selling Campaign Grade Khaki 20 Sudbury Street Boston, Ms.. I..Di. !lough. if this city. Nest tinglusi r latis ftitif rigtr,irirrr Ierry, of Dorchester. who wrote the nut. at olive advertisement on the Brunswick ma- nic.Twentyilour products were repreeittett cog the thousands of advertisententsnit med. TN. Special catchlineofthe nice Dealer's Prices NOW: 'luting adveritsetnent was "Too can hank ou a loa lie rtinswich and draw interestfur alltimer' it....a.,to Iall Arrange Most Attractive Window II t-iialt iirutlict. a fin:, 'Me of the windows of the Tremont Talking medium 4,163w Co.'s Trenton' street slide has hailot $coo size tractive exhibit that has drawn throngs ot 11. .411,1) rah, 1,11tit oiantl. 43"x 20"x23' tereated spectators.The wonlow represented Sort of exposition with a Ferris wheel in oilera lion, each seat on the wheel being occopied by PRINCE -WALTER CO. IN LOWELL u. a Victor dog. The entire window was filled Talking MachineEstablishment with these doggies, some enjoying a Inerryco Handsome large size tie aum racing. the whole making Opened on Which the Brunswick Is Featured runntl and -Other Stores Contemplated quite a scene of activity. 49"x23"x24'," Suffen Some Loss by Fire I.The '6.5° George Lincoln Parker, Edison distributor in 1.i..tta.,bias...August little hoot tire Co.. Brunswick thstribinor, imensd extra large the Colonial Building. stiffer,' a talking machine ct.tahlit.hutrut a le, $7.35 nu the night ofa big electrical storm during and a goodly portion at the city hunt, 52'x22! j"x23. the early part of July.The current entered list .b...rrr Indfortunatelywhat firewas mspea what iscarol them apartments, 'I started tens early discovered hefore notch dam- tine city. The tracar de is rape- Fitzall Leather or No. 3x Strap aged resulted. Fred H. Daher. (or he was it i $2.50 Where They Are Sojourning wholesale represenimiveof Herman N.Baker, treasureroftheA NI. the Boston hon. of Kraft. Ilnate Music Co., has returned from aweek's loc., where inn made many Piano Moving Covers $18.00 acation at Rockport. and later may find time store is located alIlk` Dl er , mod.ort to go to Stmaper. N.II.. where his lather has the ope' night rho occasion SLIP AND RUBBER COVERS Carlwa Fenton's Or a estate.W. S. Stuckhonset nilthis concern. otaldelaythe presence of FOR PHONOGRAPHS AND PIANOS the Brunswick iiiat Cumberland. bid.. where lie has gone for `heals, which records lire TO THAT MAN- To the man who sells Edison, Victor or Columbia Phonographs we say?You can increase your sales and improve your business.You can double the value of your machines and double the pleasure for your customers. You Eliot and Warrenton Sts. can equip those machines to play all the best records. You can even im. prove the tone of those machines.Our catalog tells how. Your postcard BOSTON, 11, MASS. brings it. Attractive prices.Write today.

Perfection Attachments ide the store two minioc bungalows have been FOR EDISON, VICTOR AND reeled and these enclose the Brunswick booth. COLUMBIA PHONOGRAPHS itattractive finish.Between them are amp' cooed racks.Dlr. Walter has in mind opening tp Iwo other stores, one at Ayer. this Stale. an Ile other at Nashua. N. H.. but he will see tha ,is Lowell establishment is well under way be tore he gets busy on these other propositions. WHEN HE GETS WISDOM A man has traveled guile a distance toward PERFECTION Bll Bear, visdom when he is able to see that his associates Tone Arm No 0 masse quite as much rightIn their opinions as Combined With No.7 Reproduce ,,has NEW ENGLAND TALKING MACHINE CO. "Nameplates With a Personality" MANUFACTURERS iilvidoruireri end Ikdm of T.I I,na AblArririm 16 Beach Street Boston, Mass Pboatirsobt. Muicral imarusgereis. FactoryRepresntolice E. V. YEUELL CO., Malden, Mass. 41,11m, mart` Think el Nameplate. L. A. SCHWARZ, Inc., 1265 Broadway, New York City Voieg TAini of Yearn 87 Avcunn 15, IWI THE TALKING MACHINE WORLD

HANDSOME NEW STORE OPENED Hundreds Visit Establishment of Kaplan Bros. on Opening Night-Many Floral Pieces and Messages of Congratulation Received HORTON-GALLO-CREAMER CO New finnan.,Nlass.,August9.- The memo formal iipening of a new talking machine estab- CONNECTICUT lishment at 1102 and 11,1 Acuslinet ave., this NEW HAVEN city, by the Kaplan Bros., who operate a chain of stores in Fall River, Chicopee Falls. Holyoke and other cities, marked the addition of one of the largest and floral establishments to the mimic stores in this vicinity. Every effort has been made for the convenience of patrons. Seven large booths, separated by VICTOR SERVICESPECIALISTS glass partitions, have been constructed for rec- .tea ord demonstration purposes.The predominat- ing color of the woodwork consists of two pastel shades of gray. A complete stock of records and best-known linesof talking machines offers a large selection for customers.Pianos, player - Each Victrola you sell adds to your pianos and sewing machines also form part of list of monthly record purchasers. Are the stock. you selling all of them all you should? Hundreds of people visited the establishment on the opening night and a brisk trade was en- We will be glad to work with you to- wards increased record sales. joyed.Many out-of-town visitors were present mid many of those who Were unable to attend seat messages of congratulation and beautiful lineal pieces.Among the donors of floral testi- monials were the Eastern Talking Machine Co. and the Victor Co. of Camden.The out-of- town visitors included Mr. and Mrs.Shoemaker, of the Eastern Talking klachine Co., a. II.A. Winkelman and A. Otto, of Me Oliv r Dl o true with Victor records justasitapplies to Poston. ascertain what three records are best suited Co.'s talkingmachine department, sundry merchandise. sell the 'Shimandy; so that there will be no fk Mum was provided by a four -piece orchestra t "It is a significant fact that the Mathuslick and the wrests were presented with souvenirsin doubt in the salesman's mind ssilien A customer Son retail Victor stores in JerseyCity, New asks.On the other hand, if iShintandy' sells a Brunswick and Plainfield are making alterations the Inen1 of miniature Victor dogs. recordshouldsell lively record alively intheirerptipment, 'Shinnintly' is the lorry,I addition to and improvements 'Slinnainly.' the record racks to the front of the store,at the INTRODUCING THE "SHIMANDY" manufacture our line and we will continue to door. Why? Because they realize theadvertis. 'Ragtime Rastas' and the 'Boxing Darkirs' as The Latest Specialty of the National Co.Prom- Mg value of a large record stock andthe con- record ises to Be a Big Seller-Interesting ChatWith usual." venience it affords their customers. Their President R. L. Douglass Anent His Plads business is bound to show resultant improvement. GETTING CLOSE TO BUYINGPUBLIC easier for the public to "They are making it It is jest Boar, Mans., August 6. -The Nattonal Co, of the organ buy and easier for themselves to sell. well known as the m- The Angust issue of The itcturil, a question of a few steps off the streetand a few thiscity, which is published by Collings ik Co., the well-knownVic- "Ragtime Rastas" and minutes of the customer's time.limthermore, factimer of the popular"Raim tor thstrilottors of Newark, N. Jrcarries much retard thousands of people passing will sec the other talking machine toys, is now placing on interesting for their talk- material which should prone most stock and that will suggest new records the market a shimmylng jazz doll for the Some continentregardingthead- This we would consider a cornhinm ing machine, which is known as "Shimandy." todealers. the fore- Victrola. visability of placing record racks in tion of adsertising and service." Itis claimed that "Shimandy" does sixty-seven and while realistic and amusing. Thepart of the store is given prominence, differentsteps,all wholly newit 13 wellworth silk costume and has a the ideaisnot CONTINUES TO GROW IN FAVOR dollisdressedi reproducing for the benefit of dealerswho may plume andisvery at. satin hatwith awhite not have considered thistalltjrct Warn', Muss., August 1.-TheU-Sav-You tractive in appearance. "Those who have made ascientific study of by the U Co., most advan-cleanser and dressing, manufactured 12 L. Douglass, president of the National thatthe is growing eon being nitrehandjsingdeclare Sav-Your Mfg. Co., this city, stated that production of the doll is now merchandise selling at a Perkins, for Sep - tageous location for sinuously in popularity, reports B. D. made mid that orders are being taken small figure is where itis readily accessible to At the convention at In speaking recently to The it manager of that company. ember 1shipment. in other words, in a spot where Colorado Springs a number of distributors were who has the require unnecessary World hlr. Douglass said: "Everyone will catch the eye and not present who carry the U-Sav-Yourline. Opti col Khiettandy. has beenextremely enthosiastie People are just naturally lazy them for Ih shimmying iu the steps to reach. distance or climb long mistic predictions were made by and all agree that 'Sliimantly. big al- and will not walk a great corning months regarding'the tale of this dress dealer's window is going to provide a nt. article which 11, Can just believe that an excellent way to stairsto Into a holds ing. raction. I as well defer be help record business is fur theretail salesman PHONOGRAPHRECORDLABELS requirements of the manufacturer That will meet the Our experience alongthis line assures of Records. well as artistic era you of the bestof results, quality as make record labels for someof the in design. We Our Specialties- largest recordmanufacturers. Phonograph Record Labels Emerson of the following Specialties of If we are not making any ex- Gummed Sticker. be pleased to quote you as our large ounlitie. for you we would results. perience enables us togive you the desired Trading Stan,' etc. Ca11101/1cdnal Yea acmes ial0 -SPECIALTIES COMPANY MEW KEYSTONE PRINTED 321.327 Pear Street SCRANTON. PA. rs THE TALKING MACHINE WORLD Accusr IS, Pal

"")., ro.i*-1: ,ilea A New Fox -Trot -Melody E.

Will fill your heart with bliss

.0 1.0_2( you con! lb "rani/ '; ma env 7e/st aondt ASK TO HEAR ITP. 0 0 I,. sloe & Wahl.. Co have placed at Nicollet IUSINESS CONTINUES RATHER SLOW IN THE NORTHWESTatot "rant ever Is the Iillest illuminated billboard in the Northwest, barn.one The boardadver- and Prices Are Bound to Bring Considerable Nag- Pessimista Are Still Croaking but Grain Crops tises Victor Vietrolas andKolbe Anmicos ina die Retail Talking Machine Trade perity-Will Be Felt, Undoubtedly,le! haul manner.Several people have been added to the already large sales staff and preparations Sr. PA111. and Slime woos. Slism., August 4. -- tools thislathory reinsert are received front the Snow Piano Co., distributors of die Vocalion.A. have been made for a record trade. Business conditimis ii theterritorytriliIitary E. klooson, atsistaut manager, states that the gen The anomaly of the talking machine business ilo Ationtaimlis and St. Pout still are somewhat in the Northwest is supplied by Milton Lowy, situationlooksverygood. The Vexation uncertain.Official crop reports seem to real of the Minnesota Phonograph Co.. dealing ex. fairly good yield all "Red" records are making moth headway iss the Cate that there trill be a elusively inEdison products.He states that armed, but, strange to say, there is not a great Nerthwest and although scale Weld, urniucliaed to be dubious over the immediate future of Nisi. the July tales were ahead of those for July, 1920, deal of confidenceitsthe Governmeot reports. and that cvcry month up to Jody, 1921. surpassed Nevertheless the early threshing reports are bet-ness the Stone Co. is sot disheartened. Anyone will Reports from G. Sommers & Co, distributors the correspouding months of 1920. ter than had been expected, for, although the The of Pala machines aad records, indicate a hope. concede that lie has made some record. yieldis somewhat lightill many localities, the distribiltion of Edison machines and records on quality of the grain is reported to be of highfulelate of affairs.Sato Levinson, manager of wholesalebasisispronouncedtobeenii. isthatof athe department, Ili] beets away from his desk class. So the general situation satisfactorybyLaurenceH. Luther, more orless,but thereisconsiderable work tiently waiting proPmilic.. Northwester. distributor. The tousle Industries arc experitheitig the sawgouts on in Lis department. troubles as their contemporaries.Generally speak. announced the completion of its plans to (mance alllines. Whrthei use, trade is somewhat slow its MARKET NEW PORTABLE MODEL Channaphooe dealers.Under this arrangentem mu the Mal will briug any particular activity is it will be possible for dealers to make their sales ex- Sample of New Charmaphone Machine Received not certainatpresent, althmiglieveryoneis on a deferred payment plan, the Charnmplimse The crows of pessin o isu iare at New York Headquarters-Completing Plana tremely hopeful. Co. financing releases. croaking most dismally, btuifgrain prices reach to Finance Dealers-An Important Move a good flan!, diem will be cousklerable prosperity in this section of the Northwest. The Channaplione Co, New York. maniac- PATENTS ARE ON INCREASE ( the Charmaphone line of phonographs, The Victrolasititatiou us unite what might be icerived early this motith at the New York ex. Lack of Office Help Hampers Action on Ap- expected during the Smoot, 111041111% according to plications Being Granted the Beckwith -O'Neill Co.There is no reamer lot ecutive offices of the conipany n sample of a stew portable machine niangifacturcil at the fac- worry and there is no reason to suspect that the all F. M. Hoyt, thetory its Pulaski. N. V.The factory is now turn. American inventive cessionissurpassing Fall willfail to produce result,. records, according to the number of applications spent his Suns. ingthis new model outinquantitylots and general travelerfor the rorapaiie, for protective rights at the United States Patent nier in the Senithwest and particillarly atfilimarel, Chantal-shone dealers who received circulars aa- Office, it was announced this week by the Ameri Tex., and IICCLITC,. upon oath, sisal Texas is a morenotowing the release of the new maelsiue are desirable Sommer resort dsas the lake district ofnow receiving their Mina] orders. can Engineering Council of the Federated Ameri can Engineering Societies, but the Patent Off< But itis guile well known that ?dotard The Charomplione portable is one of the light- hlimesoto. itself is so hampered by lack of assistants that for/dr.Hoyt thanfitting. est machines of that type matiofaelored, sceigh- has otherattracilmis comparatively few patents have been granted. of W.J. Mg only fifteen pounds.It is of compact size R. H. Johnstms,vice-president The potential loss to the American public of Dyer & Bra, who also are distributing the Yid.and has a mahogany finished cabinet, equipped machines and records, states, for the benefit of the with Ileiiteman double -spring motor and Vol. the prompt commercializing of these inventions, trade, that there is a constant call for Victor roe.vrsal lone arm, with 3 cabinet which will carry says the siatetnent, is so considerable that spe cial efforts are being made to speed relief leers order 111111 that the volume virtually is up to normal ten twelve -Melt records. The demand for high-priced machines isslote. Early this month the Charinaphoni C.,also 'abort in C.c.s, FREE OFFER MAGNEDO THE OLDEST AND FASTEST SELLING TEN -PLAY NEEDLE Seven years of constant advertising has developed an ever-growing demand from all over the country for MAGNEDOS solely because of merit. Magncdos offersubstantialprofit toJobberand Dealer. Retails at 113c. a box Dealer's price $3.30 carton of 60 boxes This ttractive metal and gles roaster rasa given Iranwills 3 carton. at 03.30, MANUFACTURED 18 WEST 20th 51 REST total $9.90. BY SUPERTONE NEEDLE WORKS NEW YORK THE TALKING MACHINE WORLD 89

When Frank Crumit sings with the Paul Biese Trio the two song fox-trots "Mimi" and "Oh Me! Oh My!" that means double sales. Both Biese and Crumit tans will buy them. Stock up big.A-3430.

Columbia Graphophone Co. NEW YORK

died,ifriotthousands,ofimportant dealers TALKING MACHINE EXPORTS DECLINE HELPING 10 FINANCE CHAMBER handling talking machines who have not yet been brought into association work. ExportsIncludingRecordsfortheTwelve Appropriation of 55,000 From National Associa- Months Ending Jsme Amounted to $6,037,371- tion of Talking Machine Jobbers Accepted as The size of the assessment which the National Association of Talking Machine Jobbers has In 1920 the Figures Were $7,617,155 Recognition of Scope of Work of Music In- gratifying, particularly in view of dus.. Chamber of Commerce agreed tois WartureMON. D. C. August 0 --In the summary the fact that this is the first year that such an - - However, the Talk- of exports and imports of the commerce of the The action oftheNationalAssociationof assessment has been made. United States for the month of June, 1921(the Talking Machine Jobbers Itits recent conven- ing Machine Jobbers have been operating in close co-operation with the Chamber during the latest period for whichithas been compiled),tion in Colorado Springs in voting an appropria- which Iran just been issued, the following figurestion of $5000 to the Music Industries Chamberpast year and evidently arc familiar with the need and value of the activities now being con- of Commerce has been received with enthusiasm on talking machines and records are presented: trueof thetax The dutiable imports of talking machines and by the officials of that organization as another ducted. Thisisparticularly value to indication of the fact that the Chamber isac- fight in which several prominent jobbers have parts during June, 1921, amounted in J. N. Blackman isa $37,636 as compared with $86.934 worth which tually embracing in it, scope the talking machinebeen particularly active. the legalcommittee. imported during the same month of 1920. trade as well as other branches of the industry. memberof Cleamber's we George E. Mickel, as chairman of the Jobbers' Jiine, 1921, The talking machine manufacturers have for a Thetwelve months' total ending legislative committee, has been in constant touch showed importations valued at $771,156 as com- number of months been important contributors with the Chamber.French Nestor, tire national pared with $408,592 worth of talking machines to the financial support of the Chamber, but this councillorofthe Jobbersinthe Chamber of and parts during the same period of 1920. is the first step in obtaining the support of the Commerce of the United States, worked with number of2,567, interests. Undoubtedly the Talking machinestothe leadingjobbing the Chamber in the tax fight at the recent annual action of the Victor jobbers will be followed by. yak. al $120,474, were exported in Irene, 1921, convention at Atlantic City. as compared with 8.665 talking machines, valued similar support from the Edison Disc Jobbers' at $436,194, sent abroad in the same period of Association, which already has the matter be- 1920. The twelve months' total showed that wefore its executive ...mitt, and the jobbers ENJOYING A DESERVED VACATION exported 67,897 talking machines, valued at $3,- of other talking machine companies. This leaves ofth the remaining problem of financial support by C. T. Westmoreland, superintendent 071,757, as against 79225 talking machines, valued Granby phonograph factory. left on July 29 for the talking machine industry chiefly that of the $3,653,595 its 1920,and 49.717talking ma- at a well -deservedvacation. Mr. Westmoreland chines, valued at $1,544,870, in 1919. retail element. will spend most of his time at the home of hi The total exports of records and supplies for A great many talking machine retailers are loyal and enthusiastic supporters of association daughter in a small town in Tennessee, and a June, 1921, were valued at $148.490, as compared few days with his fatherinwestern Virginia. with $388,694 in June,1920. For the twelve work and share in the financial support of the the Chamber through the use of the stamp as piano He will return to his responsibilities al, tttl months ending June,1921, records and acces- time this issue of The World appear sories were exported valnedat$3,90,614;in merchants.On the other hand there are bun - 1020, 53,963,0,0, and in 1919, $2998,462.

DEMAND FOR ETHEL WATERS RECORD Black Swan Record by Well-known Singer Prov- The KENT MASTERADAPTER ing Very Popular With Public plays ALL RECORDS at their best The Pace Phonograph Corp., 257 West 138th on the street, New York, manufacturer of theBlack Swan records, is having an unusual demand for EDISON DISC PHONOGRAPH the record by Ethel Waters. of .1lossm Home Blues." The above company is making its selections with great care and most of its artists arc under exclusive contract to the organization.Harry Writeforparticulars concerningthis,thebest of known and largest seller of its kind in the market. Pace, president of the company, in speaking Attractive prices and terms will be quoted you. the plansforthefuture,said."We have a that are bound to have catalogof selections in attachmentsfor much appeal.Many of the numbers are, and VVE. specialize will be, exclusive releases on Black Swan rec- Edison and Victor machines; also soundboxes, diamond, sapphire and steel ords.While itis true that we will feature to a that are needles. Drawn brans tone arms made great extent 'bine' numbers of the type Tube and pipe bends of all in mtelCht favor, we will also release many num- to order. bers of a higher standard, all of whichwill be kinds successfully executed. chosen for their wide Weal" The Pace Phonograph Corp. has made aseries :: Specialty Manufacturers of records by prominent coloredsingers and F. C. KENT CO. musicians which are to be released in due source IRVINGTON, N. J. accessories win their way bytheir play" by this concern - whose phonograph Sam Lind,of the Lind -Marks Co, Detroit, 1265 Bremdw, Mich., scat arecent visitor at Vocalion head- Factory New York City The Lind -Marks Representative. emarters inold New York. InTrammarnes inthatterri- Co.isthe Voealion distributor tory. 90 THE TALKING MACHINE WORLD Al0.11, 15,1921

M. RAPPOP010 INCORPORATES Well-known Long Island Dealer Becomes Prof dent of the Woodhaven Music Shop, Inc.- Opens New Exclusive Videola Shop in Bronx

The Rappoport Alnor Store SiW001111.1, Long Island, N. V°wail l.y DI Ramo,' WARNING which handle. the Votor hue eelticovely, liven incorporated ler the 11.1 111r of the NVit lumen Music Shop. Ise., with Morro; Rapp", Wall Kane Needles Are president. TheIsloa moiswill le, r1111,1 111. 1. 1 Nogalong the saute ellietent lines as formerly. Being Imitated the management of David Tome,. Rudy this Dona MrIbippoportopeuell WALL KANE NEEDLES kirge exclusive N'ictrolit shop clime 111 the 11111, IMO of 1N'extrItester Prospoet Dun '1111. arethestandard.trade- new shoe has hero hard up 1111 eh horat manner and is located where itshoind draw 1111 marked needles of the excellent volnine of Imottes. phonograph industry. They - - IOWA VICTOR DEALERS' CONVENTION are guaranteed to play ten To Be Held September 19.20 In Des Moines- recordswithoutinjuring Nebraska Dealers Convention to Follow the grooves, the last record

1)1 yN111101 5,IA.. .N11010 .1. Rich, 11.1. rerool, been sent out to the 011.1111o.r. of the Iowa V, playing as clear as the first. tor ITralers..1ssociaticiii by II IISissnoth. retary of thatholly, atmonneing 111. 1111. Beware of Imitations for Ike annual eidiventioSeptenther 111 OP!

Tier ...o -clay conveotion will,u w1,1101 he I inthe city,ifDrs hIcome, and the I, 1. Inquire for our new Victor building of nlielcel Bros jobbing proposition headquarters for the hnsiness ...14111Y The Nehraxka Victor Ih.alers' Asoctatitut schednied its convention for the two Mort how dintely following the lows entsvention, nantel September 21 01111 22. 'FileNebraska) weed The Greater New York Novelty Co. will be held in Omaha ax 1111101, with the hlici ((vol. quarters erysing as the meetinglire 3922 14th Avenue Brooklyn, N Y. For both conventions aplogrant of inter, Mg speaker, has loom arranged, anti from outlook both 01111,10I, 110110Will be..VII L. by the Victor dealers 111.101Igill It 10 iliar EDISON UPHOLDS HIS VIEWS .Antericanslosingintelligence?"and as...elation. III these 1.0 1111.1-55estrii, "Atrophy of Per,cfctiots x151,010 Americat - - Regarding the Intellectual Equipment of ManyThe eye secs, but no message goes fromItto NEW SON FOR ANDREW H. 1)0DIN So-called Educated Young Men of To -day the brain.Despite unquestioned vision of the --- ram, there is no sensing of itby the individual %mire.. II.Ihnlin, well known New York re Thu.. 1.Fdisint was the leading figureill an before whom it is placed.It is seen physically pair man, and editor of the Repair Deportment nsually interesting lull -paw. article which 1111- but not mentally." of Thr World, recently announced thearrival w:wed Iuthe editorial section of the New York The article throughoutishillof vigor and ofit new 001101111 heir atthe !Minn household. World 00 July 31.The inventor or rat. 0,0., ithotinds with many original viewpoiot s.Boiled The ymingster arrived ou job.1,1 and lin been gm ph had a long dint with Edward hlarshall, down, Edison says that the American ym.clt cltristeuml .11111rew Thomas 1Thilin.Ile already the well-known writer, in which Ite defended the allright,butthat Ake schools arepara'., displays no embryonic interest in mechanics. utelpdiscussedlistof questions which here his curiosity-destroying his power of oh - dent!). has been requiring appltrants for excel,Don and turning outfailures.If son flat,,,: Coulticius " iilie not sorry that torn 110 the Pd. to 011SW1,, and what he Maids thaw readIle arliele-too bug, unforionatcly, tore 1101 1.110W 5011.lo ,rry that yolt arc ignot to accomplish proiloc- infull paper_itit loot riga of men." Ileputs thestartlingmiestion, I, , , SOMETHING ENTIRELY NEW IN TONE ARMS THE FLETCHER "STRAIGHT" ewes

STRAIGHT INSIDE --Taper Outside BALL BEARINGS THROUGHOUT NEW DESIGN NEW CONSTRUCTION Yee, it is universal and equipped with the Regular Fletcher Reproducer, giving the same natural tone quality as heretofore. Made ie.e Inealhr, I.,. sad 9,.a SEND FOR PRICES AND TERMS FLETCHER-WICKES COMPANY 6 EAST LAKE ST. CHICAGO Amok IS,twit THE TALKING MACHINE WORLD 91

CLOSES MANY NEW ACCOUNTS troutrepresentativedealers who vrehandling r HOW Do \Ill IhitktOLI? the Jewett phonograph in widely separated sec- Jewett Phonograph Co. Announces New Dealers tion] 01 the country. you, When she ire,. ; -Line Displayed in Seven Detroit Stores And the hackmin t,eyed not ski, And con nailus your nun and lieno be cm DALLAS COMPANY OPENS NEW STORE 1/11Toote, 6. --floe Jewell And all you get is ',led,. d.ong today." ['holo- Then Totem a PEDDLE!. graph Co, ofthiscity. has already placed its Sonora Phonograph Co.. of Della, Moves Into Or rad, F., a peddler. low in ,even of the finest exclusive music store, New Modem Establishment in due Only and A. A. Fair, sales m sager of the when you net lino loon and call ,to your non. company, exprcts to add several new names to Wues, Tex., August 9--A member of visitors ..Can, you see Se. Bill,""Why, sere, this11.1 inthe to.. of the next Icw weeks -were entertained at the recent ope of the Vor on leis moth, make rough 'mom, The 1,111,131is Co.'s ncw establishment, And RilsueRill esengrtlg ,.aye:r,-S the usoal aniunme Isiah,ng similar progress in dif- Sonora Phonograph Tlte store. which la. are aii ORDER TAKER, lie, otour. the country and ateor dimsto as .7 Math skeet, this city. By gad, you're an ordertaker. pre. eatplan, an intelialve sales eampatgli will he is one of the best -equipped in the city, contains inuigurated this Fall that will undoubtedly pro-four demonstration rooms, which arc cooled by When you tea., nhing and ccerelhi.. duce excellent results. Ions and sentilated by meats of a modern sys- And 3,iu dotes act up until half east ainei During the past few weeks the Jewett Phono- teni. new featureisa demonstration room when we tech eiiiirern and talk cenditiens. The company dis- And orite itallhoer nigh many additions, graph Co. has closed important accounts with exclusivelyfornegroes. Then you'rea TRAVELING MANI successful dealers in Saginaw, Mich.. Pay City, tributes records in Texas, Oklahoma and New err gad, you're a ;meeting,man. Mich.. Owosso, Midi, Midland, Mich., Toledo,Mexico and covers North and West Texas fur 0., O. the machines, Whey, ye.tall un tintrade and theytalk"Ilard andFostoria, Every as ember of Time, reecutive and sales organization is enthusiastic ...weeps and decided Jetliner, garding the outlook for Fall business and this Henry Slaa,, of West Hoboken, N. J., is now But you talk and you .1.-01411( the oxirld leek feeling of optimism is based on report, received handling Victor tullnieg machines exclusively. bright, And sun' in your orders eeery Warned night, Then you're n SALESMANI Br gad, you're aeatesnsio.-Selted.

THE SALESMAN- -WHO IS GAME The Evenly Balanced, Plodding Salesman Who Never Fails to Gel Results Is a Foundation of Strength in These Days of Stress

Ithink thereishardly any quality that ap peals -More to meu than gameness. We alllike the fellow who can, aswesay, ""land the gaff And itisthis kind of salesman who wins, no matter what obstacles may be placed in his way, or what kind of opposition he may be lip against. The other day I read an article written by a loan who has had a great deal al experience in the field, says Thomas Dreier, the well. known writer, in which he told about a trainer of a horse that was an outsider in the betting "Nobody figures my horse to have a chance," he said, "blot he's got a darned swell chance, and KIMBALL I'lltell you why.He's game and he'll stand a drive all the way.He ain't extra fast. but he', a rtinnin. fool.He don't know when Ire's be If any of them chokes commences to Stop PHONOGRAPHS the stretch,thisbird of mine is I, I. t 'en, 'cause he don't never stop. in all the way. He's the kind cif Superiorconstruction;dis- ain't ever safe not to have a bet on tinctive designs and variety of Oftentimesithappened that when the rov. bees went up the number of the horse the,' h console and cabinet models; know when he was beaten was at the' perfection of finish of exterior "chokes" had faltered before the end ci and interior; exclusive features; So itiswith salesmen.Itisn't the flaskin-the-pan, popular salesman who ha: all are outstanding characteris- most to show atthe rind of life'srace. Ii tics of the Kimball. generally the man who's game who wins big prizes. Faithfulreproductionand FLOAT S1,000.000 BOND ISSUE natural tone of voice or instru- National Music Stores Plan to Open Branch in ment are readily demonstrated. Long Beach-Local Investors Interested Kimball prestige and their Lom. Pelt nu, CAL. July 30 -Wor." Co., Ito co-operative financing plan for investment bankers, GO4 Markwell Building, thus city,have practically completed disposition rl the dealer offer a worth -while 551000,000 issueofHighgradeseCurides. The company is now handling the flock of the 77a - merchandising proposition. bona) Music Stores,ha.,a $l,000,000chain - storeorganization.whichwillhandlepianos, Write for Agency Term, talking machines. records androlls. A local store will soon be opened in Long Beach. 'This storewill be owned by local investors, who will share in the profits made by the entire W. W. KIMBALL CO. chain.The propositionis said to be hacked by influential business men and bankers of the high- eateaman sass est integrity. Kimball Bldg., 306 S. Wal.ash Ave Worth ik Co. say the amount of stock neces- nary to establish a store in Long Beach will be CHICAGO subscribed within a few weeks. Adams Kirkpatrick, of Lamar, Colo., recently ripened a Brunswick stn. THE TALKING MACHINE WORLD At, 1.IS, =

11111 llllllllllllllllll lllllllllllllllllllllll 11111111 llll 1111111111IIII

I 111111111111 Sheraton 111111 11111111111111 111111111/1P1111114 LONG Console Cabinets Win Phenomenal Success

Colonial The five "Consoles" introduced a few months ago by the Geo. A. Long Cabinet Co. have proven successful beyondall expectations. They haveevidently filledalong -feltwant,forVictor dealers everywhere are selling them readily and quickly. These five "Consoles" are intended for use with the popular Victrola VI, pro- ducing a combination outfit that looks like a $250 Console model, but which Lou.. XV can be retailed at a very moderate price, easily within reach of all pros- pective purchasers. The "Console" is the recognized leader ofthepresent-day talkingmachine market, and progressive Victor dealers are "cashing in" on the phenomenal success of the Long Console cabinets.

Write us today for catalog and prices Chippendale

Iptrr"it, The Geo. A. Long Cabinet Company HANOVER, PA.

ll HPPlowhito Arei Sr IS, 1921 THE TALKING MACHINE WORLD 93

9)--e?..acdeinPrIlLADELPHIAcrglALI:ITY- -

Plin....wanitts, Pa., August 5.-The talking inn. sc.: there are no em.laints coining front any ofPark and ' Park. ilia chine business in the month of July, as a whole, the sections as to the business dullness, but the Denver.Mt capeelS he gum. I has be. satisfactory.Considering the weathercoal milting sections have been very satisfac-abont five weeks. and as part of his traveling and other conditions of the month, it has been tory. equipmentwillhavewith him enongh order remarkable theextentto which thebusiness, The Philadeltdita Show Case Co. hai given up blanks to take care of the demands for thc well- especiallyinrecords,has pushed ahead, and its Pittsburgh office and warehouse in order that known PennVietor miniature dog, of which the this niay be due to the great a of people it may be able to conserve all its energy at oneFenn Phonograph Co. is the Prodttr. who have remained horns thisyermyar and have point-Philadelphia. his.Burkartsays: "We Demand for Portable Exceeds Expectation. found their recreation at their own firesideit. have already had demonstrated to us that this is The Cirola Distributing Co., Inc., distributor stead of at the Summer resort. a very profitable move. We find that we canof the Cirola phonograph of thiscity, reports Joseph Joiner Tells of Wanamaker Business ship from here justas well as we en fromthat the demand for this portable talking nia- Joseph Joiner, head of the Watiainaker talking Pittsburgh and givethedealers justas good chine has passed all expectations.Many of the machine department here. as well as the piamn ServiCe and thisis one of the most importantleading talking machine houses in the territory department, reports business as quite satisfac-things to them to -day."This company isthe which they cover have taken on the Cirola Inic tory and thatit has been keeping i,pinspite distributor here for the Vocation machine andwith very satisfactory results.Many plans arc of the hot weather.Mr. Joiner says the demand records and the Mclodee rolls. A number of new under way which will huffier increase the popu for dance records, in both the Victor and Bruns- accounts have reeellily been opened, one beinglardy of the Cirola in Philadelphia and the sur- wick lines, is greater than it has ever before been that of P. Casper, in Wilmington. Mr. Burkartrounding territory. in July.Mr. Joiner says they are preparing for left last Saturday on his vacation, to be gone two New Sonora Accounts a very large talking machine business this Fall. weeks omore. The Sonora Co. has been doing a very good They have dropped one of the lines they have T.r W. Barnhill Off to Pacific Coast business in July, considering general business been handling and have only four machines they T. W. Barnhill, president of the Penn Phono-and weatherconditions. Unring themonth now represent: the Victor, Brunswick, Cheney graph Co., Victor wholesaler of this city, is onthree new accounts were placed to its already and Sonora.Mr. Joiner, accompanied by Mrs.Iris tray to the Pacific Coast.Mr. Barnhill, ac- longlist,one ofthe firms being theMillard Joiner, will leave for a vacation on -.gum 12, companied by tire. Barnhill and daughter, leftMusic Store, of Wildwood, located at 201 West which will he in the nature of an automobile triplast Thursday for the Pacific Coast via the at-Eighth street. W. C. Fuhri, sales manager of the through New England.Mrs. Margaret Clark, tractive scenic route of the Canadian Rockies.record department of the Sonora, was here the Mr. Joiner's assistant in the talking machine de - A little over a year ago Mr. and Mrs. Barnhill past week.F. H. Owens, the sales manager of pat linen, is just back from a two weeks' vaca visited the Coast, but took the Southern routethe Sonora, left at the end of the past week on tion spent in North Carolina. and spent some time at Los Angeles.Leaving hisvacation, mostof which willbe spentat Business Better in Coal Territory Philadelphia, they traveled by railtoBuffalo M'ildw.d fishing. All the various firms report that businessis and made the Great Lakes trip to Duluth on one Pleased Ores Healthy Condition of Business its sort of sectional. The coal mining section of theof the palatial lake steamers.From Duluth the The Penn Phonograph Co. reports that infairlygood talcs eems tobe very much better than the itineraryincludedSt.Pant, Lake Louise, the business has been keeping up. The officials believe that they have rea griculturaldistricts. The Philadelphia Show Canadian Rockies, Vancouver, Seattle and Port- shape. Case Co. is one of Orr local firms tofind this land. On the return trip Mr. Barnhill plans toson to feel elated in the fact that thus far all of (Coninined on rage 94) condition.Manager I.H. Burkart statesthat spend some time at both the Glacier National

7111010M110110110111M111110110141110111011111MAIM10001411(000110014.103101110 , Ill 11,116111ill1011.01101001100100111191111111111111111010PAWAR Stop MarkingTime! IS useless to keep your feet moving unless you get somewhere. And to -day it is only bykeeping your sales feet in action that you make sales. For August, see how many VictorPortables you can sell.It gives the world's greatestcollection of music to every outdoor party. Buehn Victor Service willhelp you to do a good August business. The Louis BuehnCompany Philadelphia THE TALKING MACHINEWORLD .Mmuas IS, 1921 94 --- LOCALITY-(Continued from page 93) THE TRADE IN PHILADELPHIA AND very good care of all our dealers' requirements. Emir school leachers, to whom had been ern the enstoiners of the company have been able Misled (look collected by the school children We have secured the faCIUSIVe wholesale agency for the Molrola for eastern Pmensylvania. loath - to niece all (heir obligatemes. Two of the for the part -haling of a talking ',U.N., O.e of salesmen, E. E. }tipple and L. P. [ironer, ore at ern New Jersey and Delaware.This machine parly was a music teacher. called on Mr. Puss attachment ha. hitherto ben. sold for $30. ben present away 011 V/leali011t the former spending They had visited Ike and let arel the Emerson. slot Wesymmics' retail price will be $10.50.II the lime athis 0011000 .t Vea'nor. N. 3.. and wareronilie of practically all the leading steer., Island Heights. can be operated on both alternating and dire. the latter at his cottage at seed uleilemeely decided to parchase the Enter. Joins the Granby Forces The Weymanies arc tonsalerably en- sole as possessing the lope qu.skty whichthey current.° Odra Jester, a former Columbia salesman, has largingtheirwholesale Victor record &part- resigned to accept 3 position as roatl man to so noses desired in a reprodociag machine. nered on the second door irons of deck build- fortheGranby Weymann Reports Progren mem .3411,11 Itmemylvania ing. The alterations are alma' completed. Ilarry W. Weynemen. of H. A. Wernman Vacations at Blake & Burkart's Corp. Sou. reports Mat their canting machine business Look for Good Sale. From Now On HerbertE.Blake, of the firm of Blake & a e quite saiisneclory nil that orders St Co. reportthattheirJuly illJuly Purkart, in at present spending his vacation ae A.J.Death well ascouldpossibly are c skim as The baSi- bulginess was as good as they rnset.t reasonably this season of the year.Mr. Sodas Point, N. V.. with his family. They caprct to do aery sati.factory he expected at .ess of the firm less been fair during the month. rimed. Weyinann says: "We hair booked up orders b1111111.55 In Angled throughiheeerected and put R. J.Rich, of the sales force. has fuse returned Ktibelik. Bawl and for the Style No. IOU Vittrolas, which arc now from a two weeks' vacation, which he spent at dug on isleeel toall our dealers, and we A.J.Heath ha. just being shipped out May's Lauding. N.J.. with his family. Emmy Destuen records. bare some very large advance orders booked for two weeks' rata Some Columbia Happenings reformat Irmo spending .1 this style of machine. We anticenate some heavy atAtlantic City.A new salesman. John Nei - Al the offices of the Columbia Co. business is Meade te sales. din, has lereu i1i1111,110 the sales force. "Our record stork of bark orders isintoast reporeed as fair. with considerable improvement Co. have beendoing considerable ndfoue, in darkest else end of the mouth.Manager Co, ... .. department anal have also escelleat shape. placing lesen a PoSihou fo lake Meth. forewu re I sold guile a mune, of the now style Granby. 1111. which they handle.C. A. Mallict, Mr. Ileath' partner. will lease on Saturday of Ibis week on a two week' Var ii11011. Will Retarn in September Salesmen's Louis Hochti, of the Ideals Hoehn Co, Inc. w. Jobbers' Profits and nit he home until September I Alec, the CoI rado Slerings 1.011Vriiii011 calthe National elation of Talking Machine Jobbers, of nit1 Commission Now Go tothe Dealer hexas elecied presidene. his Bieck% will,b. started on no intended trip to the Coit, is which They inland 10 NON, atall she lending resorts. This Company have decided to selltheir entire output E. D. Reineck, a( the Bilden brae,coo just re- turned from his vacation. which he sprat ph y- of the Franklin Phonograph direct todealers, reducing ing golf with the rest of the high -brow. at Galen ordering direct from our Werepersville, Pa.ile brought hack with the cost considerably by Skit several trophies. The nacho firm reports factory. dial its business has been fairly good. The hulk of the busiaess. however, is being leaned out of The style illustrated shows our town.Local drenaml is rather slow Leaves the Talking Machine Field Revolving door model. By merely James Willard.Jr., 'who has been ideleeifeed for a member of years here with der talking ma- touching the knob the record chine buten., need for a consider:Mk line war cabinet revolves, showing eight head salesman of the Chewy Co., has resigned to accept a position with a coal corporation. specially constructed Albums. %%'ith his family lie is spending Ike Se ...... er al his collage 51 alliiis comemnitig constructedof daily. The Cabinetis Adds Many New Accounts five-ply genuine figured Mahog- The Interstate Phono. Co. has done a mks- imetory baseness all,Loon, htub'. ithas any. all metal parts goldplated, added a number of new arcomett toiislong lint, principally in the Stank.0. J. Flood, the plush turn table. local sales manager for Mr. Eckhardt, Inc just returned from a two weeks' vacation spent at The Franklin line of phonographs M'ildwood, withhi.family and alsohisson, S. G. Flood. who is one of the Paths road men. is supreme in tone, cabinet work, An Active Emerson Campaign The Emerson Philadelphia Co. hoe bad quite case architecture and structural a satisfactory July..A. T. Itherrsou and W J. design. Franklin Phonographs Simms spent the better part of Jelly he Phila- delphia assistingflurry Fox in tee marketing occupy a distinctive position of the Ellle.011 1113.1101f, and ao a remelt Ibis among high quality phonographs. C011...11 110W has I earl' subseautial representa- lion Nithis lerritory.Mr. Fox 010100 that he was recently in New York going over the con- Order a sample of this model. You will find it thebest ditions at the Emerson Co. headquarters. mak- ing plans for the Fall business and considering seller you ever had. the various methods that are to be employed for themarketingoftheEmerson prodneethis rail.Mr. Fox said thatthe Emerson of Our prices are reduced. Our terms most liberal. all feel Mae the indications poiai lo a very good Fall business. One of the things thatthe EmersonPleila tlelphia Co. rectally did was to place ',real of the best styles of the Emerson machines on a FRANKLIN PHONOGRAPH COMPANY irock. which was accompanied in a tonriug eat INCORPORATED by Messrs. Fox. Emerson and Stevens. The 1.10 Mali. a lone of every section within the 1711-13-15-17 North Tenth Street territoryofthePhiladelphia Co. L'poatheir return Mr. Fox expects to tackle the Pittsburgh Philadelphia territory us a similar way. An incidentof a momentum. sale Mat dee Fmerson Co. recently had has .laud Mr. Fo THE TALKING MACHINE WORLD J1 - - -- THE TRADE IN PHILADELPHIA AND LOCALITY-(Continued`from page 94) city,will entertain all the Gimbel talking ma- chine lamily on Saturday kugust 6.

ECALCOMANIA SENDING CUSTOMERS STAT EMENTS Name Plain, ter Talking The Advisability of Sending Monthly Statement, Machines, Pianos, etc. to Customers Such as Are Sent by Manufac turers to Their Dealers Discussed Mall Class V70.limanshiss There has been considerable argument pro and o during thefasttenyears regarding do National Decalcomania Co. cisaliffity of sending monthly customers' state PhiIsilitelm 720.7301460th, ms such ASare used by man, - rchantslittheirdealings with KEEP COOL toteett business concerns there ,arding the fitness of statements. spent considerable nine during the month among a business C011.11 and the consumer publicit BUT- no -Staledealers going over a Fall campaign is possible that the form of presentation can be with them.A. A. Platt, of the sales force, was altered from strictly commercial aspects to thosr married during the month to a you, ladyin of a nicer diplomatic nature.However, in dis- Norristown,thewedding beingattendedby cussing this sobinet, a noted authority on moil KEEP GOING Manager Cummin and Assistant Manager E. A. ern accounting and bookkeeping recently pail., Manning. C.K. Woodbridge,generalsales outtwelveadvantagesinsending customer, manager of theDictaphone, %vasone ofthe statements.These advantages arc: AFTER dvisitors during the month. On the third Satur- I. Customers want them. ay of the month an important sales meeting 2. Increase collections. as held in the Model Shop, which was attended 3. Advertising medium. BUSINESS by all the salesmen of the district. 4. Create complete mailing list. The Retail Ledger, of this city, quill an im- 5. Statements bring in money, money incre,.- portant publication for business men, paid quite available capital.Available capital en, WITH a compliment to the Columbia Co.'s Model Shop the interest charge at the bank, increases by reproducing a fine picture of the shop, which power of the store, permits of taking mos, was accompanied by a write-up of more than a count on merchandise bought.Discounts take., third of a page in length, which came to the mes more money made and increases M

WHO MAKES FOREIGN TRADE? is demanding greater The' buying public more and more Individuals, Not Nations, Are the Great Factors value for each dollar it spends. in the Development of Our Foreign Bunion., The dealer selling VICTOR productshas a decided selling Declares Dudley Bartlett, Export Authority advantage. facilities are unsurpassed. Weymann "Now is the time to go after foreign trade," Our wholesaling declares Dudley Bartlett, chief of the Foreign Service insures the dealer best results. Trade Bureau ofthePhiladelphia Commercial Museum. "When itis stated that a certain nation is on VICTOR PRODUCTS Are verge of bankruptcy, and when such a state rneatissupported by statistics," says this au - Q. R. S. ray in an article in Forbes MiffAtilIC IN. Y.), Musical natural inclination is to as that busi Player Rolls nes. with such a nation is out of the question. Merchandise But business is not done with a government.It is transacted hetween individuals. "Everywhere inthe world to -daythere..re & SON, Inc. individuals who have been thrifty, or H. A. WEYMANN or lucky-call it what you will.In the PHILADELPHIA sighedfarscur- 1108 CHESTNUT STREET midst of general depression,depreciated " The Best in Everything MusicalSince 1864" rency, burdensome taxes, labor riots, inefficient lke.re far rota/acne and special stork hat (Ce/dinned nn pa, 96) 96 THE TALKING MACHINE WORLD Acct., IS, 1921 =- - -- THE TRADE IN PHILADELPHIA AND LOCALITY-(Continued front page 95) goveninicut and or or otakiwrion, they are able SOME PLR TINENT CONCLUSIONS snwhow meet thrir obligaitons, io buy arid too find ...utters who can take their goods atA Writer Points to the Success of Chain Stores WE BUY AND SELL ANDN SELL a profit.They are doing business and Asks Why Independent Retailers Cannot RECORDSWE BUY "Ilse return to normal is not accomplished by Study More Closely the Basis of Their Success Mr. Dcaler-W e con supply concerted action at a given time, or even within you withrecords bythe a specified period.II n the same process essen- Every now and thenonineretail merchant World's Most Famous Artists tially in foreign and domestic trade. A 1.131110 inthe talking machine field extols to Bicsky Also fin -tomi I Des 1110111ef,ray, 1141 something thesuccess which isbeing attained by chain Latest Monthly Issues which rotwanted very urgently in Swoirerland. atomsin hiscity. Nam.,likeWoolworth, at attractive price... Presnutably the newt has existed for some time. United Cigar Stores. etc., have become familiar Mon cognizantofthatneed havePuttheir bywords unlit the American public and as boo- Keen Talking Machine Supply Co. minds to work on the problem of stopplying tless lOslii011011f command a Wry WiiIC and (Ice, They make a proposition to the manufacturer ...get. A Milwaukee newspaper recently com- 49 N. 10th ST., PHILADELPHIA. PA which he rejects.lint he suggests other tern.. mented on ens subject as follows; Negotiation continues until mutually acceptable "There are many organizations which operate tory. Why does it have to be a chain store that agreement is reached. chain snores 111100g110111 the country. To many makes these improvements? Why cannot more "Later, when thousands of merchants are do- independent retailers these chain stores are a independent retailers use the same methods to ingthis,the world wakes up to the factthat nighinsare, a bugaboo of reduced prices and de hold their own?" husk.es is going 011 again.It becomes possible creased overhead which cutintotheirprofits to prepare C113,11to show the trend back somid cat into their trade. ENTERS TALKINO MACHINE BUSINESS normal.But the real bulk of the work that "As explained by the general manager of one leads tothis conditionisindividual.Covens of these ors...atom., the tease° for their suc- Nat. wten. Com,. August 2.- Max Hanover, a mem banking in the form of subsidies' of one cess so simple as to appear almost self-evident. hew York business1114n.recentlyassociated kind or another may encourage imlividaal firms There is notions; secret or mysterious about it -- himself with Abraham Corland, of the Talking to open negotiations. II may accelerateshe bustplain common sense applied to merchan- Machine Shop, of this city. for the purpose of movement afterItisstarted. But even wills dising. enlarging the business.The officers of the con- such assistance the business man will speedily "The store must be attractive and distinctive,cern a: Max Hanover, president; Abraham realize that the resumption of trade--foreIgn or therefore freak paint is applied and the windows Curland,re vice-presidentaridtreasurer;A. W. domestic-after a breakis an individual prob. arc thoroughly cleaned.A small, pelf assorted Curland, secretary, and Alexander H. Manes, lentGovernmental help will he a limitation toand packaged stock is laid in instead of the oldauditor.A complete line of talking machines his ingenuity; Itwill be given only ender slimy. heterogeneons collectionof shelf loungers andand records is canted. lations that, sooner or later, he will find Intrilen stickers.Fewer sizes arc carried and nothing is some." allowed to be placed itta corner and forgotten. SELLS EXPENSIVE MODELS Every atria- made toe arn its living, or else INCORPORATED Coolores. No credits are entered and no de- A. Williard, manager ofthe warerooms of liveries tnade, thus reducing materially another Sfailinshek & Son,Plainfield, N.3.,has been The ConsolidatedMIWIC Stores.Inc.,Wil- iniportant item of overhead tiethe small store, receiving congratulations on the sale of a wom- mington. Del., was recency granted a charter in and every mire is taksts to keep the window tits - b. of expensive feature models during she past that State for the manufacture of talking ma- plays fresh and attractive. few weeks. One notable sale was a Quccn Anne, chines,etc., wish acapital of $6,000.00 "Isis by the application of these principles electric, Vietrola-a cash sale. that organizations have increased business front The present business depression islikeshe practicallynothingto C1131115extending over The Robertson Music Store, 1306 C street morning after the night before, but with propermany StatesThe foundation is sound and theWashington, D. C., has taken the agency for th teen it will troprosz. .16 .I rtAing isa matter ofIlls. Brunswick phonographs and record. - PLAY BALL! la the cry in every city, town and village all over the land today

11 l , n """ We Will Specially Decorate 25 Penn -Victor Dogs oleo In salvoof "'" moa,z dam nilllie ileinroledltdloblue tilforiii nnil liven. Inrril mud no. n 311 On. ..0001 lori Ilin Piano, ilinler woo Men orronne o diamond In Me w Wilurind 00 it...wilt non., nr rho ringlorlyli111101

In tour noon. loon lirogur own.. or it

WW1, NIIlti r -aim, mini low.. coon. Iv Inning 113Inning Ilierrits holding rein. al In }flint t ourminion 81101. Cllr eel *wonVile fin. hero June Irrr.- Wore will.wino. ourerni,

11r. VIelo dealer. fool olio. Ililo ebony,. to ,wwwlf and Tollilno rood 11i lor11ri orslo

Ord, rein tour 11Wor 01Welliii- lorortwin us,oaf MP 1.111 chow,/ through 50. ferfronol MilrIbulor If 0 repueWed.

e.Joto Ditfloy of :he Krone-Sol:1h hone Lo., Bohm, They mar, Juoy five thole:and Tenn-hato: dog:. Victor Distributors Penn Phonograph Co.,Inc., Wholesale Only 913 Arch Street, Philadelphia, Pa. THE TALKING MACHINE WORLD 97 IMICO INDIA RUBY MICA DIAPHRAGMS INTERNATIONAL MICA COMPANY PHILADELPHIA,

RrNvR A. ve AAAAA O. GRAv IIRNO a Co INT RRRRR 10161. RI/C CO. V V. OCR011re enacts Sales CO. PROVIO4CF panes. cr RAN FRANCISCO. Cat. CIN CINNII. opii0 0011400. ILL OLE AAAAA O. O. 4 ra. pRoviotACC. R.I. Tr[ ARTAINM.I.PrORATION Write for "IMICO.' ney AAAAAAAA .on in your territory-domestic a foreign.Snrcrof Cow.", for Csrmf Bownc.' "IMICO" and "SERVICE'. are SYNONYMOUS

THE AID OF HOOVER SOUGHT IN FIGHT ON EXCISE TAXES F. C. BEATTIE'S IMPORTANT POST Representatives of Music Industries Chamber of Commerce and Other Trade Organizations Call Succeeds A. H. Curry as General Manager of the Attention of Secretary of Commerce to Bad Effects of Such Taxation Texas -Oklahoma Phonograph Co., Dallas, Ten. The bad effects of the discriminatory excisefected by excise taxes are those whose pros- DALLAS, Tex, Align, 6.-F. C. Beattie, A,i5141II taxes on about thirty industries were called di-perity, to a large degree, determines the businessgeneral manager of the Texas.Oklahoina Phono- graph Co., distributor of the New Edison phono- rectlytothe attentionofSecretary of Com-activity and prosperity of the country. as dis- merce Hoover on Thursday, July 28, by rep- tinguished from those businesses which provide graph, has been appointed general ma eagerof oftonortwelveoftheleading the barest necessities of food and clothing. that concern, succeeding A. H. Curry, the pres- resentatives ent general manager of the Texas-Oklahonia nationaltradeassociationsoftheindustries It was the firm opM of the representatives conion ference that the excess Phonograph Co., who on August I became vice- affected. The MusicIndustries Chamber ofof industries at the Commerce was represented by H. la profits and higher individual income taxes shouldpresident, M charge of phonograph merchandis- vice-president, Columbia Graphoplione Co., and be eliminated; thatthe war -time excisetaxes ing, of Thomas A. Edison, Inc., Orange. N. J. Chamber's legal Committee, a. should be abolished and thattheadditional Mr. Beattie's C0111Weli011 With the Texas -Okla- a member homa Phonograph Co. dates from it. establish - Alfred L.Smith,generalmanager,and revenue needed should he made up by asales by two at Dallas in ISIS.For the past three years GeorgeW. Pound.generalcounselof the tax of uniform character applying to all busi- ness. A uniform tax on the sale of goods. wareshe has served in the capacity of assistant gen- Chamber. The support and advice of Mr. Hoover in theand merchandise received particular attention. eral manager. Mr. Beattie is a native Dallasite. He is a member of the Dallas Credit Men's As- thediscriminatory excisetaxes Among the organisations represented were: The eliminationof sociation and of the Dallas Athletic Club.He is were remeested on the grounds that these taxes Music Industries Chamber of Commerce, Na- a popular and accomplished man. were not only unfair to a large portion of Amer- tionalEntail Dry Goods Association, National ican industries, but would actually constitute a Associationof Manufacturers. National Asso- menace tothe normal revivalof businessin ciation of Motion Picture Industries, National BLACKMAN WAREROOMS ADMIRED Automobile Chamber of Commerce, National lines. Itwas further pointed outthat those Jewelers' Board of Trade, National Association New Home of Victor Wholesaler Visited by these industries represented a tremendous Figures were pre- of Chewing Gum Manufacturers, Motor and Ac- Jobbers and Dealers-Interior Equipment Per- amount of invested capital. National fect in Every Detail and Much Admired sented showing the great numbers of workers cessoryManufacturersAssociation, and their families dependent upon these indus- AssociationofRetailClothiers,Cocoaand Chocolate klanufacturers. Association. Victor dealers and distributors who have vis tries. The type of businesses particularly al- itcd the new wareromus of the Blackman Talk - - - Cushman stated that dealer accounts had already inn Machine Co. Victor wholesaler at 28 West CRITONA RECORDS AT FIFI V CENTS been established throughout thecountry and Twenty-third street, New York. have colninented that judging from all indications there isa tre- enthusiastically go,u the attractive appearatic Criterion Records, Inc, Announces New Selling of the equipment. Many of the dealers hay Plan-Library Is Now Complete mendous demand for a 50 -cent record, provided that the record gives service and satisfaction to expressed the opinion that the new Blackman home is one of the finest wholesale establish Criterion Records. Inc., New York, announcedthe trade and public. George W. Beadle. president of the company.meats in the country. and Mr. Blackman and hi recently that plans had been completed whereby associates have received congratulations from Critona records would be ready for delivery tois devoting a considerable portion of his time the technical and executive divisions of the member. of the trade throughout the country. the trade at a list price of 50 cents retail.The to business, and his many years' experience in the The Blackman Talking Machine Co., however very busythepastfew company hasbeen trade will enable hint to give the frit.. clien- gives a goodly portion of the credit for the per itscatalog, and is now months rounding out tele invaluable 'Mitt and co-operation. fection of itsinterior equipment to Jail Bros., ready to offer the dealers a completelistof New York, designers and makers of showroom records, including operatic and classical num- and storefixtures, who collaborated with th bers, standards, semi -popular and the latest song A SUGGESTION FROM CHICAGO company and carefully carried out every detail and dance hits. Never show your intellectual superiority when of the plans.M. Goldstone, sales representative Arthur H. Cushman, vieepresident and sales you are negotiating, says a writer in theChicago for Jail Bros., worked in close co-operation will manager of the company, ina chat with The C. L. Johnston, secretary of the Blackman Talk Tribune. Clever people sometimes make the World, stated that Criterion Records, Inc., had A touch of stam-ing Machine Co.. in laying out the new Ware itsentire mistake to make no mistake. 01 their reel adopted a definitepolicy whereby mering, a certain aii.kii-ardocsi of manners. may rooms, and thettisfactory ibrary would retail at 50 cents and that new bitted efforts Ipparcht. Mr prove to be useful upplementswouldlieissuedmonthly.

PROMPT DELIVERIES "TakeYour Cirola MusicWithYou"

CIKOLA HAS PROVED ITS WORTH-Dealerseverywhere are stocking it this season.REASON: IT STILL REMAINS THE LIGHTEST. SMALLEST. MOST COMPACT, REALSTANDUP BIG TONE PORTABLE MADE. We are now also sole distributors in this territory for acrackerjack record, "THE PARAMOUNT," whichis working well with the CIROLA, likewise the CIROLA NEEDLESAND COVERS. Write for Proposition. 204 Colonial Truss Bldg - CIROLA DISTRIBUTINGCO., inc. Phone Spruce 6337 Distributors of the PHILADELPHIA. PA CIROLA PHONOGRAPH U. S. A. 98 THE TALKING MACHINE WORLD

SELFSERVICE NEEDLE MACHINE The possibilities oftins,1.1(111111 are onlintiorl --- It sloes not semi too optunistie to ray that in tn. Modem Merchandising Medium Being Used inInfirmitetas be possible for the talking ma the Sal. and Exploitation of the Brilliantone chine owner to pick up a package of ricrdln Steel Needle-Will Increase Sales 1111 ton evening's miermitrosein anany mho,. naafi. MI hi. nay hon. The Brilliant°. SteelNeedle Co.,of New Made in Our York City, is a firm believer in the proper presGEO. SEIFFERT WITH A1ODERNOLA CO, rotation of merchandise.The var..eonnter Watch Oil display enter whirl,itfin.distribute. dinthe To Represent This Company In Eastern Terri. DEPARTMENT past for Brilliant°nc steel needles have always tory With Offices in New York City ,snickor .11 s century beenveryattractiveandhave proventheir has ens. BD',;el George SeitTert, who was formerly cos.', it allthe worthinthesilentsalesmanship which they owls, eines ind chionorn withthe perform. baiter° Phonograph Corn., era nil used in America. The latest developmentinthemerclmodis disterbotorsIdtheMorternolahire,has a ing of Ilrilliautouc needles In to be fonnd in the unsortedthatlieticsseveredhis mane moo, The Best 011 For AnT Talkinir Machine new automatic needle.selling machine numb thewile that corporation. which has ddeitled to slim)] ht Nroit if &fro tae ssnle lemous or. ell .reelsr. Alt rm.. sndss on, Erilliautone Steel Needle ('o. is unw trying not it. aflairs. ,, s ss,sweed, lesolos inthreelargeretailestablishmeutsinNew The Mirilernola Co, of Jolorslown,l'a Colorless, Odorless and Stainless. York City. Thloself-servireneedle machine teipicsted Alr. SeilTert to represent inin the Fact. Houselleeprrs as Ineswouldnol bewItboul Nsoll bemuse inIs be., for obeassrmse sad we isattractive in appearance mud I. of the coin mit territory.Ile lids ..Pelled tempory Mb.- Ins machines-fat gone,. tsuntint ed word. on Ile ,I not sistn Is tree slut variety.II contains four grades of needlesat 25 West Twenty-third .11)11 forthear purr from (.4end,11nal rblilor become and the depositing of a cob. deliver. In the par. of giving N1011Cellot, dealers ..11 sees'', as ill. Spsrismcn 'sr,' ballot aunt beesssseIt chaser parkage of the easel tone he remote - may respnrc NIr.Siii, rt that work .m NvOtt. ein ere is tasia', dineoe km, Willey nd in Qua. and G Cans. rot Sole be all TolLyns Marino. Supplies Doslers WILLIAM F. NYE, New Bedford, Mass., U.S.A.

Ire new Moderonla factory I.:progressing rapid) and it is expected lo have the ness prod.( read for the market by the end 01 September or early it, Crember. The - --- SCHOOL BOARD SELECT S SONORA Committee in Ohio City Unanimously Chooses Value of Sonora for School-Unique Demonstration

1,11Ats. Allelt,t 3- A ',omen phonograph wa sold recently to the school board ofthiscilY, Prestige alter being chosen by a committee of teVellitell priapic appointed forlie purpose of inemdigatiog the merits of the bestknown stakes of talking machines.The Sonora was represented by the Kirklarid.Houll Co., of ibis city, of which V. NV, HE prestige of an in- Hood is president and H.itKirkland secretary and treasurer. stitutionis one of its This live -wire Sonora dealer was keenly in- terested in the outcome of the competition, and strongest assets. Itis iocideolally the demonstration seas condoeted on a basis whirll was unique.The names of Ilse guarded preciously by old institu- various talking machines were placed in a hal and each one was demonstratedinthe order tions and sought by new ones. drawn. The Sonora was thelastone tohe inlayed, and when the superintendent of sehoois announced the adjournment of the committee to The talking machine dealer who make its decision he was informed by the spokes- man that there was no nerd for an adjournment. sells Victor merchandise sells as the committee had already decided on the Sonora. goods with prestige.Therefore Victor products buildprestige 110'1 NKIII1S BOOM RECORD SALES Talking Machines SeemtoCoax Passers-by for his institution. From Sidewalk to the Store

"This isreal phonograph weather," saidthe That is why Victor dealers are proprietor of atalking machine shop oe upper Broadway toa paragraph writer on the New the reputable dealers of their York Sun, as he placed a record on the machine by the open front door."On warm nights like respective communities. thisIreally do More business than any other time of the year.As soon as I pot a record on the machine a crowd gathers outside the door to 'hear the music.Generally after the record is finished one or two people come in and purr chase one of them. In warm weather like this we can open the front door and really bring the mc to persons who neversv orildthink CURTIS N. ANDREWS of comingu in here to hear it.In the Wistertime a person never hears a record unless he or she Victor Wholesaler makes ita point to walk into Mg store and sit oneof our booths.In Summer seeplay BUFFALO, NEW YORK records to hundreds of paxsersby every night." The talking machine store of C. B. Crawford Pascagoola. bliss.. was destroyed by the lire which visited that town recently and in \\bidh seventy buildings were gritted. \ c, -,..r 15, lonl THE TALKING MACHINE WORLD 99

TRADE CONDITIONS STEADILY IMPROVE IN LOS ANCELES Volume of Business Better Than a Year Ago-New Vocation Jobber-Canadians to Locate in Los Angeles-Brunswick Manager a Visitor-Sonora Priers Interest-New Stores-Columbia Expansion (4' t '3:2 r . II I. \',i 'Plc ri L.l'aimilin V Ititty.s as,netat, 41t4I oIL. 5555, just,'151 p.0,, an es , II fritml, who hn, ty. miry ,nscr ,2-11 int rathming with theeedie in. i litII, 1.s,,,',Is b',.01.0,11 5" Salesoftimehme,to man,d ;wink, nis,,,r, I iii 0.a5 Is "Shimandi exceptionally 00011. whole th, of Illall,), ,111.1111,1,111 , yI hoc t Ltutilit stencilsenabledsalespexkl, 511 110Y .0..'ore . 0. Cshi. to.it. the Itiou 50 supply eustonnr,r,p111,11P111, v0,1 Isrunswwk Sales Manager Visits Lo' Aogele, the then sell additional non,. ,t. ,o,:r .1 Lytyktetgeneral Ii', manna, IIII, _Modern course the order ofthe L.lilt , '1,1.1,1 A 1151111,1, -I,sib -epancer that departments ore 11011. ItLtoit hat.' v11,,1 L.,. I, for Your theme in charge have been able to takeIre ni month nit .L.., tt, Phonograph thy brisk business.Throughout July v.ii ,1,,o K,',,tickwe, nhter Lam, pint practically all departments have Mos, d nod .1.10 informal 15015155 ii,by Roily Wiedoeft, 00 are closing on Saturdays atIp.Os 1,1110115 ,oplione player and leader ofIso well New Distributor for Vocation known ja,c Ordles, the Califormans 'I heWestern3 ribbing 8.1 Trailing Cohis Sonora Phonograph Reductions secured the jobbing rights of Vocation phono- The reductious iii sines of some models of tin graphs and Vocation records in southern Cali- Sonora have notyet born atmounced inLe, fornia.E. R Darvill, who was with the Aeolian Angelesfits reported that such announcement Co. for sonic time, has been appointed manager willtake the form of advertistng of the new of the new Vocation department.Mr. Darvill prices in the ordinary may, and will not be seized antleipales a large increase in sales of records ripoisanait opportunity for Srli,atiolial coilipar, particularly, due to the fact that the new Voca- suns with former prices; it has long bccii tion policy allows stealers to handle Vocation nszvd that surfs comparison, 355 VI.11011, records with or without Vocation phonographs, cuStOnler5 who arc paying no 1.0(5011 1 START SHIMANDY SHIMMY- thus enabling some who are specializtng on other Iris,, and. in addition. that ad,ertiingxlty ING IN YOUR WINDOW AND makes of phonographs to mid Voealion records. mane'. reduction,. ealculaird to ettraet atteuttnit YOU'LL WAKE UP THE Unit Construction Vicemesident Here soneseds,asft.ninn,tttling the maids of pre,' Harty A.Beach, vice-president ortheUnit rive plirCllaSerS, who inintediattly anti,ate for, WHOLE BLOCK the near suture and oroil Construction Co., spent a week in Los Angeles Sher ryduetions in Great Window Di.ploy. A Rosin... last mouth arranging for some complete installa- buyteig as a moult. getter and a help to moll earned. Hollywood Dealer Sells Out tionsofhis company's equipmentintalking machine departments.hl r. Beach was, of course, C. H. Vales, Edison dealer in Hollywood, h sold outtitsbusiness so the Hollywood Mu,, well known as the manager of travelers for the rtirrimtlus nc. "mesh.5 Victor Talking Machine Co, which important Co. Mr. Yates, who is agent for the Motto:. nym position he so ably directed fora number ofwill devote his efforts to wholesale business hse rho, nixdres.a fem.,. years until Ito resigned for his present position. Colyear's Good Victor Sales Famous Canadian Jobber Here IV W burdsall, manager of the Victrola Co..isw,- J. A. Sabine, of Toronto. Canaria, has arrived particle,.orColyear'sFurniture in Los Angeles and intends to make southern pleaectl with the business in his new department Mr.- burdsall was formerly in the talking nia- no 'a California Its, home inthe future kirSabine best-known phonograph men in thechiny department of Byron blauzy, San Fran- cisco, and previous to that was assistant Mall - National Company Domsition of Canada.He was for a number of years senior partner of the Music Supply Co,ages' ofiho Victrola department of Strong Bros Cambridge Sta. 39, Boston, Maw, thstributorof Columbia productsin Eastern Albuquerque. Canada, and was directly responsible for a great Miss May Pt mm, who superintends it c Colyear's, iswell known as ern connected with the wholesale departmen ofColumbia productsord department in dealofthepopularity Chtcago, where she vs as a member of the Vte. the Columbia Co. for a number of years, hi in Canada through his indefatigable enthusiasm trola department of Loon Its Healy. last position being with the Omaha Columbia hard work and good management of the largest New Glendak Music Store ales force.The Kenny Music Shop will handle phonograph distributing house north of the line the name of 0 e he Columbia line exclusively. Originally front England. Mr. Sabine liar hood The. Kenny Music Shop is nen. music store in Glendale. hisKenny has Columbia Shows Ins nose in Sales in Canada many years,lieis accompanied by William F. Stidltaiti, manager of the Los An- geles branch of the Columbia Co, reports an increase in sales for the month of July over those Albums That AreMade Right for June. This is the third month in succession showing an increase over the previous month: May. which was 40 per emit ahead of April, also showed an increase of 5.0 per cent over May, 1020, June salts exceeded those for May. Window Display Elk. Week The Platt Music Co. took advantage of Elks Convention Week in Los .1ngeles to make a very attractive window display.A huge elk's head, winch took two men to carry, formed the cen- tral figure in the usiodow.

SEND -TALKERS" TOPIEFAR EAST Two Trenton Shops Make Distant Delivenes, One to Tokio and the Other to India

trinSON. N. J August5 --The G. A. liarlow's Son Co. of this city, recently shipped a Cheney phonograph to Tokio, Japan.The instrument nas purchaed by a Japanese who is astudent at Princeton University, and whose parents are service in the delivery of 01.11 We ere now ready so give the dealers excellent stealthy The machine was shipped to faraway new line of record albums(patented). Japan with a number of the latest records, in- leaders in their field cluding jazz selectionsThe young student also FOUR NEW MODELS-All purchased aViet's', for his room at the uni- Our factory is well worth yourinspec- versity. lion, for ifis up-to-date in every detail, Elmer Fount, of the Four. Music Shop, sold a Victrola to the board of Foreign Mis- CO. will be BOSTON BOOK CHICAGO, ILL. sions and it was sent to India, where it 501.509 Plymouth Court placed itt the home of a missionary. 100 THE TALKING MACHINE WORLD /toms? IS. 1921

Canada 6flylcznd Australia flow kolia Panama ilbnlo Rico Peru (fan Domingo Chile ayelitine &mall Belgium

Jhaded Rates show location aI i800 Ilnico Installations Unico Service is producing results Today for progressive musical instrument merchants in 925 cities 45 states 12 foreign countries The Unico System will Solve Your Sales problem ECONOM ICA LLY-Expeditiousl y-Ef f ieient ly Economicallyhi:cause complete Unico Departments can be installed from $500.00 upwards. Unico Equipment, though high in quality, is moderate in price. Expeditiouslybecause Unico Departments, no matter how large or how small, are shipped promptly on receipt of order.Delivery is expedited by our Traffic Depart-

ment and installation completed by our Service Department immediately on arrival of shipment at your store. Efficiently because whether your requirement is for a $500.00 department or a $50,000 installation, the skill and experience which have created over 1800 successful departments guarantee you similar results. Unico Service Functions Regardless of Distance or Sizeof YourRequire- ments. UNIT CONSTRUCTION COMPANY NEW YORK Rayburn Clark Smith, President CHICAGO 299 Madison Ave. 581h Street and Greys Avenue 30 N. Nlichican Corner -Hsi St. PHILADELPHIA Boulevard THE TALKING MACHINE WORLD 101

A New Unico Shown Below Installation Every Six Recent 1921 Working Day,1921 Unico Installations

S. Kohn a Son. C.Cle..l..d. Ohi P..,i. 51... Poevia. In. Dealers throughout the country are realizing the Sales Com- pelling Force of Unico Equipment in overcoming inactive trade conditions.

A recent canvass of 3000 Dealers in 438 Cities showsUnico- 1 Equipped Dealers enjoying active business. ' Let us put this valuable Service to work for YOU.You can secure IMMEDIATELY-and at moderate cost-the benefits of the Unico System. Demonstrating Reams Record Racks, C ..... rs Decorative Treatments Categiete Interiors

Write, wire or Prompt Action is P.a..* a .41 L.. necessary to protect phone our nearest your Fall business office 7 ODAY CONSTRUCTIONCOMPANY UNIT Rayburn Clark Smith, President CHICAGO NEW YORK Su its ad Cr.,. Aseeste 30 N. Michigan 299 Madison Ave. Boulevard Corner list St. PHILADELPHIA 102 THE TALKING MACHINE WORLD MMUS. 15, 1921

EUROPE'S BIGGEST DANCE HIT a. MY MAN 3.51 AMERICA'S BIGGEST DANCE HIT Sun69 MISS FANNY BRICE in '%-;. ZIEGFELD FOLLIES,f1-9-2-1

"You cant go wrong 'ASK TO HEAR IT" , A"Tune"You Can't Forget Cso with any Fearsonq'

a different appeal, and with the class of people CONSIDERABLE ACTIVITYEVIDENT IN ST. LOUIS TRADE itwillappealtonotedattheheadof each Talking Machine Salmi Have Supported Music Business Generally for Some Months --Giving the grotto. For the bogy, bustling, business type of Public What It Wants-Ditrell Announces New Terms-Some Recent Trade Developments person who just cannot keep still andisalert for something new she prescribes pronounced Sr. LOOM, Ma., August 11-'fire talking machine 'I'hr better class of motion picture theatres, she rhythm.For the quiet, reflective customer, the Ignites. is 'naming for lire 'inn of music titer Ihu &Neutered, have been doingthis,not by doctor, the lawyer, the teacher and the 'loose - ekandlsing in general,Most merchants say the ihviiiµ whatitis supposed to want. which was keeper, she recommend, quiet tonal quality and talking machine business is had.If they were formerly the practice, bin whatitreally wants, sentiment.For elderly people and middleaged, store cvacs won't! my Motitis good, lint whichisclassical music of the "nottoo.hcavy"and then, to whom music means memories, she not good enough to make so for the hatInes of class, with sonic popular 'none alkyd in solieCSIn "Dream Faces" and "Swing Low. Sweet the piano !ninniess. That is what dealers who "Now, what's the lesson we n learn from all Chariot."The burnt classificationistheim- have both liner have been expecting of the talk- that?" she ask. "Simply this;ca When selling aginative ensionier who likes to picture the scene ing maeltiors.When the piano business helm. Victor recoads, give the 'nadir Whatitwants. describe d. to drag the talking machines were Ruing strong. tIOn't olwayn judge the pinnies desires by Announces New Terms on Machines They continued strung fora long while.They what it asks for.There's many n customer who Manager J.F.Ditzell, of the Famous & Barr stayed pretty strong,infact, until the dialers Comes illand ask, for dance mom or popularCo., lia, announced the following new terms on imilertook to make them slimily enough pros. songs, who has alatent appreciation for better talking machines: On purchases of $25, $5 down perky for the whole establishment.They were music.Von have the opportunity and the abil- and $4 a month; $35 to $50. $5 down and $5 a got equal to that and they sagged.Thar in, fliry ttyto developthis appreciation. And by de- month; 555 to $75, $6 down and $5 a month; did lets than was expected ofthere,but what veloping it you can Mere:ine your tale, $50 to $100, $7 down and $6 a month; $110 to was expected of then, was tuore than cornet rea- "SO will you make this resolve and try faithe$125, PI down and $7 a month; $135 to POO, sonably be expected. When the books of the fully to carryitout during the month of An, $10 down and $8 a month; $165 to $200, $10 down Summer's bosoms, are balanced, howeer, itwill joist,keenly that every enstomer whom you and $10 a month; $210 to $250, $15 down and 512 hr foundthatthetalking machines'hivea, - servewill hear atleast our selection of gooda month: $260 to $3111, $20 down and $15a quitted themselves well anti hare dune a good music before going away.It may hen ecessary month; $31.5 to $350, $25 down and $15 a inotithi rival toward keeping op the overage ittthe other to playitwhile rote arc wrapping records the $310 to $400. $30 down and $18 a mouth. Reel branch of the linsiness. custom, has booght or while yon arc gettingords on contract are notto exceed theinitial Give the Public What It Wants records he bas asked to hear.liy !wing a little paytuent Itis understood that the terms of the Slits G. Golds Airy, head of the serene de- tact,a little diplomacy and a little judgment in other dealers arc substantially the same. partment oftheKorrbrr Brenner Co.,%helor the records you selert yoo Can really carry ow Take on the Kimball Line distributor, has learnedsomethingfromthe such resolve." The Union House Furnishing Co., which had movies and she is passing it along to the de:de- To help them the Rod Seal records are itsformal opening AugustIat1124-32 Olive in a pamphlet, "Give the Publi,\\-bar It Want acilyrcl and dived, hire groups. each with street, will handle Kimball) talking machines and OkcIt records.The contract was secured by C.R. Salmon, sales mnager of the Artophoue Corp., against vigorouscompetition. The open- THE CABINET and ACCESSORIES COMPANY ing order was for more than 100 machines and Otto Coldsrnith, President a complete stock of records. Mr. Mosley will 145 East 34th St. New York City be in charge of the talking machine deparhnent. Records will be fen rayed.Miss Jordan will have We are charge of them. Distributors of Changes in Brunswick Staff SoleMetropolitanDistributorsof '71e following changes have been made in the (beiltEbnr 1h relies Brunswick organiaation,Charles F. Shaw, who .... has been traveling in southern Illinois and west- Merle Irom star. ro finish in U 5A. ern Kentocky, transferred to St.Louis: H. H. The CIROLA xlicIdon, who has been doing local work, takes territory;J.M. Dick temporarily goes to -toneIllinois;J. E.Hornberger, formerly glii)-Y the Cheney Co., with headquarters at Kan - ---1.--L. City, in 20 cover the South, working out of :, and New Orleans. Zr ..< iPcsP New Victor Account Ni:tiaFf The Kocrber-Brenner Co. reports a new Victor want at Felton, Mo.-that of Baker & Ashurst. Price Now, $35.00 ' I Baker has been in the book business in Fol- . al me many years and Mr. Ashurst has handled Regular Trade DiscounttoDealers talking machines.The partnership extends only Extra Loud-Loud Medium to the Victor businessThe department is in the Writ. or Pharr. for Rep 000000 air..., to call Mode at the front of the store with two booths, record racks ar mend for Catalogue and other appropriate Extorts. W. H.Bagshaw Co. Factory Off on Their Vacations Gel All You Accessories From One Source Lowtfi, Mt.. H. R Kocrber, of she Koerber-Brenner Co., left with his family July 27 for a month's pleas- INSURE PERFECT REPRODUCTION ure trip to Honolulu.E C. Rautli, secretary of grzy::,V::.m6.*:d.:nc.!7: the Sallie firm,is spending his vacation in Can- ada, following a trip to the Pacific Coast.Mr. .w.or, IS. 1921 THETALKING MACHINE WORLD 103 and Mrs. C. B. Gilbert, after attending the job- iteriml tlettim. 1. tiasstorataint., 01 st Ethvard Cosgrove, of the Eamon, & Barr Co. bers convention in Colorado Springs, spent some Louis,This office has had an inquiry from a talking machine department, has returned from time in the Colorado mountain,H. S. Grover, party in this city who is expeetiog to move to an enjoyable vacation at the Famous & Barr Co. who accompanied themisvisiting friendsin Germany and wants to purchase a Sonora ma- farm on the Merrimac River and officiated as California. chine and have it shipped to that &milky at the star piteher of the baseball team. Emphasizes Educational Possibilities time they intend to sail. Mn Frieda Bollman, of the Famous & Barr W. strain, Victor dealer of Carrollton, Ill., The CD. Smith Drug Co reports that thetalking maeltine department, has &finned from isalivetothe educational possibilities of hissales of Sonora Portables have been three times avacation trip to Atlantic City and Asbury Park. terri tory. During the Summer school ofthe greater than lest year. Department stores which close all day Satur- teachers of his county Mr. Strain arranged for Some Personals days during the Summer are advantaged by the a Victrola demonstration, which was given by Miss J. Kramer, secretary of the Anaphasethange of the Victor records opening day from Miss Airy,oftheKoether-Brenner Co. Mr. Corp..hasretorned froma vacationtripto Saturday to Friday. Strain expects to put on a thorough campaign Chicago. Miss Laural'ickel,incharge oftheField - in the Pall among the rural schools of his terri- Mr. Cotter, ol the Kimball Co.. Chicago. was Lippman record department, has returned front tory. in St. Louis the early part of August. an automobile vacation trip to Kansas City. Kieselharst's Active Campaign bliss Melioa Dean, of the wholesale Vocabon R. R. Connor. assistant retail manager of the The Kieselhorst Piano Co., of StLouis, has department of the AeolianCo..has returned Silverstone Music Co.. has returned from a vacs engaged aforce of canvassers and aVictrola from a vacation trip. lion trip to the East. truth with which to make an active canvass of R. W. Jackson, manager of the Brunswick Co, C H Downey, formerly with the Musical lo the city in the sale of Victrola, has returned from Michigan where he left hisstrumcnt Saks Co.,is now connected with the Visit Columbia Dealers family for the balance of the Sununer.Hy alsoSilverstone Music Co. Robert Porter, field sales manager of the Co- stopped in Chicago. I.F.Fakir'', manager of the Famous & Harr lombia Co., spent the last week of July in SI. Tim Culp Bros. Piano Co., of Fort Smith, Ark., 'ionic salon, is a member of a committee of the twos territory.He accompanied Branch Man- with branch storesinHartahorn, Okla., and National Music Morita., Association to take agerE.M. Morgan on atour which includedRussellville, Ark., has taken on the Edison line steps to organize a national talking machi. as- scseral of the larger cities in this territory, such through the Silverstone Music Co. sociation. as Paducah, Memphis, Little Rock.They found _ -- Mr. Frank dealers feeling much more cheerful and encour- PRODUCES CARUSO ENVELOPE attract the attention p1 the reader. aged over the business outlook, due to improve- believes that the extensive use of this envelope ment in credit conditions, generally favorable Lewis C. Frank Corp. Makes Timely Announce - undoubtedlystimulatethedemandfor meat-New Envelope Has Human Interest Caruso records materially, and his announcement cropprospects,etc. Mr.Porterreturnedto New York after his St. Louis visit. Appeal-Will Stimulate Record Sales to the trade is noteworthy forits dignity and Branch Manager E. M. Morgan isspending timeliness.It may be teenier, a "memorial en- the first half of August on a vacation trip in the DM°, MICO., Aug.( 6.-The Lewis C. Frankvelope." ofthiscity,manufacturer of scrapping East,visiting various pointsofinterest. His Corp., itinerary includes a visit to the executives officesenvelopas, has just issued an announcement that NEW EXCLUSIVE VICTOR STORE of the company in the Gotham National Bank isattracting considerable attention because of This tom - Building, New York City. itstimeliness a. progressiveness. FOSTORIA, 0., August 8.-The Sprott Bros. Music party has for many years made a specialty of Vacation seasonison. Assistant Manager Co., of this city, has just opened an exclusive Bryant joist returned from a trip to his formerproducing distinctive envelopes, and immediately Victor store that is one of the most aaaaa mie of., learning of the death of Enrico Caruso, home in New York.Miss Cora H. Douthitt, establishments in town.The equipment include cashier, has returned from a two weeks.visit lb, worid-famous tenor, Mr. Frank .99.90ctd four sound -proof demonstrating rooms, and th southern Illinois.Chid See.an exceptionally handsome new wrapping en- formal opening was anewed by over one thou with relatives in velope, carrying a 10x 10 rotogravure of Caruso. viceman Ernest Schueddig is enjoying his vaca. sand people. Lion on an automobile tour, on which he is at- This roteta4vfir. Melt", ready for framing The large army ol visitors were presented wit a striking likeness of the famous artist, and compel,ed byhisbrother,wife andmother. is carnations as souvenirs. and a five Desk, si,sis, Supervisor R. N. Johnson is pass-B reproduced on the entire face of the envelope. tra nos in attendance all day. Among the trade On the reverse side there is printed, as a sales jog his vacation at his old home in Nebraska. visitor, who attended the opening were 1Varren promotion plan, a list of Victor records selected A Change in Harrisburg, Ill. I.. Kellogg. Charles H. Wonteldorlf, B by Caruso himself ashisfavorites. There is The business of the Hetherington Music Co., Cannon and Arthur S. Leybourn, of the Toledo over byalso an intimate story of his career, which adds inHarrisburg,Ill.,has hero taken failto Talking Machine Co.. Victor wholesaler. Messrs. Gunter and Wilson, whoase row son.a touch of human interest that cannot ducting it under the name of Gunter & Wilson Music Ca They called recently at the StI.ouis office and are planning quite an aggressive Co- THE PHONOSTOP lumbia union campaign in their section. 5th Successful Year New Post for Martin Delbert Martin, formerly connected with the Columbia St. Louie branch, and later with the ACCURATE-SIMPLE-DURABLE Meyer Piano Co., ,s accepted the position a, manager of the phonograph department of the Reasonable Woodward Hardware Co., Cairo.III. Price Miss Hallett a Visitor Miss FlorenceI fazlett, representative of the Guaranteed Fully educational department oftheColumbiaCo.. stopped atthe St Louis office a day on her way to 41.1 from the points she has been visit - Nickel or Gold Mg and giving demonstrations ofeducational work that can be carried on by means of Co- UNIVERSAL lombia records.Among the ponds she recently STANDARD visitedarcSpringfield,Mo., Cape Girardeau, Mn.; Columbia, Mo., where she addressed teachers institutes and normal college classes. Shattinger Has Sonora Line The Shattinger Music Co.. of 1103 Olive street NEED -A -CLIP has been appointed retail dealer of the Sonora line, Manager Bosley expects to sell his share New Fibre Needle Clipper of these instroments Guaranteed Meinell Sensors Sonora Agency Thehletnell Music Co.,41135 West Floris RETAIL sant asenua has taken on the Sonora fine for AT the North Side of StLouis.Mr. Meinell, who ncw inthe Finnic business,has fitted op his 75 cents iswell placein a very high-class way and Trade Discount equipped to give first-class service. St, Rare Fidler, of this city. report sell - ASUPERIOR TOOL sac three Sonora grande at.5.375in one day. Thisiscertainly gr.'ng phonograph husiness for this season of the year. West Ave., Rochester, N.Y. The Sonora display room in the Arcade Build. THE PHONOMOTOR Co., 121 ing has been instrumental in selling quite a kn 104 THE TALKING MACHINE WORLD Accuse IS, 1921

MINNIP0411=1.1,4=D01.0.11111.0.1M11.1104.41=0.00011E SEPTEMBER RELEASES ODEON RECORDS NOW READY

POPULAR SERIES VOCAL( Continued ?All By Myself (IrvingBerlin). Tenor,with All the Latest Hits Od 20059 Orchestra Billy Jones 10.1n.850 Little Girl, Don't Say Good-bye (A. Miller -Al.

DANCE SELECTIONS 1 Roberts).Tenor. with OrchestraLewis James Ain't We Got Fun? (R. A. Whiting). Fox-trot, Od 20051 Joseph Samuels' JamBand 10.M. 85s. Poor Mc (0. FinneyB. Adams).Fox-trot, ARTISTIC SERIES American Odeon Orchestra (Red Label) The Last Waltz (From the Operatta "The Last Waltz") (Oscar Straus). Waite, by well-known celebrities Od 20052 American Odeon Orchestra 10 -In.85e. A Baby In Love (From the Operetta "The Last JOHN McCORMACK, Tenor Waltz") (Alfred Goodman). Fox-trot, Green Brothers' Novelty Band Recorded tar the Odeon Co. 1n E Am 37021.1111 Sing Thee Songs of Araby (Clay) My Cherry Blossom (Ted Snyder). Fax -trot, /0'sdn. Green Brothers' Novelty Band 51.001 Ic2it 20:55,3{ Every Girlie Wants to Bea Sally (From "Snap- Am MI5) The Ould Plaid Shawl (DaYnes) shots of 1921") (Malvin M Franklin). Fox. 10`e -in. trot Julius Lenzberg's Ilarmonists Stolen Kisses (Ted Snyder). Fox-trot MARIA IVOGUN Lenin's Roseland Orchestra The admirableColoratura Soprano Ti -O -San (Lou Traveller -L.Clair Case). Fox- Igiiral Am 44026hVilancile (E. dell' Acqua) (Sung in French) trot American Odeon Orchestratr 12.in. 31.501 filo (A Voice From Mummy Land) (Johnny S. Black). Fox-trotAmerican Odeon Orchestra 71025701, II I_B,,arpliLetreedi SivigBa (Rossini) Cavaeina di Rosins 12 -in. (Frog ieh mein beklomm'nes Herz) t IsSpreading From LandtoLand ' (hrom "Phoebe of Quality Street") (Walter Kollo).Waite. Lenin sRoseland Orchestra FRIEDA HEMPEL and HERM. JADLOWKER addle (BieseWestphalSteiger).Fox-trot, figlin del Od 20058 Julius Lenzberg's Harmonise ,,/!`"t5,°.1,1, ?1" Yolc.nio(Dird11'atiria!'llitceif't: e"wietin. ICIin8.5c Would You? (A.B.SterlingG.McConnell). dart ich lacngr) L Fox-trot.. Jos. Knethrs W. -A. Dance Orchestra EMMY DESTINN VOCAL (Anna in Indiana (B. and E. Gorman -II. Rose). ,,,,z3n.:1.ohengrin (Wagner) (Elsa's Sang an die Luete) Tenor, with Orchestra Harry Rose Od 2005 Oh Mel Oh My I(From "Two Little Girls in CLAIRE DUX 10 -in.85c Blue")(A. Francis -V.Youmans).Tenor, Am withOrchestra Lewis James 4841°.10{Der Freischuetz. Preghiera (Leine, Leise) /Bring Back My Blushing Rose (From "Ziegfeld Follies1921")(Gene Buck -Rudolf Frim1). BARBARA KEMP Od 20057) Tenor, with Orchestra. Lewis James 85I My Daddy (NorworthSwanstrorn-Morgan). Am 44031 ( L'Africana (Meyerbeer) "Di quisi ye&itmu-" 81.50'1 . Tenor, with Orchestra BillyJones I2 -in. (Van bier sehdich das Meer) Ask for Our Catalogues of Foreign Language Records and FAMOUS -ARTISTS Selections Ours is a big proposition for high-class distributors Write for particulars We are now appointing Jobbers

Amorican Odeon Grporation 100 WEST 21g STREET NEW YORK I AIN.O.M.041=00411,1111111.11MINNI.0404.1111.0.10 Auvect Is, 1921 THE TALKING MACHINE WORLD 105

I I%ISJJJjss MINI Qr,CANADA MUSIC PLAYING A PROMINENT PART IN TORONTO LIFEC°. and formerly of the crud talking machine de. Greater Appreciation of Music Results in Good Business-Record Artists Attract Attention-RS. gamin -titof theR.S.WIltiains A Sons Co., Williams & Sons Outing-Recent Trade Changes of General Interest 1 ti, was sole 00000 ized atthe Blom Street Bap- tist Church recently in the presence of a large 'foment, One.,.111,111 11. E.R. Parkhurst. .1 advancement ofthelast few peaceis number of Rotarians. Mr. and Mrs. Trestrail the"Music -in -the -Home" page who conducts pointing i Uusdirection.Canadian parents spent their honeymoon in New York and At- of the Globe, a daily paper of this city, in a re should find time for more niusic in the home, aslantic City. cent article, headed "How to Make Canada a this is the only true medium through which We Tim R. S. Williams & Sons Co Ltd, Edison Great hfusical Nation." said:"Every Canadian Can ever hope to advance the cause of music injobbers in this city, recently enjoyed their this, apart an hour each dayto home should set Canada:' teen. annualoutingatQucenstonHeights music. Parents canreadinteresting musical The Musical Merchandise Sales Co. recently Park. This seasone ofthe most successfnl events, stories of operas and other articles ofcalled attention to the fact that Vessrlia's Band, tinting< ever held by the company.If.C.Stan- musicalintelligencetotheirchildren asthey playing at Searboro Brach Park, is listed in the ton, vieemcsident and general manager of this develop musical understanding.The advance. Brunswick recordcatalog witha number of company, attendedthe convention of the Ro- vent of music iscertain to create a universalvery tine selections. tary Clubs of the World. in Edinburgh. Before desireforit. Libraries where musicispre. Edward Johnson. "His Master's Voice" tenor.returning he will enjoy .1visitto many of the sented will also be a great help to parents inwhile on a recent visit to his old borne town at igteresting historic spots inEurope. He will conducting the music hour in the home. espe- Guelph, not the guest of the Rotary Club of tour the French battlefields. cially when thechildrenarestudying music that city and was presented with acertificate The Ottawa branch of the R. S. Williams & themselves. The music pages of the newspapersof honorary membership. Sons Co, Ltd., gave indications of pronounced will also be one of the big factorsi making Kenneth Ross has resigned the sales manager -prosperity recently by a display of nraity bags the music hour a fixed institution intire home. slip of the Musical Merchandise Sales Co. anal ofgoldinits showndow,The exhibit. The children of future generations will talk of will represent. in Alberta and British Columbia,which w trotcarefollywi swards,.was arranged opera and concerts of the highest order as they the Mcl.agan talking machines and Sun records. to invitea interestin the Thomas .N. Editor: con- now do abort movies arid baseball.They maywith headquarters iiiCalgary. test, details of which have been widely dirsciiii cornform opera companies intheir own com- The marriage of Burdick A Trestrail, one of noted.Edison phonographs were featured, along munities and havelocalconcerthalls. The the partners of the Musical Merchandise Sales with the piles of moncy-bags. ------Announcements of the progress of the Dcmp NEW BASIS FOR FIGURING IMPORT VALUES IN CANADA tcy-Carpentier fight were made by thin Montreal GovernmentAddsPremium of Exchange to Actual Value of Imported Products--Victrola and 'lc"ld balletic se vin with the aid of a Slag. Magnavox for Kiwanis Club-New Firms Enter Field in Montreal nave. atFletcher's Field.The sound -amplify- ing hot...tont was loaned for the occasion by MoNTIPal., Canons, August 1.-An important a library of educational records, with the schools Brown's Talking Machine Shop. dam, which will have considerable effect on r.its territory.The company anticipates more Paul A. Pinard, Ltd., with headquarters in this American imports into Canada in computing the sales of machines as soon as the schools open incity,has been incorporated with acapitalof valuefor duty ofcurrencies of invoices fromthe Fall. $50.11(10. Talking machines and other musical countries where the rate of exchange is adverse 1VilliamF. Wegener, Dartmouth, N.S.,has merchandise will be handled. to Canada, has been put into force by the De- developed anice trade in demonstrating and D. J.hfeCarthy, former!, with the W. H. partment of Inland Revenue and Customs. OnsellingVictorrecordsoverthephoneto a Thorne Sr Co.. Ltd., St. John, N. B., distributors an invoice of goods imported from the States selectedlistof customers cach month. oftire Edison lineinthe Maritime Provinces. iiis suggested, as an example, that where actual N. G. Valincite, Ltd., furniture dealer, is (ea. has joined the selling staff of the Starr Co, of home consumption valueis $110 and the pre- taring Victor talking machines and records and Canada, atSt. John, N.It.Mr. McCarthy's mium of exchange is 12 per cent the value foris utilizing the entire ground floor of itslarge connection throughout the Provinces and his gen- eral experience in talking machine record busi- duty purposeswillbe$112. Where thereis establishment in the interests of talking machine heavily depreciated currency, on the other hand. and piano departments.Albert Elicnjonette willness should make him a valuable member of else not more than SO per cent depreciation of the have complete charge of these two departments.Starr sales organization. proclaimed salnr of the currencyisto be al. lowed by customs for computing valtie ofin- NEW FIELDS 'FOR TALKING MACHINES IN WINNIPEG, MAN. voices for ditty.Thus the German mark, whose proclaimed value is 23.82 cents, will be taken itsTea Rooms, Drug Stores, Etc, Find That the Music Attracts Customers --Musical Festival for worth 11.91 cents, though actually worth a great Regina-Strong Demand Reported for Various Makes of Records deal less. Wtrago., Ifs, August3. -The talkingma 7Canadiandistributorsof Sonoratalking me Brown's Talking Machine Shop is supplying infavorintea- chines, was in Edmonton recently.He reported Victrola No. 6 model and a Magnavox forelderscentstobe growing a rooms. drug snores and other public places in that he transacted a very good volume of busi use atthe open air meetings of the Kiwanis Crastoincrs like the music ness on his recent trans -continental tour.Hi Glee Club, which recently introduced co llllll iris city and locality. and there isquite a large opportunity for salesdeclared that indicationsin Saskatchewan and oily singing to large Montreal audiences, whopromotion in this special field. Alberta were good in regard to the crop skin hoist forth once a week atFletcher's Field. a favorable condition limo Fall trade. A n vial festivalwill br stagedit WO.lion.This During the appearance in Montreal of Sousa shortly, which promises to be one of the biggest ',fie Master's V.iC C.. dealers of this city re the march king, a large volume of advertising events in the history of the local music trade port a bigsaleofshe special release records,The appearedinallthelocaldailies featuring the talking machine department of the Mus-as well an She regular supplement. Victor records of thin famous artist.The per- Muss Mae F. Stealing, of the educational de ton Co.issteadily growing and has proved so sonal appearance of tine great bandmaster stimu- profitable that a motor car has been purchasedpartmentofthe Columbia Graphoplione Co. lated sales to a considerable degree. for the use of the sales force. attendedthe rent conventionof Federates) Layton Bros., Edison. Colombia and Bruns Emil Van Gelder. ofI.Montagne & Co., (Conectinued on puyr 106) wick dealers, recently heldtheirthird annual jollification at Otterburn Park, with an attend- ance of seventy-five employes and their wives and children.A program of sped, coal Cartlkd MACHINE SUPPLIES AND REPAIR PARTS out and prizes were contributed to the winners [TALKING The outing wassated one of the most seeress Sul ever held by the company. The superiority of RENE.' MADE SPRINGS and PARTS New firms registering in Montreal during the is not accidental but is the result of years of painstaking de- past month include: Premier Plea.. Parts Co, votion to the highest standards of machine shop craft. and Phonograph .Npollon. Ltd. Portable and small machine, are Acing eaten. NONE BETTER INQUALITY NONE LOWER IN PRICE sively advertised for Summer camps Ind homes. The ads are linked up with reallive window representations of Camp life. The Taylor Music Co., of Halifax. N. S., has THE RENE MANUFACTURINGCO Montvale,New Jersey large livenparticularly successfulinplacing a number of Victrola school outfits, together with 1 106 THE TALKING MACHINE WORLD Agco.ne IS, 1921

Marion Harris has a brand new attack of the blues in "I'm Nobody's Baby" and "I Wonder Where My Sweet, Sweet Daddy's Gone?"Paul Blese's Or- chestra accompanies her in both.That's a swell combination that means sales.Stock up.A-3433.

Columbia Graphophone Co. NEW VORIS

HAPPENINGS IN, CANADIAN TRADE '4111 111.11 this plan pr.weil eery iincetrishilIasi ANNOUNCES 'I HE SONORA PIANO (Continua from pow 101) year as a record salt, booster, and that oracle cr lip rivrryritor who rented a 0140011C cvenlually Sonora Phonograph Co. Adds Pianos and Player Women's Intiitietes, held in Ed...luil, Allicria peochnsed one.The money pant by Mem aa PianostoIts Line-Will Be Merchandised She delivered alladdress me the weak of die 1111101 waitcreditedas p1111 paymentforthr Through Jobbers and Dealers firalonola inthe cluamouni, which Imre mooch machine. ifo increasetheir newpaper adver- pleamrc to the audience Wing results the company Is scolding woof elec.- 'Flee Sonora Phonograph Cu.. New York, has Proving to lilt evident Fionsfaction of the large lac leek. describing new records.This plan annotenccd the addition to its line of the Sonora audience promo that the claims of line "phono leas also heen found effectiveindisposing ofpiano and playerpiano, and these new products, graph will. a mid" are 001 overraied. and Mai 0141 records. combined 01111 the Sonora phonograph, will give he himself is 0.4 artIsi of the firsi rank. Veraleie the company completerepresentationinthe musical Geld. Archibald, the well-known Edison baritone, gave OHIO VACATION NOTES This ...portant anno.cemen1 has nel interestingro11:11InSIStephen's Church beta received with entkasiamo by Sonora deab recently. 1-01E10, Aitatisi 9.-:hollow Pete, manager of to everywhere, who have been quick to apps Plane to launch a 9cleisk Week" ea Winne the Victor rhiparlitiens of oltc Lion .More, Toledo,ciao the °Mine.ed sales possibilities of a piano peg in November or Dec.eher are in theair (I.,has 1011 1,11 retell1.1111 his family front an.d playcopiano hearing Po sane "Sonora." Inspired by Pie success of New l'ick's "Music VX0001(.11101.11 at keno Beach.Ale Pete In a chat with The World George L Itrightson, Week" certain Winnipeg music lonersbelieve *reared a welloleserseil rest and returns 10 hispee ski.l of the company, staled thatitis the 11101 eke whole onnimonity would benefit if %View work will,renewsV00 awl cite.), iiiteneion of Pic Sonora Phonograph Co. to no, lireg had n week in which the searchlightof Another returningvacationist is Anon Figek,...disc ittpianos and players both throuel4 public Interest more honed strongly 101111:10el of the Albert Fink Music Store, Canto*. Oijobbers and dealers direct, depending upon the ...cal.A committee will be formed 00011in who spent wvcral weeks at Atlantic City.While conditions inthevarious orrOories. For the eauvass the Board of 'Erode. Chien.' League. East, SD.Fink visitedthe Victorfactory 01 lime being the Sonora line of pianos and players nueical organizations, chiles devoted 10 as Caned. and thoroughly enjoyed his inspection will conaist of uprights Italy, although in the nily welfare, moving Meiotic home, awl every of the mammoth PM. noto Limo Ites expeued 1 ha 1grand pianos and thee instiention likely to he interested i. music grand playerpianos will lo added to Po line. If the co operation of all these clonruts tan he GIVES VICIROLA TO CAMP There will be only one style of theSourer ...reelitIslikelythat Winnipeg will Nevea upright guano, which will retail at $901, and two 'Aliesic %%cob" some lime in November Orlilt Dr, William IL Olmstead, of Trenton, N..1.,, rlyirs of the Sonora playa -piano,retailing a Orly part of December. has preseutcela $279 Votrola to the Kiddies$700 and earl.'Fhe quality of Sonora pianos IlelknapAlitrphy have started their Simone, Camp, conducted by the Trenton Rotary Clole an player -pianos wellbe complete accord mod campaig.The company roils talking '0 Rotary Island near Trento.. The machine witl. the fame and renown of the Sonora ohoao inehinesin anyrelialdepersonfora,call0. adapted for outdoor no because of ill laid graph, which has won foritselfinternational nonthly fee and 0 guarantee that a certain none Imo. Dr. Oleustrad also contriknt,d istioscore prestige and popetlarity rer of 10114110 will he ptorrli,rid NI, Itellitim accords The factoryforthe productionof honor Maims and player -pianos is located in the E3SI. 3011 thet NrC100.0 and sales orgameatiol Your Problem Is Ours thatis merchandisiii.the Sonora phonograph will also merchandise Me piano lineThese in Good Profits(to you) stroptients willIn. on display at Me hantliwonia Fifth avenue .alum. ofthe Samara Plicatograpl + Good Service (to your customers) Co at 010; Filth asicitrie, Nework. 7001 110 inag 1111.10111 horitosliim, in the, wareromns fori, a lilting background for the prcointation of to new Sonora piano. Answer: TONAR RECORD BRUSHES From 4 poobliesly angle, Mr .0iii0100 of p1,0117 and player.pianos to the Sonora hoc is. keen!) interesting, loritwill enable limo S01101,1 dealer In use his newspaper sprier to maximum adv4n Loge. Joseph Wolff.trt.istirerofthe Sonora Phonograph lo, will devote a considerablepar of his Pine and activines to the exceed'. end of the new' branch of the buseness, and S0010 olibers and dealers are collaborating with hite planning an entendre sale% eampargo NEEDL ES Have we solved the above problemcorrectly? WO MAATAClUli Write to -day for prices and temple and see for yoursett Diamond needles for Edison Made in inahokany, oak and ',bony colored finidies Sapphire needles for Edison Sapphire needles for Palle PARKS & PARKS, Inc. TROY, N. Y. In stock roody for definer, Ncw York 011100. C. E. Peabody A Co., 1116 G Itch St, MERMOO & CO., 874 greadrea, N. Y. Southern Reprcaenta fives: I. W. Becker & Co., 27,, Peachtree SI., Altanla, Gn. 107 AUGUST IS, 1921 THE TALKING MACHINE WORLD

Victor RIGoLerro ENRICO CARUSO

V

THE VICTOR PRODUCT LIKE THE ROCK OF GIBRALTAR IS PARAMOUNTTODAY AND 'WILL EVER REMAIN SO

C. BRUNO fcSON,Inc. 351.353 Fourth Ave NewYork A V1CT NA,11,LESAI ----- TOTHEDEA ER ON LY 108 THE TALKING MACHINE WORLD Arcusr 15, 1921

faxophonc music. Limon thislassNlisSitter DEVELOPING MUSICAL APPRECIATION IN KANSAS CITY built her advertisement of saxophone records. Educational Work Expected to Have Real Influence on Trade-The 'mild. Co. Policy-Schmelser some of them by the sextet itsell, but stool< two Co. Staff Profits by Convention-Some Improvement in Bodine. Reported doze. others by other aggregations soliof she advertising has been the only real KA.A5 City, SII. ARC.' '1-.14", Is Es"n mote and toldthe members what die opporrush for records during the heated term. Gal" is the slogan with wink J.W. Jr.km, loony would meas. to dontIle held levers' New Quarters for J. Ed. Black Co. presalrut of the J. W. Jenkias Sots Marie Co, "Nilo-reuses duringthecootvisoti llllland atits The J. Ed. nark NIONit Co., exclusive Colom- is haildnig op his great Viet..la and p.a... lour

FULL OF FUN - A LAUGH IN EVERY LINE J' Yoy can HEAR. IT "you semi Fo wrong aild ...BUY IT11EREI vii117 any'reiscsoni

AP

York, Washington City and Chicago; breakfast REBATE TO SONORA DEALERS DEVISED CLEVER SALES IDEA with Mr. Nixon, president, and John Lee Matti, of the Federal Advertising Agency, the into whoSonora Phonograph Co. Makes Important An.Talking Machine Dealer "Summons.. Motoring write the Edison advertising, and a visit to the nouncementRelativeto New Prices-Will Public to Inspect Store and Investigate Choice Edison recording laboratoriesinNew York, Give Dealers Rebate off All Stock on Hand Selections Carried-Idea Worth Copying where they will hear re -creations made by Edi- The Sonora Phonograph Co. Inc., New York. A talking machine dealer located in silid sonartists, and where the prize winners will record their own voices and receive a record as made an important annottneeinent to the trade Western city of sonic 70,000 inhabitants recently a souvenir. They will then meet Mr. Maxwell week relative to its recent revision in thedevised a clever salt's idea.He Pr,. up a prices of Sonora phonographs.It read as fol- paper which elosely imitated the police summons in his office ill Orange and be introduced to Mr. policemen give to speeding Edison; visit Mr. Edison's library and retakea lows card which traffic tour of the Edison plant; take in the big league ..The Sonora Phonograph Co., Inc., advises its motorists, etc.In it he "summoned" the people to whom a was given to his store to take ad- baseball Caine; be presented to President Hard- trade that in reducing the prices on the various vantage of a wide choice of selections while the (ifpossible)andreturn models every dealer will receive a rebate for the ingatWashington records just released For the current mouth were through the Alleghenies. net difference between the prices paid and the cow prices establishedonallstock on hand. well stocked. The summonses were distributed F. K. Babson, the Edison manager for the to motorists parked in front of theatres, stores, territory centering in Chicago. :Milwaukee, De- While thisnseans a tremendouslosstothe troit and Kansas City, in backing lip the con- Sonora Co., nevertheless the company feels thatetc., mneh after the manner policetnen distribute creditforthe the future good will of its trade is more valuable their more gloomy communications. test,has arrangedtosecure The idea proved to have considerable adver- dealers so that they will not be embarrassed in than any temporary loss, no matter how great. for without the good will of the trade no cont. tising value on account of its humorous connec- their selling campaign.In the bulletin from the tion, on account of the good news it conveyed is emoted as believing that thepuny can succeed... main office he In recognition of its broad-minded policy hi and on account of the idea being s Mime.In farmers of the territory will take advantage of fact, it produced both business and advertising. is informed connection with this rebate, the Sonora Co. Iran the instalment office, and that he The camels was so iminediate and lasting that that most of the farmers have money coming iii receivedenthusiastielettersof commendation fromitsdealers and jobbers throughout the this particular merchant is now hailed by many every month of the year, and that to take notes fellow townsmen bythe nickname of from them payable at crop time isa decidedly country.The trade had hardly expected such a ofhis sweeping rebate, and the attitude taken by the out-of-date practice.His formula for successful selling just n is: plus C plus C.. --C for Sonora executives is keenly appreciated by the contest; C forow the confidence which comes to the Sonora representatives. NEW COAST ESTABLISHMENT OPENS dealer when he gets into the contest, and C for Rtomptito, CAI., August 9.-A recent addition necessary to back up the SCHOFIELD WITH 01110 STORE the credit which is to the iconic establishments of this ettyisthe dealer when he makes the sales. 6.-lack..Schofield, Richards Melody Shop, at 90 hIacDonald ace- An Unique Window Attraction SANOVSKY, 0.,August formerly associated with the Cable Piano Co. s. The complete line of Columbia Gralonitlas, The Paul Talking Machine Co., exclusive Co- as well as afull stock of Columbia records, in lumbia dealer, of thiscity, has a very unique at Flint, Mich, has accepted a position with the Scheuer-Frankel Co., of this city.This concern, handled.CarlI,. Richards. the proprietor, was window attraction.It is a looseleaf book, con- formerly music director atthe Hippodrome iii sisting of six pages about twelve Mches by eightwhich is new in the Victor field, is to be con- gratulated 1,011 securingtheservicesofMr. St. Paul. Minn., and at the same time was the inches, andiselectrically operated.On each head of the piano school in that city. side of each leaf is an illustrated advertisementSchofield, who is thoroughly experienced. of a late Columbia record, and these advertise- ofa new The salesman who himself helieves thathe ments are turned from cover to cover cont..- Clendining, W. Va., now boasts Brunswick Shop, which is known as the firm ofcan be of service to his custom cc compels semen. ally.hfr. Paul reports that itis one of the best Pon, disarms doubt and carries cosivittion. methods of window adscrtisine that he has used.Roberts & Parris. Victor Dealers, Itis not yet too late to beginpreparations for your Christmas trade. In proportion as your vision is great orsmall so will be your Fall Victor business. THE TOLEDO TALKINGMACHINE CO. TOLEDO, OHIO

WHOLESALE EXCLUSIVELY 110 THE TALKING MACHINE WORLD Auottst 15. 1921 BALTIMORE TRADE IS STEADILY IMPROVING Dealers Look forRapid Improvement-Elmer SERVICE Walt Resigns-Cohen & Hughes Entertain To Our Customers We Owe All-To Them We Give All Victor Deolers-Cansso's Delft. Regretted- ColumbiaCo.Reports Trade Betterment- Peabody's New Department-Other News The Service We Ilsi.trunse.kits,Ansa,'II.Wink the tilling machine business, in common walk tither sneer, n Render to Victor tilelines,has beendullpracticallysincetin first of theyesr and erprelally on since One Retailers is a vent of the preterit hot torn, wlikh started in the early part of tone, 1.0.11,0 Rroerally hot Strong Link shown nu improvement diking the past nointh And the hoer tarried men on the music trade herr now believe that the worst is over and a steady increase may confidently hr looked forward to Irani now on. While the rrrrr, .which has been general tleminghout the city. Ita only been Forged slightithas hero steady and not sporadic, in- in the Chain of dicating arevival of normal business actIvity which Iran been absent for some trine coast. This condition Is all them ore gratilying to the Successful trade when the hat as (11114otered that there is Victor Merchandising hardly on industry airBaltimore thatis work- ing lo loll capacity at present and three lines of industry are tied up by tirikes, all of whirl, adds to imemployment with a consequentcurtail. wilt of buying power. COHEN & HUGHES Khmer Wall. manager of Cohen & Hughes, Wholesale Exclusively lire., has severed his connection with thefirm BALTIMORE WASHINGTON and1. So. Cohen, hind of the firm, has taken personal charge ofthe bosinest, withII. T. The Pi -tingly Piano Co.. 21n West Saratoga the opening of the Sall season, and, as a whole. Romer en assistrati sales manager.Mr. Donee is Firert, has installed an up -lo -dale Victrola do. is one of the most attractive displays that has note of the most linsiltim and enterprising young partatem and is carrying a foil lint of machinesbeen presented to Okah dealers for some lime netts in the bitsinest inlioltoonotre and lost year and records. past. won the cash prise offered by the firm for the The death of boric° Caruso, the noted Italian hest showing :node by any of its salesmen. tenor, has calmed a big demand here forhie LITTLE THINGS THAT COUNT Ender the direction ofMr. Honer. Cohen &ree.ads .14 some ofthe enterprising dealers Hindle. were the hosts to several hundred have made window displays lemming aTalking Machine Department ofthe L. Ban, dealers on a mornoligitt nip down the haylarge point,. of the world's most famous singer. berger & Co.', Store Getting Business last Tuesday, which was one of Ore most en- drapedinmot rrrr ing,anal b011len1le'.nio,1 Through Several Plans Worthy of Note joyoble "get together" events ofof.kindtor (anions record selections. witichthis bum isnoted. Immediately cure N. J., .Angust8.. -A number of inter. leaving the Orr at n o'clock theme, was served NEW OKEH WINDOW DISPLAY eating plans arc being put au operation by C. A and frtru throe until the return nbout midnight Trite, manager of the talking machine depart - there was not a doll moment nnthe boat. In The Okelo wittilow thstiloyfor September is totemofthe L. Bomberger & Co. department additions in ail orchestra amindere of %Inftrolas both reasonable and attractive, for ittypiftes thc store,inthitcity, winch are worthy of note. were matterol throughout the hoot on which the - One whichisprov- latest pieces were planed and, literally speaking ingofvalueas a three wat Noth n moatrot cloningtripthe whole haunts,getter. as when there was not "sentictloig doing"Dar- well as increasing ing the .'fining announeentent was nottle of the the friendly relations resumption nf the regular monthly meetings of withcustomers,is the dealers al the banes main office on Saratoga that of receiving .brut on Septmulteq at which the (smother roc paymentsfor ma- ands won'tl be introduced chines or records M' S. Parks. no...toper of the Colombia Graploo- rightinthe depart- phone Co 's Ivnnch here says that Interne..s for ment.In most large thepast Iwo months hat cheap anitto tease. stores thereis only which, while only -slight. hot been steady and one creditdepart- leads hint In helime Boot the worst is iota. over ment forthe entire and the trade may look forward to a ilrolitritolt a...11.1111.ot wilere businesstotheFall, thethottstunINof payments are made tarationists who are now out of Herr .111.1 to and the work of the the city. salesmaninestab- A. Al. Calais. and Webb Perky, salesouvo of lishing friendly rela- the Col Ilia. have remotest after speoulIng two tions with the ens - weeks inthefactories, of the company, while Effective Okeh Window Display for September tomer ispractically Dealers' Service Stmermsor 'Marshall has justend ofthe vocation period and portraysthe lostafter the sale has been made. When cos - left fora oltort trip, d rrr i r to which Ire will spend various kinds of vacationfitialc "parties" and en-tomer, make payments under this plan they go several days at the New York office. tertainmentoIt also conveys a suggestion of to the talking machine department. They are courteously greeted by the salesman and the c ;shier in the cage. an opportunity is givea for record suggestions and many sales are made. "MAGNET" DECALCOMANIE NAMEPLATE The complete lanes of Victor talking machines I FOR TALKING MACHINE , And Brunswick phonographs arehandled,as well asa full stockofrecords. CABINETS Eli The Pooley lineof talking machines, mono- lactured by the Pooley Form., Co., of Phila- RaitiphletaTsstthlac -simile inns d elphia. has just been taken over by the 1. Ram - hr gerstore. !rations' and prices mailed amurona.VAls4)ea. whichwillhave theexclusive a ,rncy forthis make oftalking machines on on request. Essex County.

MO MI ICIZ111,2111:4 ca SMITH-SCH1FFLIN CO. 9/JAP Chas.J Noll has laken over the ownership, ..//41/111111.111is. 149 Church Street New York City and management of the Phonograph Shop, 131' klarion Street, Oak Park, 111. A1.61,1 IS, 1021 THE TALKING MACHINE WORLD 111 SETTLED In Our New Business Nome

GREATLY INCREASED WAREHOUSING SPACE IMPROVED RECEIVING d SHIPPING FACILITIES

UziIf Mans For You LARGER STOCKS ON WHICHTO DRAW and THE ASSURANCEOF MOST PROMPT AND EFFICIENTSERVICE.

NEW YORK CHICAGO Talking Machine Co. Talking Machine Co. 521 West 57th Street 12 N. Michigan Avenue vicTort.. WHOLESALERSEXCLUSIVELY 112 THE"TALKING MACHINE WORLD Mid-West Point of View

IIJ1I 1 1 1 IL r 1 0 NrtenallInAllen11111 W iirENA Divisions tn. Tor. \\*own, I Atm. lt.I. ., Arc. 10, 1921 On, or two of the large tocalopments has, bands, but itis noticeable Ii is has been fairly busy annual thew igtris mid the first part of loan im the tatters portable talking machines arc being used to supply Augost is displaying a great deal more inthe way of exeitement mitsk for all porposes.For Wm.,, iu this matter of exercises and of every kind. c have the Pageaul of Progress general drill, 'musicit extremely oseftil, even if not indispensable, The going strong as these words are written,with seeing that movements which have to he carried oral simultaneotisly Clouds Me Lilting every indication 11121111t. COMA Of visitors 11,1111 all Mill lit rhythimc maxim call be done notch better to music.So the Inns of the otitl-N\'...4will continue to pour into portable talking machine i0L1112in very tischil.This being the ease,. Chicago untilhe last day of the festivities, which still be the day why don't dealers make au effort to get the names of boys who are before the 1)111 IIC,11011 44 the present sunder of The r a lki Nla attending these camps? The portable machine is just the thing for a low to have in his rm. in Wintertime when he is trying to keep el World-The talking ...Noe iudnslry, we a ay observe iu passing, is met y well represented among the exhibitors. as our 1110. himself in good shape by exercises of various sorts. And thatis

colinims show 11111 011111 OD itsunidAVesternersisreal:y most only one side of it.The young folks like portables and will find uses itnportautatIlilt moment is the maliatliteillaththat the terrible for !bun twelve months in the year.For any kind of open-air doings cloud of depression is slowly but surely lifting front urn's mho's. the portable is the hest of all, .d even when the months of Winter Men of Ike 13115.1110s world are beginning to sit up and clear the cob- are with us there is plenty of opportuttity for using them.Wily not webs from Meibrains. Wu soy 111a1 the world has lint ..0011. 10 all run a campalgn among the families whose sons have been camping end, and, in In t,is not going to cow II, au rod .111b1 yo1.During lilt and doing their selling -up exercises to the movie of a portable the past hat wicks. for example, we have had in Chicago the unman talking machine? meetings of quite a number of national trade and c .rcial 01:11. datums. Nam ally, atall these meetings the question 111111c111100 IlevEurixtuiv is. or ought to he, glad that the Brunswick people have lint !well tlo state of linsinc.s.And what do they al Soil when they opened a recording laboratory in Chicago. We oral here have often look at hog'?\Veil, for one thing, ilespite all the Iteackhakings. counseled patience among ourselves, knowing that Nowt Intl')' find than our city of Chicago, which has die reputation of always A Western if we hot waited the Eastern monopoly in that showing slims of industrial distress earlier than any oilier great city Laboratory I respect would some day be broken.Of course of the country, reptirts at the C1111 of July only Aunt 40 per that of there have been excellent reasons for planting the unemploymein.IVe have not yet had to organize breadlities and great recording laboratories in or !tear New York.But the mid - every day the prospect of extraordinary distress during the coining West has a superabundance of talent which has never been able to \Vinter diminishes in intensity.The world. of course, is is distress, get a hearing without transplanting itself one thonsand miles east of but if we know that much see ought to spend the rest of our energy Lake Michigan.For that reason, as well as for many others, we in workinghard toovercome thetroubles, not incrying hope most tkeideally that the Brunswick wise men will arrange to about Own) mid fu wondering bow long itwill be before we are all give In local talent in voice, piano, violin, 'cello and many other instni in the saute condition as is Soviet Russia. What we need, in other meats :illopportuttity to make gaol in the record game.The fact words. is more work and less GM,\Melt statement applies pre- that a Chicago laboratory for recording now exists is tantamount to cisely and specificallyto the talking machine husiness. Leitill confessing thatthe object of commercial recording is more than dmiliters note carefully the facts disclosed ill Ralph Freeman's talk merely to provide a 101 of records which the people can somehow be 11111 at Colorado Springs on the Victor business for 1921.That will induced to buy.The talking machine interests of America are not give Mein snonethiug to think Omit.Itiswell worth reading unaware that they have a responsibility toward American music, afresh now that we are tattering a Fall and \\Inter season that will and the more they collie in contact with the general run of American bringresultsfor those who work earnestly and persistentlyto musical talent the better itwill be for all of Its.\N'e have here in achieve. Chicago an army of potential hit -makers, in every branch of music. Not only so, hot there is a constant stream of inquiry coining into the SPEAKING of clue Pageant of Progress reminds Its that the various Chicago °thee of The Talking Machine World from persons who palters id our fair village, both mooning and night, have had a lot to wain to know where they can get records made for private purposes. say, ill the course of their descriptions of the fr. \\lb:never be the commercial value of such inquiries, the fact is in- Magnavox: tivilies, about the Nlagnavox.When the Mayor The Great dicated by them that a Chicago laboratory has long been a need. Voice opened the show his voice was carried to Mc fur. Well, now we have it.And the Brunswick people have given us them ends of the blunicipal Pier by means of Nlag another reasint to lw glad they arc members of -the great talking ma- navox.NN'heit the prize song of the Pageant was first sung (you chine industry. can get it on a Columbia retort], don't forget), the composer, from an aeroplane, magnavocalized his throat and lungs by means of klag WE welcome F.I). I hock have front his half year's tour of navox and etniveytal Inc tones foe thousand feet down to the crowds the Far East The father of the filled needle has been away all Lin the pier.Some of our nuns. enterprising talking machine dealers this time in those far -away lands buying up soil Ilave been using 'Magnavox for daily outdoor demonstrations of the Wekome Home. able bamboo poles for die great needs of the Hall latest records for the benefit of the crowds passing ill front of their Mr. Haiti illfg. Co.There may be mow who suppose than 11001'5 along the streets.klagnavox is simple and easily attached to one kind of bamboo is as good as another kind for any talking machine.NVe have had a munber of demonstrations of making fibre needles, but this is not so.A good many years of the possibilities of all adequate voice -magnifying apparatus in Clii experimental,' t were needed in order to discover the precise species cage; during the last year or so, in fact, ever since the Republican of Ow bamboo best adapted for making fibre needles for talking convention of June, 1920, and we are finding new toes for it daily. machines; and ever since then Mr. Hall has been selecting his own wood personally.It was for such a purpose that he recently went TuEFasten' shore of lake Michigan isthis year simply molded to the East.It has been more and more difficult to obtain through with camps for boy scouts, for boys taking military training, and for ordinary import sources the nettled qualities, and hi Ball, who jnsl lays.Stine friends of the writer have berm has acquired extraordinarily deep knowledge of the requirements Boy Scouts taking a trip along the Nlichigan side of the 1-ake and ill his raw material, thought it best to make a personal investigation "Portables" to see what the kids are np to, and find them all of its source,.ire is now back, better equipped than ever before to having one deuce of a good time.Otte of the hest satisfy the growing want:, of his big factory.He has had a good things this do is drill.The settingmti exercises and the mild mili- time mill we are glad to see hint have again ready to resume his tary drill are v ry tiseful and are making the kids strong and healthy. accustomed place in OM trade circles. THE TALKING MACHINE WORLD 113 07KADQUAPTEIN

min0 0*. °uIC o ri I CAG aREPUBLIC BIDG..209SOUTII STATE ST TT LEPIIONE WABASH 5212 [OMAR° VAN H/I9LINGEN WILLIAM IMAM WHITE EUGENE F GREY ARTHUR L. NEAL! . SNYDER

en I, August 9.-The trade continues to flee Talking klaelthe World tart month we saidmples never nsed before itthe talking machine be optnnistie inthis section of the country and that m spite of prevailing business conditionsindustry, though long recopmed telephone- both dealers and manufacturers continue to look opennisni ruledtheday throughout ihe conseruction. Phemograph Co. ex, forward to a healthy Fall and Winter business and that the dealer who is getting up arid shout-hibited atthe Pagcalitof Progressonthe Any industryorbusinessthatbreaks en ing that "Nisi.n.s is rotten"is merely inviting Shinn:ie.'Pier and was locatedin sestionB. atthis particular tine of theyearis enjoying thetiredealers iniohisterritory. Ibis was booth 49.This partyis already well under a wholesome business, as things arc,bid one moreearly true during June- .11 the first weeks way i itsmanufactureofBloodtope arms. good feature of the talking machine industry isof July thanit was dewing the latter two weeks reproducers and automatic stops of new designs, that even though there may bea letdownit of Jelly and the beginning of Angus, and the whichitexpects to offer to the tradewithal other lines records and accessories continue to reasonforthis change was thatthe howlingcomparatively short time move,inspite of everything.The records,in parties began to gee down MT their perches and Get She Salinas nun, seem to have a stimulating effect upon the look around them.They are now busy stimu There is plenty of business to be bad all over movement of talking machines. eating "old mother I.e.'.trio knows that uo the country, ifthe dealer will only go out and Both manufacturers anddealersherehave tatter how hard and dry the earthisitis up getit. Every jobber, wholenalcr and 1117111.11i. - vac idea in their minds and that is "quality plusto her to scratch a little deeper and she will find tut., knows that, and is therefore exceedingly prime' Therehas been nopricecuttingto the worms inthe same place. busy thinking of ways and means for the further- speak of and itlooks as though ignrcs will re- Phonograph Co. Fanned ance of dealer's business. The main ideain main stationary.Tki, of coarse, refers to high- A new coinpany, known as the Illinois Phonovolved inallof these big scheme, inthe grade goods.The so-called"junk.'thatthe graph C. has him been organized and prepara. out and get it'' fca.r. warehouses around Chicago are loaded withis times are How well under tray for the introduc. One of Chicago'slargestjobbers,Lyon & still on ice iH cold storage and, front the lookstime of itsline of larking machnes, which coo. I Icily,arc working along these linen, and are ofthings.is going tostay there.The people nisi, of tellmodels, ranging frontthe portabledoingas ittheir power toleclnginn bare had theirfellof inferior goods, not only in tothe co.isole type.The general ...Hager ofhelps to 'lg.,u the task of the dealers..Our of talking machines, but in everything else as well. this concern is B. B. Blood. who has been well the ideas they are announcing to the trade this and arcrefusing to buy this sort of material known lothetradeforon unney years. Al- mouthisa small recordearrying case.This under any consideration or at any price.They though Mr. Blood has gaino ed a reputation fur eases made to carry twenty-five records, and have been taught the lesson of their lives duringhimself mainly as asinventoroftonearms. whereanvassers call upon a prospect they will the past two years as to alllines of merchan stops.reproducers,err.,heis, nevertheless ti be in a position to demonstrate the best hits of disc,and that lessonis11,iitischeaperin bran of no mean abilityinthe manufacture ofthe season, should said prospect already have thelongruntobuy ahigh-gradeproduct. cabinets. atalking machine. Other places where these Therefore, the people are demanding this qual- The instruments turned one by this company carrying cases willfitvery handily arc among ityof goods. All manufacturers seem sow toare known astheIl'inoiscabinets andthey the campers. molorists, picnickers. eta. be aware of this and are meeting the demand by embody many new characteristics and features. Every time the parcel pother. makes ade offering machines to -day which would have cone. They trillall contain the new Blood tone thinlivery at Lyon h Healy's all the boys and gir. . anded aprice two or three timesasgreat which will be an exclusive feature and will notthere give him themee over.In fact, he h ken buying was atits height. letseenoitany other make oftalking ma- bee. getting the once over so the lat opening paragraph of !his section of chine,.The new sentis said to involve prin No. 41 BEEARING Sterling BALLT ARM Another Forward Step in Phonograph Engineering and Design Another STERLING Refinement of Phonograph Construction The STERLING No. 41 Ball -Rearing Tone Arm swives accurately on a double row of hall bearings practically eliminating friction, thus making it possible for the Sterling Reproducer to bring out the most delicate tones of the record. the came attention to finish and construction is given to this new Sterling device as is given to other members of the Sterling family of phonograph accessories.

Write for our new prices on Sterling Tone Arms and Attachments Bulletin No. 9 sent upon request. STERLING DEVICES CO. Manufacturers of the No. 11 Sterling NonInfringing Tone Arm, the Sterling No. 31 Tone Arm with Non - Set Automatic Stop, and the Sterling Reproducer fitted with Victor, Edison or Columbia attachments.

534 Lake Shore Drive Chicago, 114 THE TALKING MACHINE WORLD AUGUST 15, 1921

- A Record Case that holds 25 records Strung but lightinweight.Nickel - platedcornerprotectors,lockand catchcs. Coyered with black leatherette cloth. Equipped with card filing system and index. $3.50

41, RETAIL PRICE

A Big HeIpito Dealers Every talking machine dealer needs these cases for his own use as well as for the retail trade. The up-to-the-minute dealer no longer waits for business to come to his store, he goes out after itto his customers' homes --with his latest records. Carry 25 of them in this strung, light -weight case. Get a case for cach of your salesmen; it saves breakage of records, it is easy to carry and it looks businesslike because itis efficient. You Can Sell Many Sell the Record Carrying Case to your customers who own portable machines. They will Ise glad to buy such a handy means of carrying and filing their records. Campers, motor- ists, picnickers will all want this case.Itis excellent, too, for school and recital work 'ictor Dealers should sell one with every Victrola No. 50. Look all through these pages, advertising hundreds of accessories.It is very unlikely that you can find another record carrying case displayed. Lyon R. I Italy have undertaken to distribute this case in response to a large number of requests for such an article from dealers and the retail trade-requests that have been coming in for a great length of time. Now that the case has been placed on sale we arc more than gratified because of the manner in which our dealers have receivedit.Plainly this case, carrying just 25 records, is much needed. We shall he glad to supply your requirements in them. Send in your orders today.

Write to us for information abiiut our liberal dealer's discount LYON & HEALY l'IctrolaDistributors CHICAGO I 15, 1921 THE TALKING MACHINE WORLD 115 FROM OUR CHICAGO HEADQUARTERS- (Continued Irons page 113)

few days that he began to wonder why all theroost for dancing purposes for those who ore W35 50111C fivethousandfeet n Bob Allyn's dotted lines were coming his way.Upon in- to select popular dance music and wish to try voice was heard warbling thelint,of"Hail quiry he discovered that a certain young lady byit out on the spot. Chicago" through the Magnavox The strains the name of Jane lead arrived at thehoeof The record bins arc located in the center of were transmitted by means of wtrelcss toail - our old friend Billy Nolan, and the bunch down the floor and these in own are surronnded by an other Magnavox located on Ike top of the pier, at the big store had been anticipating a coupleisland counter.One of the features of the new and through this instrnment the song was passed of boxes, one of cigars and one of candy, front building isa large twenty -live -foot electric sign um to the listeners below. Philadelphia, where Billy now works for Louis on theroof. This can he seenfrontallthe Thtinstallation of the blagnavox Wil3 made Hoehn, Victor jobber. nearby towns.The president of this concern is under the supervision of S.L.Miller, nt,ager A couple of years ago Mr. Nolan was con-M. Krause. who also conducts another hirniture ofthe Telephone Maintenance Co.,localdis- nected with the educational branch of Lynn & salesroom in Cicero. tributor tot the Magnavox Co., of Oakland, Cal. Healy's Vietrola department. and so was Mrs. Magnavox Helps Pageant During the Pageant this instrinnent was used by Nolan. then Miss Louise Sutton. The new official song of the Pageant of Prog- Nlayor Hale Thompson, of Chicago, as Worker's Reward ress, "Hail Chicago." was formally dedicated atsell as for the purpose of making nurnerons Happy indeed are now the automobilists whothe Municipal Pier on Saturday when the great mount cuts to vicitors. make use of the main highway which traverses hydroplane, Santa Maria, equipped with a 11,1g - Anna Shaw Faulkner to Lecture Lake County, Indiana.Their happiness is due nay. and carrying as passenger Bob Allyn, the \ Dna Shaw Faulkner (hfrs. Oherndorfer). ((cantn, iittpine 116) toa new concrete road covering a stretch of ov the cityWhen the Plans twenty or more miles, which heretofore was con- IMMMEnnE__ sidered the worst mud -hole north of the Mason .,..stanmalammants-r.

and Dixon line.'this roadis now the main thoroughfare between Chicago and points cast, which the automobilisttraverses onhis way across Lake County.To -day he is a very happy man, but until recently, when lie attempted to C))10"--d,C)Ile goover this road,his machine would sinkin the mud and disappear. The new road is to be known as the Anthony J. Burns Road in honor of Anthony J.Burns, Just Say president of the Burns PollackElect. Mfg. Co., of Indiana Harbor.For years the old road had been an eyesore to the residents, butit seemed Samples On Approval that no one in thatection had pep enough to "Send begin a campaign torso good concrete pavement, 11111. 6 The road runs along the side of the Pennsyl- vania Railroad, and in order to put over the big idea of pavingitwas necessary for someone to effect a liaison between the railroad officials f'dis°# and thecountyfathers. Butitseemed that everybody wantedtolet "George" doit, and meanwhile the road was getting worse and worse. - too, At lastthis stateof affairs got the "goat" of 0 lie Mr. Burns, who set about to get the new road or "bust," and after seven months of good hard E:krat work, plus salesmanship and a lot of argument. the contracts were let and the road finished. Busy Mr. Caplan Harry Caplan, sales manager of the Granby pits bras shuts p Corp.,ofNorfolk, Va ,whileinChicagore- cently, busied himself for several days assisting in the supervision of unloading the first carload of goods consigned tothe Consolidated Talk ing Machine Co. of Chicago.The Consolidated wn Co. was recently appointed Chicago distributor for the Granby Corp. _thevictor Kendrick on Coast Conditions General Sales Manager A. J. Kendrick, of th Brunswick-Balke-Collender Co.,hasjust re. turned from a several weeks' visit to the Pacific Coast country, where he had been looking over iLecovis the trade.He reports that the business situa- og /..1,11a,11,4v5r,17 tion in that territory is practically identical with 'cot ?1a1 Chicago's except in certain localities, where the in ou\aY businessiskeptactivebythetouristtrade. Thus, SouthernCalifornia, inand about the esl P better off than Chi- seaport towns,is a little 11'tacep,. cago, asthetouristsfromallpartsofthe country are compelled to refurnish their Sum- mer homes each season. because they invariably selloutallof their house furnishings imrne diately after the dose of the vacation season. ausu run. This fact in itself is keeping Southern California Cohb ia music dealers pretty active. Declares Second Dividend The World Phonograph Co., bankrupt, has de RootO Co mba dared a 2 per cent dividend, this following s former dividend of 5 per cent. and still another - r-aa is exported at an early date.This company was adjudicated a bankrupt about a year ago. Builds Another Shop The Krause Furniture Co., of Cicero, Ill., has just completed a building with a fifty -foot front age, 150 foot depth and three storieshigh,at The first floor 5717 West Twenty-second street an sacnca\\Y new of the new establishment will he given over to a sssn° Victor retail salesroom.The new shop issaid c7ht,-e; tobe thelargestofitskindinany suburb SEND FOR therewillbe twelve see rOre Twee.tits ,,,,, teethe IMOle1010 GEORGE aiRCE2 around Chicago. Inall Cop, da CHICAGO, ILL.. sound -proof booths, each of which offers ample cessauite OrwSww We 116 THE TALKING MACHINE WORLD

FROM OUR CHICAGO HEADQUARTERS (Coniinuni horn taw 115) has fora number of years played midi ,4 mimic melt part iu the musical aelivitn of Ike West, both asa wetter and lecturer on musical sub. EgKEQ11 CO, joels, and more recently al head of Ike mcalsi activities of the National Federation ofWoolen'so Wholesole Distributors of Club., will, elis annonneed, give a series of lec- tures is the Cheney talking machine deportment of the Alarsliall Field II Co store here,'the an imuuceni eut of the lectures hos already attracted nincli Munition, and Me lei:hoes theniselve o.11 undoubtedly draw large audieuce Records Here Comes the Heide, Otk, Out on the Cold Coast, Ole habitat olChicag 400, the younger members of lilt social set are This "Record of Quality" that is played onany auxionsly awaitiltg Ole 011111)11111111,11 of the dale when William kk'ullaceKtnthall, out of Curtis standard disc machine means new business. mor N.Kimball, president oftheN'.N'Kiln hail business. We offer real service on shipment,. Co., will lake auto himself abride, Missfor, iliyMarkley Purdy, ofHighland Park announcement ol Mr. Kimball's engagemeut Write for Dealer Proposition justbeen mode,billtheweddingisnut peeled to lake place 111161Fall. Giant Vletrola Amazes Evanston Throng., Doling this year's annual "Comity Fair," C W. W. KIMBALL CO. Evanston, out1.01,11 north shoreIll the North Shore Talking Machine Co., 603 D.., Established 1857 street, lad an opportnuity to conlrihnte not 1' to Ike entertainment and at the some tint.,I Kimball Bldg., 306 So. Wabash Ave. CHICAGO raneeits owninterests as Victordeal., 'the members of ewe nf the intiversity came to Paul :Seeger,the company's 11101110 telorAtmeloplione,thecompressed -air111, .5. klekturtry, Ill:Mager of Columbia's Kan Jute Is hie 11 dms such wonderful outdoor work. as City branch, was a recent visitor to Chicago hiringthe unisieal events of the evening this Ile was on his way home from avisitto New II Igr Virtrola played 111 ensemble with the Kiln - ort. headquarters. allpipe organ and0,1111000dCarusn's famous Oro -Tone Activities s ilia "paglmeci," together with some orchestral The Oro -roue Co. has just brought out a new 111 Imml niiiiibers, easily filling the great spaces catalog, winch is onc of the most complete of theCoil tell 311d satisfying the au. itskind everissuedby a mpply house.It 110110e. A group of young ladies also took part in covers tom arms, sound boxes and alsotilt llie utlair with Ike giant Vielrola, appearing 1100 safely point needles, specially adapted for loprineseeointorthronghOledoorsofthe theOroTour swam!boxes,whichthiscom- rem machine,singinginnskfrom "Madam pany llore 111111 1111.:0110. This catalog contains uttertly. many pages more than the old one, and among The allCountyVoiratEssmstonis a its new items are two new reproditchig styles, teatoriety event.kiln, Mau eighty 'mothsIII nod 02.'they are also featuring their new r ere set up ill the Patten and itis estimated that model 03, which has11000 greatly enlarged 'Iteentholisrinilper, attendeddaringthe sue amil makes a farholler soundbox than the lino. clays, July 23-25 inclusive. oldoat. They haverecentlybrolightout Pile phimmroplh the huge sirenew arm, known asJD. This,withOle03 Iftill'Vitirolaor compared withthe imisole sndou Imo, makes a high-grade but inexpensive .1 the great Kimball organ. eiptipment.II is made with a set -screw arrange- A Columbia Visitor mentthatpermits length adjustnient,hatthe Ii. E. Porter. fieldsalts 111,1 1111 1,1.1. ofthe needfor 115011adjustmentiscleverlydone Giant Victrola Used at Evanston Fair Columbia liraphophour Co., kas been spending away with.The Oro -Tone Co. has also brought asking him fora new Win of sonic som to besinut weeks sasitmg the Chicago brawl] of the 0111 CI new Victor atlachmeta witha C011Cell usedin connection with tht musical program, and while hereuot only visitedsize reproduce, for playing the Edison records which isII feature ofPielair. All Ow events thel'hicago trade,butheld Many 411,1,00 1110 no Victor machines. take place in Path 11 (Iyintiasium of Korth West 511101 coultreutes with Ow Coltimhhi traveling Safety Point Needle ernUniversity,which contains magnificent stall. F.I,.Sett. Jr., who formerly managed With the idea that the manufacturer of sound Kiulball pipeawatm.Mn. Seeger got his think Ile littlimmpolis branch of the COT11111111r1 1;0011110 boxes is iu the [KM position to know what kind tank working rust evolved abrilliantidea. .' 11110110 Co., 001 isitorloChicago retently of 0 needle should be usedforhisparticular giant east WAN made in reprodin lion of a ergo mid whileIle ,tendedthe 1,111111,11111 p:enie kind of hox the Oro -Tone Co. has Moonlit out farVictor111.11111C,midinsideIIwas put ltleinsood Park. soon non styles of 110011100 which are now being

,k_s.,sairmegegaagmcm&egeg A TRANSFER NAME -PLATES We make the Transfer Name - Plates and Tradc-Marks for the largest talking machine manufacturers in this country and for dealers in every state. YOUR NAME.. Mr. Dealer. on every machine brings the owner back to you or records and his friends to you for a machine. Samples. Suggestions and Sketches Furnished Free THE MEYERCORD COMPANY, CHICAGO Largest Manufacturers of DECALCOMANIA Transfer Name -Plates turszeEnumimmuusrumpermrsressss.rArm,similass.rsererzeusiumrorowymammurssiutiamrrents,stws,t 1111,.'" t,rI5. 1921 THE TALKING MACHINE WORLD 117 FROM OUR CHICAGO HEADQUARTERS-(Continued from page 116) 01,451214,PPT,14.4,ff1,1,xt...PHPOPP1403.1.0410...0.

Superior Universal Reproducer on the Edison 071e 1,Pal AP Record Re,. uem Mr Ed.* Diu. PA .1n.1, S....ter11.A.1.2z1V1a...,CsoatItenVecm-Suppl Po,Ald SumrRe IINalt Price, $7.5II SIAN Geld BARNHARTBROTHERS Er SPINDLER ...now Pr* on cdrvheuicx TIonr.....1Theam Sow. CHICAGO IHM322.1tffeikfil91.2.1)57.000.DP,VP,PPPPPOP6,C4.0,2410414.00.1,01ABODtvffloBT,PIBB3 offered to thetrade.The needles arcofthe and entertainment.Manager John McKenna is jewel and all -steel types and embody the newto be congratulated. So archis assistants on safety -point feature. The jewel needles arc for the various committees,whose names are theEdisonand Pat. phonographs andthe printed on page 119. jewelpointisofgenuinesapphire These We arc inclined tothink the dealers had a needles come set upon a handsome display rack hunch of what was in store for them in the way and each needleisinonnted on a fancy cardof an enjoyable day, for many of them closed and enclosedin a transparent envelope.The their stores and took their entire sales force, steelneedles come packed100in apackage, with them to the picnic.There was a baseball which retails for ten cents.Each display pack- game between thedealers and the wholesale age contains twenty-five thousand needles,live force in which the latter defeat, d the former by thousandextraloud,fivethousandloud,ten a score of 9 to 2.Dot things wore evened up thousand medium and live thousand soft.The when the dealers' girls won train the Columbia safety -point feature of these needles liesinthe office girls by a score of 16 10 2.We do not fact that both the steel and sapphire points are mean to depreciate the girlsof the Columbi made with an exceedingly long taper,sode- office. klyomy, no.They were no good when signed astoperfectlyfillthetroughofthe it came to baseball, but when it can. to danc record groove. ing--and looks-O, boyl they're known all ove Columbia Dealers Enjoy Ogling Chicago as the greatest aggregation of pulchri

The outing of the Colombia Graphophone Co rude in the world of talking machines! a id its dealers, held on Wednesday, July 20, at Butspeakingofinert,men: Our friends. Glenwood Park,111., was one of the mutt sue- Reilly, Blimkc and Lemberg, of the city sales ssfillaffairsofitskind ever known atthe force, were some performersinthe "athletic' trade.Fro start to finishitwas a huge sue - events, and little Jack Kapp, of the record do as, with a large attendance and a great amount partment, showed sonic speediu the fifty-yar oifun crowded intotwelve hour; of merry- dash. Wm. Lyons, who championed the cause o making. Aboutthreehundred personstook the dealers in the ball game, made a great bat irir lunches and traveled out to the banks oftic, but was helpless against the stellar aggre the Pen RicciI,, cnic, dai of sports. dancing (Ccnionied on page

A NEW FLETCHER PRODUCT

Dealers. Send for NEW EDISON Priree and Terms Playa all Records FLETCHER-WICKES CO. 6 EAST 1 AKE ',BEET, CHICAGO, ILL 118 THE TALKING MACHINE WORLD Al/GOST IS, 1921

DEALERS, ATTENTION! You are looking for a Standardized Line of Phonographs. You want a Distinctive Machine, not onlyin respect to the cabinet, but one with a tone arm that is used on no other instrument, be- We cause you cannot establish a per- Ilave manent business on nondescript livery merchandise. Facility tar Large The Illinois Phonographs are Production strictly a standardized line, with a Tone Arm that is the last word in Sound We Invite Comparison Reproducing Equip- Without Restrictions ment, it being t lie very latest Blood Illinois product, the supe- Cabinets BLOOD TONE ARM riority of which are made has always been of the best recognized. selected This ann is Mahogany all exclusively the way through, used on insideandout, the Ill. with excellent fin- Phono- ishand genuine graph. carvings. R MHO Send forOur Descriptive EQUAL Our lineis most com- Literature on This Tone Arm plete, ranging from port- ables to the finest period models. We can suit you in Style, Quality and Price, and give you a DistinctiN.e Line. Our motors are the well-known Saal, which have stood the test of years.NNTe guarantee every part of the Illinois Phonograph.

Bear in mind that the future phonograph. must be a real musical instrument, as well as a fine cabinet-The Reason Why you should investigate theIllinois Phonograph."Built ILLINOIS Right All the NN'ay Through." PHONOGRAPH CO. 400 W. Erie St., Chicago. III. AIMIST 15, 1921 THE TALKING MACHINE WORLD 119 FROM OUR CHICAGO HEADQUARTERS- (Continued from page 117) gallon on the other side.Highlights in thper formance of the girls were: Marie Collier, in the baseball game; Mildred Stark and Marie Reihon, m the fifty -yard dash; Mari, Bacr, in-bin we could go on endlessly, there were so many there Repair Parts and they were allso good) So we'll hare to ForAllandEveryMotor bring the story to a close with a mention of the inspiring, but incidentally unsehedukd, race be- That Wan Ever Manufactured tween John McKenna and Field Nlanager Robert IfPorter who had an argument over another We can supply any part.The largest and most itby running rirace rare and decided to settle complete assortmentofrepairparts-inthe themselves.This was atie. cations com- mitter, were as follows: United States-on hand, for old obsolete and Con 3333 ittcc of Arrangements-John McKenna. present-day motors Ifyour order cannot be chairman; G. Mac Nichol, J.NI. Cooper. D. W filled from stock, we will make it up special. Dos:ohne, Carter Cord., N.B. Smith. G.If on mainsprings,governor l'faff. Specialprices TrafficCommittee-D. IV.Donohue, Asir springs. micas, repair parts, motors,tone arms, maw WalterSchultz, L.T.Wells. A. F steel needles, etc., in quantity lots. Reinink. Expert repairing on all makes of phonographs Program Committee-G.NI acNichol,chair - n; N. B. Smith, Frank Solar. C. F. Woolley, and motors. MO11.1. no HaJ. Wileks, R. E. Koenig, H. Friedman, M. G. Peters, E. N. Weslierg, Wm. Lyons. Music Committee-J. Kapp. chairman; S.R. Lem., Z. Ganis, H. L Hanson. I. Kupferberg. Marie Barr, Ed. Michaels. Reception Committee --L. M. Sherlock, chair man; Ed. Blinffie,R. F. Koenig. J.Klinenberg, R.M. Reilly, Arthur Frani, S. A. Butrell, G. A. Ge;seleT. eyhfiicinhes. Penrose, Lot. Solar. Talkingkfficffine Etc CONSOL, Issues Four -page Folder Drying Systems,Inc.,manufacturer ofdry. sat -sag W. W ASHINGTON ST. CHICAGO ILL lug equipment inthiscity,has teeciyed many requests Incthefour -page folder which a re is manager, Fred T. Ashton, according in re. accessories, etch as Gratonolaoil, Grate.. arc.,iscarried i totheChicago branchofthe polish,licCilles,Sian Sons, ports coining careful' Columbia Co., are making everyone sitlip and this store'str., Plc dcinhiirg take notice down inthe Bloomington section of Illinois. where font auto trucks arc going all the time. conveying machines to all parts of the territory and covering every prospect they hoar of. Uses Truck to Advantage C.B. Cord., manager oftheSymphony Music Co., ION Wilson avenue, was so thor onghly soldcottheColumbia "5"11.1, Trio k" sales plan, as presented to hhir by S.R. Lem. I erg, Columbia Norillcidrreprii'ciii.diec,'liar, regardless of the fact that heisloratsd the operating oneiifMe heart of Chicago, beis Symphony Music Co.'s Truck focal trucks in the Colombia service. l'his is a conipletc Grafonola store on wheels trained two University of Chicago students in A stock of several hundred reemils, several dil- the-citingof Grafonolas and records. They 1 lent type Grafonolas a. a complete line of 1Co.ainmed 611 page 1201

Drying Systems' Novel Cover Illustration Gently issned under the designation of Bulletin Price Reductions on Enclosed Motors No. 10.This folder contains considerablein- formation of practical val., and the accompany tag illustration used on the corer will glee son, idea of its eflectiveness. Business Embarrassment An involuntarypetition bankruptcy ha - been filed against the Great Eastern Mfg. Co of this city, and the petitioners are: Krashere Engineering & kiln. Co., Wisconsin Chair and New York Recording Laboratories.Tlii head of the Greet Eastern Co. is Nat Kawin, mi of the oldest members of the industryin t, Chicago trade who, by the way, was onc of du first of Chicago.; many talking machine mana torturers. of Columbia Dealer's Success We have recently made sharp reduc- isfplicfct::::"wilut"ni%ditaft7Ife'd degree One ofthe recent ailiiiirSto the Chicago tionsinthepricesofenclosed,self - office of the Columbia Co. was IA'. H. Rolland, lubricatedmotors,me todecreased retail establishment in Bloom ocosts in labor andmaterial and a larger REMEMBER who conducts a utput. ington,III.Mr. Rollandisone of thelivest You don't have to tune this motor.It This will pmt the Enclosed Motor with - r dealers in the trade, and his motto is ..Business thereachofthose manufacturers comes to yousilent and smooth whose desire has been to use this motor, ning. It reaches your customers in the is what you make it."He is onc of those live same condition. thefetish of but whoselineshavenotbeenhigh ones who donotbelieve in enough i, pr reto do Ask about various models and prices. "hard times.-He, a faet, is of the opinion that the tradeislintgoing throingh hard tin.' sat the present, but is just getting rid of the easy United Manufacturing and Distributing Company limes.He believes that the only thing for the dealer to do is to go out and get the business. 536 Lake Shore Drive CHICAGO and thatitis there waiting lothitn. He and 120 THE TALKING MACHINE WORLD AUGUST 15, 1921 FROM OUR CHICAGO HEADQUARTERS-(Continued hone page I19) are at linseed working the State of Alscliinan, opecialixing on Sommer resorts they strike. The Toler It With Yr Anywhere Imps areheal musically inclined and furnish IIorAtuvrWh...YonWenflt! Melody Portable Phonograph In Tor thnn,r-ln the Nrirsere wimilerholratertnieetnent with thesmalleren. EacessYst won atroments obeysell. They plan on workiog Double Spring Motor the States ofMichigan,Indiana,Illinois and Blood Tone Ann and Reproducer Wisconsin by the cod of SeptrusheyThe two Removable Tone Arm end Winding Key boy. and the firalonold shire an wheels arr a DurahlyConArortekl. Maliegany \Vat, - greatsued forno reastngGraInnolatales omit Finish rinutings. Carries anditwon% In many ti'noeleslinedthispr. 10 si.-ra, e.... t. gressiaeColumbia dealerwillhave acar thin of a 5.20d machinePlass all record. salt, medium or !wl as nl truck operationthrolielishe ..tow desired. Port a ls Enler, the Ambas- r roll rirl, 18 trowel new maeseit. /. PROMPT Di -LIVERY

appearance in Chi/

dorliningsgraph 1 o to Here's o Winner for i.ven models, Imir opriglo You! The retail prices tangy ff,ko, Write for Somple nod Term.Today. instruments teemed dicer 11.1 trade during the Pageant of PI 0, MELODY NATIONAL SALES CO. - 190 N. Stale Street, Chicago, III. company maintainedltontl, /II,..,..0 1,, the hInniripal A very .10.11 leyIhr10/ .as.odor t tc on the opening day of the Pageant, are ciinipped with the most modern ACC.. nelltien ORM nbrie !bey helped lir introthietIlse othei.il smog of slide at :MIMS:111e 5100S. COVne +emporia. etc. Chicago, "11.1. Chicago," ley!Steele of oitc of In the announcer/seta the Cheery Co. state - their instruments rianippeolwith re Magnavox that for every Cheney machine of Models 2 or 3 andplaced:Award'he ISINII.ITT hydroplane that dealers have on hand on the date the an. Santa Maria.When everything was iureadi-tnoseuresnent was made a credit will be allowed n ess die Marne ascendedto a height una! to the difference between the old and new of whom two miles, thetalking markine was price for those models, provided that said elealei larted, and ley Ire. III the hlagnavoa tl.r sous purchases new nioilrls atleast canal h umbr, was tvirclessed to thy listeners belowThe test to those for whirl, credit is asked.II might be issaidto be the fresh ofitskind inelechis well to menlion in flies connection that the retail nary of aviation. The president of the company pre of Styles 2 and .t have been emblem, to isDr. Orlando F.Scott, who has anatioual $115 and $1-15, rel.pCCIIVTly. mill that the 1112,111. toiturap1. riplitation as a prcialistin iudittrialsorsifTY fircinre of Style No. Ihas tore disenntinned Golfers-Attention, Please Purchase Record-Lite Stock "Dow m Start the Ilanic Wrong' is the title 'fire item of Col, & Dimas math- the arsonsinee

AMU U Reinckc L L Spencer G. P. Ellis D, A Creed id the accompanying illissetaeion. Vie nod,, .1 thisweektoot st her plorcha, fro. stand that Jim Davin, of the ReioilicEllis Inter,.tieSI onic s I Nlilsvanto rII.., lee., in responsible for snapping this group of rpert golfer+, hotitis IISetiolislint o :mullein golfers can learn anything 01 real Valli,. "The Music Without the Blur!" from these photographs. \Ve have been Thle west of monde. owthim.nulativre b attained formed that all of the four talking machine no of nearly born kr am ethera inthr ensasinwoon pert.representedi,these photographs Were et the IN hunkered at Ilse Nlidlothian Conn, a few weeks MARVELOUS MAGNOLA ago, when they accepted an invitation trot,. P "Built by Tone Specialists" 1/11is, of the Chicago Talking NI. knee Co -Steer,. Ton, Pellet., [Carylt rbe sssss chll plorc the mysteries of this course.Thi for this game have Joke., company with t I, Period Designs fusions of the "Black Sox," but we learn good anthorsty item they ranged ansysyltr, 1:0 to Inn for the rightren-bole coarse. like highest grade New Cheney Models The Cheney Talking Mori..., illle reeling: 0111101111Ce111.11 Furniture III. Cheney new model ,,L. Ins been embodied in a letter to Ch. ory dealer - After describing the important and Iniulaineettal Produced by ineproveinent whit'. leave been preseneed since 1913. when the Cheney was first introduced, Hs/ company sets forth a co nstrottive !merchandising plan thatwilleatablethe dealerto stininlate their CleciteY .airs (firqUil 14.6 This plan is built around the two new models, Wetter, Pa err Co.., 00 No. 30. Omen Anne period, and No. 120, Early Faelish period. '11; _.\! "Ti orb Zte &en': 0,7 The former carries theretail the lotions Redone. Market to -day cinnalure rompai,w price of $18.5and ist uprightfornislecilin Seed year name andhroft wend rousomereel Ililemorc nealeoyanyaiiiinl Newby walnut.The Tsui,Ti.. Chicago ,71.Seal. lees of this instrument are of the cabrinle type, carved atthe knee, with aballfoot.all very characteristic of the period. MAGNOLA TALKING MACHINECOMPANY The model No. 120 OTTO MOLT. Proolbel Conies in American W3111111 stained to an Eng- err 0Sr rebore Werra error lish walnut, with polished wax finish, and isa Irt Vrel console.These new models are very artistic and 'L 0100.00 TierTA. AVGeSe 1$, 1921 THE TALKING MACHINE WORLD 121 FROM OUR CHICAGO HEADQUARTERS-(Continued from page 120) ...cern, entire stock of Universal ItecordLotts srlsiNr....0043BOAKWOo..ra44-irj5istifits08434.01M.P30,3111.04.21?44.13131,1fitstsisossIMPKAPPOt and the privilege for sale and manufacture of this well-known little accessory.This Rec.-1)- hot been manufacted and pot on the mar- ket10ehued by the Interstate Masie Co. fora numb« of years and itis the Intention of Cole&Duna, to bring this well-known little instrument into even greater popularity and demand.The for - retail price of the "Lite" was $325 for the nickel and $4 for the gold, but as soon as Cole & Dorms launch their sales plan these Record - Liles will be put OBI the market at probable redoetion of 30 to 40 per cent ander the old price.This will extend their sale. Liquidated Ds Business U On august3, at10.30a. nt.,the Chicago Phonograph Supply Co., a retail store located at he 7513(, mifivaukee avenue, limadated its business by means of an auction. Clever Repair Outfit The Superior Lid Support The font of Cole & Dumas has joist put on the market a very cleverlittleoutfitfor dealers. This outfit consists of a package coutaining ait BARNHART BROTHERS. SPINDLER Semple Prepaid. $0.75 Nickel-N.2S GAL 0011040 ateortntent a dealer may need for small repair Ottiatitycee,an Gwaha,len Kw« end motors. toile arias, etc..The assortmcat jobs ,aNBaasz consists of sort., diaphragms, stylus bars. etc.. this is figured out one may remember that the c a farce carton, the surmounted by wreaths and black crepe, aridill and COIlleS neatly packed in retail at four for a dine, or twelve for a quart.- , sales prier of which is $30. the foreground, in many instances, the entire Victor library of Caruso's works.In Chicago, .centthat will show what the Tootofotm dealers Pageant of Progress Novelties are going to turn over in twelve ...Its. Rot Many novel ideas have been made use of at a,elsewhere. many publicmemorialservices were held when people from all walks of life ovenatthat one would probably be entirely the alunicipal Pier during the Pageant of Prog- wrpug, for the R. C. \Vatic Co. has several other ress.Perhaps the most novel was that put over gatheredto honor of the memory of Caruso. The Floe Arts Building, in Chicago, was the similar machines under emotruetion which they sours -lolly by the Ambassador Phonograph Co. hope to have in omration before very long. by ttra. of a fonr-round boxing bout between nucleus for many of these gatherings, forItis in this building that most of Chicago's musical Emerson Activities the ...AmbassadorKid" aridBen Torohh, the W. Clew.. manager oftheChicago movie star, who is continnally lookingartists have their solidi°, and many of these F. Ian artists were close friends of the great tenor. In branch of the Emerson Phonograph Co., put in botoush ways for Sunday. The "Ambassador Kid," Morriss', Emcrarsa's the Italian settlement on the West Side of Chi- a lousy week waitIt E. by the way, is the four -year -old slaughter of Fred general sales magma«, in going over the trade compatty, who gives cago nearly every place of brininess, and lei, Wesson, manager of the satiationtrodlilting up for the Emerson Fall daily hexing exhibitions.Wheat boxing Ben Tur-denccs as well, were draped in black crepe for four new Carnso. "The Glory of America and Italy," as«moat,After all plans were laid pin she wore Use regulation boxing trunks and Emerson travelers reccived their samples and 'odidBen,butwhile Ben was he was known. gloves. and Installs Another Machine instrnetions, and were sent out on their respec- looking at a red-headed ladyonone end of the The new The R. C. Wade Co. has just installed another tivetrips to carry out thew plans. pier and at the same time looking at the luscious one. are: W. N. Mutrbar, who will lookafter automatic machine forthe manufacture of its near -beer ebbing from Pie fountain across the This makesitt North". Wisconsin tF.P Howard, who is aisle, the little lady managed to crawl noon a Tonofor,e needle. traveling Southern Wisconsin and Northern Il- three ofthese machinesthatare nowit. chair and belthirer on the 110$1.awl (MI the all linois; R. V. Emmert, handling the Chicago ter- operation.Each one of these machines is turn- J. Chitrehill, who will take care scrap. ing out needles at the rate of one hundred andritory, and It. -But His Voice Goes On Their aver- of Emerson dealers in Central Illinois. Hardly had the news of the great Caruso's fifty per mi 0000 te, or 30000 per hour. is about six hot. per day and those Sales Manager Morrison will spend about a passing reached Chicago thanVictor dealers age run who are good at figures could spend a few in- month in going over the Western territory be- here dressed their display windows in mourning. fore he returns to Eastern headquarters. Loop. especially. devoted mach teresting moments figuring out how many of the Those inthe Tonofonc type will be turned out in the course IL A. Dempsey. assistant to Manager Clement, space to their Caruso windows and large photo- Afteris spending his vacation at Grcenlake, Wis., on graph, of the dead artist were placed in them. of a year, a the ,i00 -working -,lay basis. He writes back to the boys in - - - a fishing trip. the loop that the. mosquitoes are biting splen- didly well this season. Foreign Record Activities E..5.Fern has fiat returned from a week's visit to Detroit, where he did some great work inconjunctionwith Thalmeyer and tide, of the General Phonograph Corp. The latter two gentlemen «Inc on front New York and met Mr. Fern at the Consolidated's Detroit lined, These gentlemen whit over the foreign record field of Detroit its a very systematic maa- nor and were s.cessfol ill opening quite som-..0.- ber of exclusive °kelt accounts for foreign ree- tads. .Antong the new accounts was the main store.. on Garrett avenue. of the Cunningham Drug Co.This company took on the Okeh line in one of its other downtown stores last month. While they were there they also attended the formal opening of The Record Shop.at8559 Grand Riveravenue.Mr. Fern says thatthis very pretty little shop, ...elby G. D. Elliott, will feature °kelt records est 'naively.In addi- tionto his regular sales help Mr. Elliott has put on six girls to canvass the city. Something New Anothernew Detroitaccountopenedby Sl essrs.Fern, Thalmeyer and Giles while in Write for EJECTOR Bull MAKE EVERY DAY Detroit was the Brooks Shop.The instruments Just off the Press A PERFECT DRYING DAY hatalled here are manufactured by the Brooks Mfg. Co., the pare. concerti. Move Talking Machine Department The firm of 0. W. Richardson & Co., one of I-IrSo.Desplaines St.Chicag Chicago's largestI.00p furniturestores, have DRYING SYSTEMS,Inc. GROSVENOR PROCESS PATENT 53136,47 USERS OF OUR DRYERS PROTECTEDB (C.eosinnrd en taint in) 122 THE TALKING MACHINE WORLD Aohuse 15, 1921 FROM OUR CHICAGO HEADQUARTERS-(Continued from page 121) stavedtheirtalkingroachint department from death off arms°,Mr. Wiswell said: "Caruso'stainly brought results.Members of the trade the fourthBoor tdtheir buildingtothefirst death caused nremarkahlt demand for hisli- look advantage of the oilerto such an extent Boor. The departmenthas beengreatlyen- braryofacorals. 'rhea areintheCaruso thatIlleelevator man ofthebuilding nearly larged andis!low located near theteminen- Maley abut. seventy-five records, and our owo worked himself to death hauling visitors up to trant!.They hare also iastalled a moult, ofritaitdepartmentaswell asremit 5loresall theSterlingheadquarters. Theofficersand ilemoustrationbooths,siasuultingtheynever liner the country relind that in ninny iligInnfr,employes of the company put in an exceptionally luta before This anopany represents the Wol- them customers havepurchased mite mire !nay two weeks entertaining visiting mem flirting!, Sonoratoil Columbia lines, as well as 111.11.1 I .irliseg dealt shows the intro, hers of the trade, and many of these latter, who, the Colmithia record,One of am fealties oftaro,ofaletalking machine." continued NH. by the way, were nearly all out-of-town manu- the way this furniture lunatics talking um - Wiswell, "in ilia 0 hangs forward the fad that factrers. rewarded the Sterling Co. with sub. chows heal nomatterwheretilegoo. we cau recordthe voices of greatartists and sonata orders after tooling over Sterling prod- throughout the rune huilding, hen mire lmil unosicians for ni/..1grily, and causes ibis fact to ucts,thithepier proper .theSterling exhibit n talking IN:anilinein operationThiisstunt wasrink into the consciousness of onllions of pup was looked after by W. H. Wade. of the 5Vade pal into effect by Manager thisswiller and hasgigging (WM,. ccftalkiag machines" Talking Machine Co. proven its worth many times liver.'Flo. plan cti Receives New Models Visiting the West and South pattingtalking machines where theycanlie This month heraldedthereceptioninChi - balms Manager W.E.Burr, of the Cheney sera in1111 departments ley people cokingl pur-"um of two new Victor models,theNo. 50 Co.,is makiugan extensivetripthrough- chases thereinigon exceedingly good raw, lie. Portable and the No. Nal ConsoleTheir arrival outNlissouri,Texas,Kansas, Oklahoma and cordingtoMr, Gosswiller, gad has here the enlist 11unite <001111011011hithe retail other inmortatit territory.He writes that gen- Means of increasing their laisiness mem of Lynn & Holy and the sales people in eral opinion indicates aprofitableFall season New Electric Sign thatdepartmentarebring keptmiglity !nayfor dealers who areallhusiliug to make this The CrystalPalaceof Shore,al2,45 %%est demonstrating them to the trade.The new No. tom of thebiggest talking machine yearsin North avenue, has pat bail installed one of the 20,1 Console received particular attention rollit spiteofthe general business shunp that pre - most Iteinitiful outdoor electric signs ever seen isanticipatedthatthis model alonewill go nsailed throughout the country from the first of In Chicagn,The Crystal Palace isair acconot great way toward stimulating husiness. the year. Sir.Burr feelsthat such optimism of the Chicago Talking Machine Co and is oar Good-bye, Marie! among the dealersis hound to make business of iht 1110,1111,to.ilnie 111111 hiquitifid moth. sitars Sling Marie 'l'oony, of the record departinem good, regnediess of what men inotherlines in Chicago.The formal opening of this storeof the O. W Richardson Co.. recently went on say. was annonnced en Ms urivs minions of the July her isication. Will 001 return.She wrote Brunswick Window Display Service issue of The Talking Nlaelline World. that she has ohm the "hint of Men" and that A merchandising brief, prepared for sithscriti Returns From Vacation her record-selliug tlnys are no more..Date not yrs totheBrunswick window displayservice, L. C. wholesale mid retail nomager mentioned yet. has been issued by the advertising department o Lynne & DralF's Victor arnastmettl, has jest Sterling Headquarters Jammed the Brunswick-Balke-Collender Co.This brief 'tane!? Boat raysliimtrill through Yellow - A few months ago the Sterling Devices Co. which will be given hereafter with each month's Mom Earl, Sib Wiswell wits ttremitimuleil no miltoutinitstradehundreds ofinvitations window display, consists of window Hint lug i trip by his children, Illicalieth, Ruth, Leslie, invitingiispatronselal.to make useof the gestions, prospect leiter and "Brunswickgraros.' nod James. Besides thetrip through the SterlingMimi, ill. headquartersduring the The ideas outlined in this brief arc noteworthy Yellowstone ate party attended theVitt for you. Pageant.These oflices, by the way, are located for their practical value and they can he used .01 inn, Isekl at Colorado Springs, and slim tookin theI.ake Shore Building nnthe lake front, to splendid advantage by Brimswick dealersit toDrove r,()maim andSalllobeCity. In initerlialily across am road from the Municipal councetion with the monthly display. waking Mama the Haile conditions in that see - Pier.Of rot rr s r out in Chicago, not even the The Western division of The World has re lion of thr comity! Sir. slid that they Sterlingpeople,r anticipatedthegreatcrowds ceived a picture post -card from Brussels, bear were similar hi those of Chicago, but the dealers which have conic to the Pageant, buttire inviing the well-known signattireof Otto Schulz feel 'more optimistic. In commenting 1111011the I/111011, nevertheless, was sent 0111, anditlee. who has been touring Belgium with Iris family.

...... _

B

C/

ORO-TONE FEATURES

Extension A ielexopes info large MODEL L S elbow B, giving a length adjusl C11.11.11 ,g11 went from 7,4to 9V2 inches. Adjustment screw C engages a indexed channel in extension A. T Ir410..1 assuring perfect alignment. Slight- arcticciliaWool ly releasing locking thumbscrew E eient ham, permits height adjustment of large n einrinTrongrwl elbow in base ring D. Releasing Winn. locking screw E entirely permits tone arm to be removed from base ring D for packing separately be. fore shipping.ifdesired, ASK FOR ILLUSTRATED AND DESCRIPTIVE CATALOGUE IllenratIng angle Throw Rink Intiornsontent 1000 to 1010GEORGE ST. morn/Weer In clear lone grin nIcen thrumbock roxiird- 1,... of rihriber III.In noallIon for playing1111. on. CHICAGO, ILLINOIS Dole or La...I-rut roccir, AUGUST IS, 1421 THE TALKING MACHINE WORLD 123

muumiumommunimimmiimmunimmiimmummirtaminimmommummin innummumuimminumminimmim othommmi Capitol! A Combination ffi

Phonograph and Lamp

Every Woman's Choice

-rte -"Y

4-IA1;z " ' ", . A "

7

I I

111 Manufactured and distributed by

Burns Pollock Elec. Mfg. Co. Indiana Harbor, Indiana

Located within Chicago's great Manufacturing District

As a Lamp

3111111111111111111111111111111111111M111111111111111111111111111111111111111111111111111111111 11111111111E11111111111M1111111111111111111111111111111111111M111111111111111111111111M11111111111111111111111111111111111111111 124 THE TALKING MACHINE WORLD AUGUST 15,1921 FROM OUR CHICAGO HEADQUARTERS-(Continued from page 123) CHICAGO'S PAGEANT OF PROGRESS FEATURES MUSIC A Several Prominent Music Houses Represented by Notable Exhibits-Columbia Co. Records OR Mal Pageant Song and Presents First Record to Mayor Thompson-Magnavox Used High -Class Cutter Sharpens the Fibre Needle without ti b Hiram.,ILL, Minna 111.-Tweruyitigldyears Leirtsdoug under the iinis onshibit. Ind sve are moving it from the Tonearm. have gone sister the Worlds Fair may opened anderntresueil with eachaeclair to the talkingust. ever since thenI horgo has held the record for chinsinthmer.Wt .hall filtleamr he THE gutting neer Lr Now. Chleago 1ms sine way. in tell how the talking machint i,nln tr. it oxalic00 .1, ..1this year, Mayor Thongs with Ilse Haman! of Print.,.. LIDSEEN Fibre otiolled 11.. I ..0ofPr..gretsat On b...tr enti, the liter the Li, thing %%orb!' Fair a ...noisesis the booth iumutamed I,y the bia Graphoplo Needle Cutter In this booth .. CONVENIENT eta! Pageant -

"Hail, Climax, , demonstrated and passed out lti the pub. lie. Out of theCIfiragi. pallet offered $401111 for the lost song type (Mug the spirit of Chi eago, which was woo by Allyn. a mcm. bee of the scingwrit mg stall of Leu Feist MECHANICALLY RIGHT There were, in all about 1.:4bleonipelitrir Jobbers-Line up on this live one and forthis$1,1.10pries. get ready for the season. but 'lobby Il .ought home the limo..No cushier I., Ike prim LIDSEEN E32 840 So. Ceded Ave., CHICAGO arilcol that, J. Kapp of the Col Wm Man Mayor Thompson Receiving Columbia Record of "Hall, Chicago!" with a copy ofIli bia exhibit waS supersised by R. Reilly Mayne ltiontenot. nom L. lts,inni"1 lloony,.alt1 a Kann awl iI ii motto. ImPfted aboard assisted by S.It.Lentlierd. M. W Priers, L. M t's 550 'I"' train bound for the Co Sherlock, J. Kapp and I,. ScbokTimer were a a hisihhni,Ilmtierl'a10,1111of Tigress mikes 1111111.1a recording plant. The song Was recorded great malty visitorsatthe booth. even ahinter showing. Of ,'en Y, thePageant and thy records were brotlethl ha, 1,10 Chicago it The Camper's Companion does not coverllw acreageofthealit1V01.14's tune for the opening of the Pageant A facsimil Ate°ss the aisle Host the Col bia exhibit Pair, bill,Irons a ,1.1111Ij Of list111111110er of vii of Mayor rlioniiiSoll', smilabler is impressed on seaiteled the "Camper's Companion," alittle hors and exhibits, itis way ahead of the Fair.'1 hr earls record.During the Pageant these records mecess of this portable instrument maimfactured and distrib. las loreo areal 111.11 idiot ingelliti with the Feist pidilliemliou of title song mod by the World's Products Association. This are now sw.II n iicr nesr II r,tu the done al000illr w. reii 11..inthe Colundoia booth The Co machine isgle,igut..I very cleverly88,1 weighs only lwcuty-one pounds. The carryiLd caseis strongly built with reinforced corners and cov- Advance Notice to Edison Dealers ered with heavy black Keraeol.Its iimin feature is .e combination midtiple hone and amplifier. The amplifier isbuiltin pyramidal shape and THE NEW IMPROVED coostructed with an "X" partition runningits entire length, which dividesitinto four longi- tudinal sections This exhibit was in charge of Ciee-preciilent H. E. Wands. Jewel Attachment for the Edison Phonograph The School Room .9little way further along the pier n1e came :arose an exhibit showing the modern classroom. Will Be Ready for Distribution The desks were placed around in the usual man- ner and with Ilse teacher's table infront.All September First thekids around thepier were clamoringto getin and get a seat.Itis thefirst time we saw kids beixions to go to school, but we guess NOT Illsreason was hecanse theleacher wasate exceedingly pretty young lady, who asked the Just Another Attachment kids questions Leery time they gave a right answer leach. handed out a nice little tuovenir. BUT lit fie, side was a Victor classroom model ma- chine, on which she was playing Victor educa- A DISTINCT IMPROVEMENT IN TONE REPRODUCTION AS Mutat records, and every kid who could stance WELL AS IN MECHANICAL CONSTRUCTION the piece being played received a pretty votive. IlkThe exhibit was put on by a manufacturer AND FINISH of modern school equipment. Double -deck Bridge Its" sit limes if mots.Orman. ibe stn.,ssset, 410E0S. v01,lie... LEVEN. Onoue cud of the pier the engineering firm se ,18.08. IlitC,S21, wham abaose.e t!em !. tfiIII built Chicago's wonderful Michigan avenue re.o. . tttttt a Ode. doubly -ilea bridge had an exhibit and iuthis X8vItriefalch silo e 8110ely convrea exhibit they demonstrated the working features of this bridds by means of a replicathat was rermebine sealed otiempiarter of au inch to the foot.The WrigIli.00;1000est 018canpro.1, fascinating thing about this little bridge demon- Ef ,roc Smile CENTER,. en Al re,onl. stration was thatitshowed the valueofthe semi& andiebt emornoinn ma talking machine irons a cOnintereial standpoint. rsg.re:LilaraTiVert":,47,r The kW< bridge was operated byelectricity inh,' insures aseafeco just like the Michigan as Ise bridge, and as the ,isil,uJ two leaves wentlipititheairlittle indicator lights would brighten upatvarious 8,0-04to ISA Whitt,/ Steam, CHICAGO, ILI. attractattentiontoeach partienlarpoet As Woe lights glowed atalking machine, placed Accuse IS, 1921 THE TALKING MACHINE WORLD 125

FROM OUR CHICAGO HEADQUARTERS (Continued from rage 124) at the side of the bridge, began to speak and delivered a lecture on the engineering features indicated by the various tights. Readers of The Talking Machine World know that, from time to time, they read in these col- s suggestions forthe cial applica- tion of talking machinerecordsommerc,and We cite the news of this exhibit as another example of how thatside of the talking machine firsin. Are We Oversold? For a good many moons now we have been hearingtheyellthatthe talking machine in- dustry is oversold. We have heard itsaid that the reason we arc oversold, etc., is that on the market and in use there are now about 4,000,000 talking machines.We also hear that until all of these machines are discarded by their °wooer, and the ones now on the market are sold the talking machine businesswillgo alongat a pace. Happily, however, the men who dothiskindoftalking representbutafew members of the industry. Now, while rambling around the exhibits at thepier,we canoeacross oneexhibitwhich used os to wiggle nor ears and wonder. What canalt our eye was a little, insignificant sign set up inthe Ford motor car exhibit.The little sign was placed on the windshield of a sedan Rover and bore the following words: "This cal is No. 5,000600 and was finished at 7:45 a.no Map 2)."It might be well to state knee that at Henry's plant at Detroit they are turning not one car every sixteen seconds, or atat the rate of about 4,000 per day, so, figuring the time "Lizzie" No. 5,000,000 was born until the time you readthis,youwillseethatHenry has added quite a number of flies to his family, and thereis no sign of a let-up.The cars Ford has poolout, added to the hunch manufactured and produced by the num.ous other compa- nies, do not yet even begin to MI the demand So thereis a chancefor an argoment asto whether the talking machine industry is slopping over the sides. The Federal Sign System The Federal Sign System bad an interestingexhibit, whereinitshowed everything possible hi the way of electric signs for advertising pur- poses. One interesting feature was that nearly all of the signs were particularly for the talk. THE KAMP-O-PHONE ing machine trade.The Victor dog was espe cTallyprominent and they even had him not ALL YEAR 'ROUND only sitting still, but running around in circles and wagging what isleft of histail. Always First Seller-Read the Reasons The Magnavox Everywhere The popularity of the Kamp -o -phoneisbuilt,firstofall Magnavox was perched onrafters,under upon its splendid tone quality. To this moodily we haveadded line appearanee, portability and the advantage of low price. tables and in fact everywhere.Wherever you No dealer could ask for better talking points for securing went you were sureto hump into :Magnavox. the Fall and Winter trade of the big popular -price market- One installation was connected direct with the themillionsof homes where rooms arcsmall and often Mayor's headquarters and evidently there must crowded-or the homes of the well-to-do, where a nursery phonograph (the Kampo-phone) would save wearing out a have been quitea littleparty there the night costly cabinet machine.Tire alert dealer will say, "Buy the see visited thepier, because we were ableto Kamp-ophoneforWintertosave room.' IVe recognize the liquid tones of the Mayor's veilee money-ne. Summer you will lie already e ,I as they traveled out ofthe amplifiers of the outings." Sell Kan,o,phones all - many Magnavox, not onlyin the announce yearround. men. as they canoe along, but running on in the DESCRIPTION

v. ; GEES °You cent yo 0-ory Viier4 any Feist song

--(Continued from page 125) STFGER AIDS FLOOD SUFFERERS FROM OUR CHICAGO HEADQUARTERS officers arc M. Banks Crosier, president; vice. Plan to Replace All Steger Pianos and Player. The Exhibit of 0. W. Rkhardson Co. president and secretary. A. A. Howard, andII. pianos Lost in the Pueblo Flood The next exhibit me ma across waitthat of This Cover, iloventor and /W.f., ....X.'. t -Are -augmentsarc the 0. W. Richardson('m..furniture dealer.. a Console eahiont Cow...lea, Augel I primarily a (width., iustronnent moms hullslike Singer S. Sous Piano Mfg. Co., This concern. althongli mod andeither be played as an ordinary talkingtinder eery house, mostly exhibited talking machines,in of this oily. for olo. replacement of Steger pianos machine or, loy w and transmitters, the music, eluding the rotor.. lone inhandles, namelY. Wiff which were loss or ,managed in the Pueblo. Col., etc., ran hrswitchedires toany pats of a building Dan Pagenla, manager of aloe wholesale dienntb. Colutultia and Sonora.'flue exhibit woo blood Chicago Feketric Sign Co.'s Display credit department of the company, is in Pueblo, in charge of A. Ilosewilkr.When me that showed some 'nighty Mr. Oosswiller was homily engaged with his as :knottierconcerti where be will co-operate with Lewis S. Brown. t. clever electricsigns for talking machine shops Pneblo representative of the Steger IC SonsCo. sialints in demonstiating these instruments SignCo.,withits Recll", tosay, he received quite was doe Chicago Electric in replacing all pianos and player -pianos lostby visitors. "DayN11c" signs.These signsare so eon. The determination of another of nice lode orffers. xtructed that they produce an even light and theMr. Brown's customers. Wade Co.'s Display the company to assume the burden of lossand of the electricloollos are to coocealcol that the letters render such material assistance to she patrons .bong theoilierushilins was that owe lloonleil with an eve. sighs and notspotted Co.. which displayed of the Brown store evoked many expressionsof Wade Talking !Machine obowely over thelight.Tlois exhobit was talking machines mod a ccccc tunics. as well asIle hearty appreciation. in charim of HarveyIIHouck. sales manager. Stroliher Dimintitiee, a little player -piano which. Steger & Sons' Interesting Exhibit by the way. math a !retro:lotion, hit. The Steger & Sons Piano Co. exhihit seas ex. LITTLE DAMAGE FROM FIRE New Electrical Instrument It was here the suitors the rrdingly ionerestiag. EdisonOfficialDiscounts Rumors Regarding A New electrical instrooneal. known as e taught how talking machines andpianos ElertraVoire, two shown by the Electra -Voice Extent of Fire in Chicago Warehouse arernaatrlirit.d. The Co., of this city.'this company Wilteruty Steger instronoeutswere The incorporator, and and miaow,ofthe In reference to the report about the Edison Meow. c a ccc Ifor SSIC000. ,ssetoohled at this !moth and proved to lievery fire in Chicago, which has attained various inters -toting to the °onlooker,. Besides their full peels in as process of being passed along, A. H. Sieger people showed a lineof maim, the Carry, the arsevocepresiol,nt of Thos. A. Edi- model of every type of asking machine they son, recently ostatellthe following bulletin umniductura to Edison jobbers, CABINETS Illinois Talking Machines Shown "A rumor snems to be abroad tothe effect WITI1 OR WITIIOUT ROUIPSI Another of the interestiug exhillits was that that our easier stock of phonographs in storage of the Illinois1'1 lllll ',graph Co.The celkillit was at Chicago seas destroyed by the recent ware- Its in charge of B. /I, Blood. general manager. house fireinthatcity.We are very glad to fullline of Illinois talking machines, ahoon fif- he able to say that such is not the case. While teen models, ranging from the Camp...phone to we have not as yetfoildetails of sheloss as the Coosole type, was on exhibit.CRIB, a n to types and finoshes, we feel confident that,with her of mil-of.loson ,leviers who wore visiting sonar possible exceptions. service to the trade the pre made their headquarters at this exhibit will not he seriously impaired a, a consequence and many placed .irilers with air. of the fire. The Ambassador Arrives "As ally rate, our johhers have, or shonld hays, he Ambassador talkingIllation, oww- a marked degree of ability to Nellwhat may be aner in stir Chicago market. Wel alsoshown. load, since we all learned the art of subsodutiono thevisitors oI she ntanufacto llll interested during the years of shortage. as compared with their moony novel ideas. deneaud.Therefore.of t1111S111111i0IIS a, to types Ti,. Mystery Man orfinishes must again beresortedtofor a The loan of mystery sons also greatly sought little while no one should lie intbarratsed niter be the crowd.Ile sea, representing the onanniacturcr of Tonolone -- - H.C.ll'adeCo.. jot, tieing to e it, itititetilell1101 the INSTALLS NEW EQUIPMENT little lickes on some mows - crowds and pill a Progressive Brunswick Dealer in New Haven 'Hoe person who got this ticket petting person. Prepares forActiveFall Trade --Souvenirs and brought itto the leooth where Tonofone a hall Distributed at Formal Opening was oncyclonalI....odord as a reward down packages of T01101.1111,, New Hams. Coxic, Augnst 8-In anticipalion There may have heel, other exhibits repre- tallying machine industry thal of an active Fall hominess John Duncan, exclu- senting the sive lirtioswick dealer of this city. has just Cells. Isslit ease shall look them missed. hut ifAllell storyatSOS Crown np and publish an aontit of themin the Sep. stirred rtmovations of lois streetandinstallednew modern equipment Thew I tirade Cabinet, made irinlwr World. Many unique methods of onerellandising Bruns klahogatiy. Walnut and Oak. wick phonographs and records have been used boill tip to the slam/aril for which EUGENE A. WIDMAN TO EUROPE in the past year by Mr. Duncan, which have onr product is noted. He recently annonneed Eugene A. %%tiding.. chairman of the board of proven very successful. the formal opening of hi, more and on that day F... Verrripiire Molt, director* of the PalW Freres Phonograph Co., Brooklyn. N T.. sailed for Faorope on the "Aqui. she politic was given an opportunity of inspect- HEIR CSTEMMER PIANO CO. Mr. ion these new tonariers. while Mr. Duncan dis- taloa" during sloe I part of dm marls. tributedappropriate souvenirs with acordial 2701 So. WellsSI.,Chicago Widnian's trip is a blelillet one and lois itinerary includes both England and the Continent. invitation to call again. WORLD 127 Wan« IS. 192I THE TALKING MACHINE

11EINEA1AN SAILS FOR EUROPE President of General Phonograph Corp. to Be Do You ThrowMoney Away? Abroad Until September pastime-but stillitis Otto Heineman, president of the General Pho Itisnot a popular nograph Corp. New York, sailed Tuesday, July unconsciously done by many whojust don't trip to 20, on the l'Aquitania- fora four weeks' know that Repair Paris canbe bought for less Fisrope.According to his present plans, Mr. Heineman will visit London, Paris and Berlin. PARTS ARE BETTER and will attend to a number of importantLow RENE MADE SPRINGS AND ness matters. He will meet Mrs. Heineman COST LESS RENE MFG. CO. Montvale, N. J.

T. C. nap, a druggist of Whitinsville,Mass. General Phonograph Corp. Being thoroughly equip abroad, Mr. has had installed a complete Van Veen conversant with business conditions client shuilar to the Model Shop builtfor th findthistripin- Mr Heineman will undoubtedly Colunshia GraphophoneCo.,inBoston. valuable in many respects. Van Veen reports thatthese Colitmbia model shops. installed at the headquarters ofthe vari RECENT VAN VEEN INSTALLATIONS ous distributing points of theColumbia Grapho phone Co. by Van Veen & Co., Inn., areat Establishments in New York and Massachusetts «acting wide attention throughout the countrs duplicatein Which Have Had Equipment Installed andthatdealersarespecifying stallations for their wareroon«. Art.« L. Van Veen. president of VanVee, manufactorers of Co..Inc.,New York City, Van Veen equipment for talking machine ware - L L SPENCER INJURED manifested rooms, reports considerable activity Popular Victor Man Sustains Painful Injuries- on the part of the dealers fortalking machine Was Visiting Home of Thos. F. Green areroom equipment.This desire for increased noticeable in or new equipment is particularly Lloyd L. Spencer, sales manager of theSilas and about New York City.Among recent in- Inc.. Pearsall Co., New York Victor wholesaler, stallations reported by Van Veen & Co., was painfully injured recently whenhe sustained is that of the Fennell Furniture Co.,situated at Green, preside', This com- a fall at the home of Thos. F. Third avenne, in Bronx Borough. of this company.Mr. Spencer was the guest pany has had recently installed anentire new their home in Great Otto Heineman attractive to a of Mr. and Mrs. Green at Vail Veen equipment, which is Neck, L. I., and during a brief spell of somnam- abroad and will probably be back athis desk Another complete installa- very high degree. bulism sustained a severefallthat was fortu- the early part of September. tion, including an interior decorative treatment. Mr. Spencer w is In London and Paris Mr. Heinemanwill make Pagani & nately broken by an awning. has been made in the warerooms of injured in the face and chest and requiredtwelse a general study of the businesssituation, visit- This en- Bro., 011 Bleecker str« t, New York. stitches from the surgeon for these injuries.He ing the company's client; and inBerlinwill considered terprising dealer has now what is returned to his desk a few days ago,although confer with the officials of Carl Lindstrom,Ltd., talking machine deals of the busio« of the show places among not yetfully recovered from the accident. warerooms on the lower West Side. ness connection between this concernand the DOES THE DEALER WHO DOESN'T- Deprive himself of profit and histrade of

Make ithis first concern to meet his cus- satisfaction should tomers' real desire- By merely following where he But is contented to sell whatever seems lead; and proves himself a slack profitable; IILacks foresight the actual qualitiesof business man IITroubleto compare By failing to anticipate increasingdis- instruments But placidly accepts any trade name crimination which so given publicity; Deserve the slack business of For his own benefit have atleast one III.many complain. To Hear a Manophone Effects a Sale Manophone, If only to demonstrate records upon. Manophones are made in all styles.The PLAYS ANY AND ALL new period cases (Console style) arerove - DISC RECORDS lotionsinartistry. As to prices-this manufactured world-fa- The natural tone of the Manophonefulfills Companyhas It mous musical instruments for overseventy the customer's constantly refining taste. quality.Never- is due to the use of the"Humana", ahuman years and will not sacrifice theMan, its dealers can more than meet throat ofcarved wood, which, in thekss, profit. phone, replaces the customary"piece of competition while making the usual We prove this in our BusinessBuilding Plan for Dealers.Write for it ICnlay. A record played on it is sold. Comparative The Warren-Sryle B. playing of o record sells theManophone.

The Music Master of Phonographs

The ManophoneCorporation,Adrian, Michigan. 128 THE TALKING MACHINE WORLD AUGUST 15, 1921

AID after a most thorough publicity campaign "Fooling Me" the fox-trotistoday the leading hit of that type of dance.As a vocal number, too, itis among those that are prominent.All of which issubstantiatedby the ordersofthejobbers and dealers of sheet music who find it an active seller in an abnormal sales season. After releasing "Dixie" to the trade and profes- sion it was quickly acclaimed the greatest one-step of theyear.Itispopular despitethefactthatthe average one-step is hard to "put across." The above should be enough sales creators in any one catalog during anone too lively season- but "a natural" does not arrive at the wish of even the most hopeful.They just arrive now and then, and goodbusiness judgmentsays"cashin"whilethe `cashing" is good. So "Gypsy Rose," "a natural," arrived and all you need to do is to hear it to be convinced that itis "there."

There can only be one criterion of thesuccess ofa song-sales, ever-increasing sales. The Robert Norton Co., New York, publishers of the abovenum- bers, can show sales-steadily mounting sales,onall thesehits. Salesfrom thelargestdealersinthe country-yes, and some small ones, too. At cuss- 15, 1921 THE TALKING MACHINE WORLD 129 LEANINGS TrzWORLDiMUSI

MOVING OF SURPLUS MUSIC STOCK tbal or the onisdepletedina latterwill feel tois know that they are short period. to he the means of assisd ting in a snceessfill cam- How the Dealer May Secure Co-operation of In smaller communities of asizethat ,vould paign which relieves a local dealer of surphis Publisher in Cleaning Up Slow Sellers tot justifyurn publisher cendffig on special goods. campaign manager the dealer can carry ont Of course,ithas only been in recent months Much has been said regarding the co -opera - campaign on his own behalf andftithislie thattalking machine record dealers have been t on of the sheet. usic publishers with the talk- will have the co-operation of the home or branch acquainted with whatitmeans to have a ...- ing machine trade and the extent of the "tie-ups" publishing offices. plusstockof popular numbers andtosome that have been arranged by mutual agreement The following isthe method that should he this has opened up a Hein problem.Hou-cver, isglide remarkable.This holds trueof pub- pursuedinsuch111SiAlIC[i. a surphis iithe recordtitles are the copyrighted works lishers co-operating with the inanufactiffier, d'sstock upon his shelves the dealer makes note of published by aleatlitig house there tributor and dealer. but one very important chan- the niinther of orchestrasillhis citythat a need be no great amonut of worry as to their nel through which a publisher may lend aid to given week are to be active.lie then sends to salability, fora rrangements, as outlined above, theretaildealerIffis,to a greatextent. been the publisher, explains his proposed campaign will quickly move the dead stock and also be overlooked. andrequeststhatthepublisher forward hint the means of adding to the activity of the store, We refer particularly to the dealer or dealers orchestrations for the various organizations that which, of course, can cash in on rho campaign ill ina given locality who find bk or their shelves willlendtheir supporttoIns campaign. He other directions.Briefly put,dealers willfind with a surplus stock of popular titles.By re- will find the publishers will readily respond, as itmost profitabletogetin tonchwill. Polte questing the aid of the publisher of the number will, too, the orchestras in his home city.The fishers when they have sales problems to solve itisoften possible to have the pnblisher make -- - a special campaign in the territory on the title LOUIS BERNSTEIN NOW PRESIDENT TED BARRON WITH BROADWAY CORP. ortitles whichitis sought to move and thus create a special demand. At the recent annual election of the Musk Ted Barron, the well-known songwriter and Inthe large trade centers many of the pub- Publishers' Protective Association Loins Bern- former head of a music publishing company, but lishers have either brand, offices or representa- steinwaselectedpresident;SaulBornstein, mho Miring the past year 1131 1101 been actively tives and insuch localities the publishers rep-vice-president; Joe Keit, secretary., and Charlesinterestedlitthe sheet music field,has joined resentatives, upon being informed of the desire K. Harris was continued in the office of treas- the Broadway Music Corp. as manager of the upon the part of the dealer to nffivea certain 111Tr. orchestra department number, will see to it that the orchestras, includ- ing those of the dance, motion pIcture houses"LAND OF MINE" SUNG AT PAGEANT JACK MILLS, INC., GETS RIGHTS andtheatres. and very often some vaudeville performers, arc persuadedto make afeature J. G. MacDernad's"landofMine was Jack Mills, Inc., has secured the exchtsive pub- of a song fora short period.The dealer or sung by 10,0M voicesat the Pageant of Pron. lication rights for Zee Confrey.s writs of pants dealers,by givingtherecorda window dis-Ass in Chicago, which was celebrated July 31 solos. These nobersto are one of the features play at the same time and by other co-opera-to August 14.',and of hfine i. published by of the Brunswick records and his "Kitten on the tion ',00hing up" withthespecialdrive,find Forster. Music Piffilislffir, lee. Key, is nationally known.

The NostZahted)bout So, since"M ISSOURI WALTZ" "MISSISSIPPI CRADLE" 3 J )) .[TJ 4 r ;9-

Rock me in my Mis sis-sippi Cra - die,

)

MUSIC PUBLISHER INC Let me look in -to my mam-my's eyes; pi:22010N oe c4C'L

I

Pub/if/Sod by the publisher of "MISSOURI WALTZ, NAUGHTY WALTZ:). WEET...LOW,- K155 A MI55 " 130 (World al Mu.c) THE TALKING MACHINE WORLD

10 FIGHt COIaVltllilI IIiILL Publishers and Writer. Organicmons to Op- Charley Straight and Roy Bargy have Written r -r7.: . eeo pose Proposed Amendment to Copyright Law an Unusually Attractive Fox Trot Ballad

Recently Introduced In Congress

The Nlinsic1.101010 old tin 1.,.. IT MUST BE Imo lie An,. of`low. t, m posers and Publishers hawImmolated a cam- paign to talk. the n'opyrndit atocallitirm recentlyintroitacilofw Constri0, hy Senator Lampori. Mahal. Burkett.J.I.Rosenthal amlIn. C SOMEONE LIKEYOU Mills, of the above orgritosaimos. contemplate leaving for Waslongia, ii. C ,tn. maitreu...11 Starting Splendidly! the C",,,,, inoPatents ail convoictitto the inequity ot the new amendmetn, which tiro CHICAGO McKINLEY MUSIC CO. NEW YORK cities taut any parlsiser of a'Rioted or Intl fishedcopyrighiail work canperformtilot profit. IRVING BERLIN, INC., TO MOVE NEW HOME FOR BROADWAV CORP. While Um Committer on Paicito will not teach Irving Bort.,loc.. has leased practically Ibe lite Broadway Mien. Corp. has leasedthe the new hir einitssdetation entirethirdIleumofChurchill's. before IkenvioliovittFall, the soviefie Ina Ilse necessity Forty-ninth 1.1th, sixth and seventh Boors of the new Roli ,tint 0110 Broadway.The quarters tiremiller. 'Oxon -ColeBuilding, of sending rotesealatevetotValtingtonto Forly-eighthstreetand going alterations. andiiis forestall nay possible serious coosiderairon al exprelvd thatthe Seventh IVVIIIIC, for a term of five years. In moral will he made to the new location late The Iran- of the present Broadway quarters, 1011.110.101111001 winch lit04011X1). 110111/Init pro -to .Aumist.II will be one of the best-eiptipped testicle I0 A copyright OWIWG at 143 West Fortyfifili street, does not expire offices anti studios ite the mimic publishing field. until December, but the company is arranging IIis understood that I* kill ss spanuated by lhr presentInflicrsof the Berlin organisation to occupy the new home early next month. moansn picture interest, who object to paying a Inane (well crowded nodinreceot mouths the tuxtothe Sursetyofl'untpusets, Authors and Palish., Igo pony has load it necessary to take addi- "MOON RIVER" DOING WELL clue perlorim tional spare for sou. ofits mice of tinicic for wait iltpartnicilts. - - - Lee David. who aoiles exclusively forB. D "FANCIES" PROVES PROMISING Nice & Co., Inc., is the composer of a new song NEW SHERMAN, CLAV & CO. SONGS viltilled 'Wow, River."II is a walls number and "Vaocie...." a new fox-trot by Pieta Jan Brown has received a lavorable reception with a number SAM Fastetfino, Cm_ Atillost I Sherman, Clan Co will shortly itimmouce Iwo 115.10lirctrin sod IfrrhertSpencer.writersofthe famous of orchestras which hare given it a try -out. longs for curly Fall re/rase.Thee ale emitted "Violoncello the Stars," bids fair to rival their "Sne."ak awl "Dave Von Forgovii'"ll fun usersuccess. .%1 least,thereceptionthe FEATURING "DANGEROUS BLUES" matter has heet. receiving would so indicate. JackRohhitts,general manager el Witioark & Sons. the pliblishers, are put The J. W. Jenkins' Sons hfoole In. Kansa liclonolid, Inc., is sitemilimu his stn weeks' cai ling their rutin. talc, and publicity forces be-City, Info, which has 111101Cr) branches in th non in Atlantic City. N. J. Incidentally, heis hind Ilse windier and one of the most thorough Middle Wnsi, rxtrving out aeery elaborate nailing on ampaign of poldirovinlilt ,ampaiglis covering ever, nativity channel has campaign oo the Moils nmelty number, "Dan 01 the firm'swacalls. 'Cell.." been nialiginated. gcrous Blues!' WARNING!!!RAOLLEIRCEOCOMRPDANAINEDS You are hereby notified that the American Public will commence action againstyou unless immediate release is made of I Ain't Nobody's Darling The Overnight Surprise-A "Natural"Hit

SKIDMORE MUSIC CO., Inc., Publishers Gaiety Theatre Building, 1517 Broadway, New York

SHAPIRO, BERNSTEIN & CO., Inc.,Selling Agents Corner Broadway and 47th Street, New York THE TALKING MACHINE WORLD (World of Musk) 131

The Quickest and Biggest Hit of the Year HERIE

Voglcan't go Wrong Wi'EA aniFeirtiong.

PREHISTORIC PERUVIAN JAll instrnment was developed.The greatest single Ice the reason, he believes, either that the step forward in the history of instrumental music of the time, being made of perishable material, Some Interesting Light on the Antiquity of the wasthemechanical productionof a musical have all disintegrated, or that because of some Type of Music Now Popularly Known as Jazz, scale.This came with the pipes.In Peru evi- superstition it seas not customary to bury drums Written by J. H. Davis, of New York denceisfound of thefirst two types-instru- ivitle the dead.Orions, however, were pictured ments of percussion and wind instruments-but by the native artist: of the time and described An interesting articleon "Prehistoric Peru- so far nothing has beet found to indicate that by early writers, the evidence showing that they vian Jazz," written by J. H. Davis, secretary of the prehistoric Indians of the region knew howwere identical in kind with the drums used to- the American Museum of Natural History, re-to make so-called tunic from the vibrations ofday in several parts of Peru.They were made cently appeared in the magazine section of the strings. of skin stretched toyer a hoop of wood, or over Now York World.It read, in part. In the American Museum of Natural History. onc end of a short section of a tree -trunk hol- That theIndians ofprehistoric Peru knewin New York City, there isa large collection of lowed out to a thin cylinder.Small drums seem the art-or should we callit something else?-prehistoric musical oil:tem:lents of Peru.They tohave been the rule.The drumheads were of "jazz" is apparent from the decorations, rep-have been carefully studied by Charles W. Mead. usually made of the skins of deer and other ani- resenting orchestras and dancers, found on the assistant curator of the Department of Anthro- mals common to the country.But sometimes, ancient pottery and metal objects of the region.pology, whose findings have been published in as among the Huancas, the skins of captured Further evidenceisfurnished by accounts of a short paper. enemies were used in the belief that the sound early writers and, most convincing. by numbers According to Mr. Mead, no drums have beenof such drums would strike terror into the hearts of themusical instruments themselves, which found in ancient Peruvian graves.This may be of living enemies. have been recovered byarchaeologists from ENJOY CONTINUED POPULARITY song,"IAin'tNobody's Darling,"1145 made graccs andruins.These instrumentsinclude Shapiro, Bernstein & Co., Inc., the selling agents rattles,pipes, flutes. drums, bells,cymbals, "Home Again Blues," the big success of the for the number.The song is being sung by a whistles, trumpets and an unmistakable ancestor Irving Berlin, Inc., catalog, has surprised the large number of college glee clubs anditap- of the oboe.Ifthe activitiesof an energetic sales forceofthat organization by the great parently is to have some unusual popularity. Indian orchestra equipped with some or all of spoil in the demand for the number during the these instruments did not produce something past six weeks. This is unusual, inasmuch as BEING FEATURED IN VAUDEVILLE akin to present-day jazz. the writer is guilty of"Home Again Blues" is by no means new. An- an error in judgment. other number that has been quite a surprise to The new Goodman & Rose fox-trot, "Who'll Undoubtedly, early man sang and danced be- the Berlin organization is "Oh, My Sweet Hoe: Be the Next One (To Cry Over You?l," written fore he produced instrumental music.As the tenser, which in some sections of the countryby Johnny Black, composer of "Dardanella," is most important element of the song and dance iv v.ry popular. distributed by the Edward B. Marks Music Co., is rhythm, and as in singing and dancing a de- which has been appointed selling agent.The sireforsome sound toclearlyindicatethe MORE ROOM FOR TRIANGLE CO. number is being strongly featured in vaudeville. rhythm seems to be universal, primitive voealists The Triangle Music Publishing Co., 14S West and terpsichorean, everywhere have found as-Forty-fifth street, New York City, has acquired A NEW MECHANICAL CONTRACT sistance in the snapping of fingers, clapping of additional floor space adjacent toitspresent The Music Publishers' Protective Association hands, beating of hips and stamping offeet. location.Alterations are now under way fitting Then, probably, the drum was devised-the first of New York is preparing a new simplified form the new quarters for occupancy. itis hoped to put musical instrumentThe allied instruments of of standard contract which into universal use between mechanical record - percussion, as cymbals, rattles and bells,soon TO ACT AS SELLING AGENTS wind instruments. fug companies and the publishers, replacing the followed. Laterconicthe contracts now issued by me- such as musical shells and varieties of pipes and The Skidmore MusicPublishingCo.,Inc., variousspecial chanical interests. horns. And finally the more complex stringedwhich some time ago released the novelty rube THE COUNTRY'S QUICKEST "BLUES" HIT Everywhere le heard the Ta De Da. Da. De Dum

11

AB. Publishers,J. W. JENKINS SONS' MUSIC CO.,Kansas City, Mo. Also publishers of "12th Street Rag," "Sweet Love," "Colleen0' Mine" WORLD III 132 ( World cd Music) THE TALKING MACHINE -----, - - - - - Oh, Boy! Have You HeardMamie Smith Sing- "NERVOUSBLUES" Mamie Says-" 'NERVOUS BLUES' Is betterfor me than 'CRAZY BLUES'"

"FR ANKIE" out Is on the other side 01 the record, and"Frankte" Is a hit before the record comes P. S.-LAST BUT NOT LEAST- "VAMPIN' LIZAJANE" THAT GREAT COMEDYSONG PERRY BRADFORD,Inc., 1547 Broadway,New York

41 Or ions of Or medals, battlers and pinsthe A PRACTICE NOI APPROVED NEW MUSICMEMOIa CON'I EST ROOK ft coolants anitro --- Itnrewt is resily to give. toSuitParticular - - down. on the ;Impose and scope ofthell ninth Changing Orchestrations Enlarges' Edition of Descriptive Polder leaned memory contest, designed to "sell" the idea to Fancies Not Favored by Publishers forAdvancementof by NationalBureau it There isalso Music-Expected to Stimulate Interest those as yet unfamiliar with There iv quite t little agitation it publishilig an appendix giving alist of the one hundred selections roost fre lllll golly nyml in previous emo- circles to olo away with all special orchestration.. A revised and molarsr,l editson of its doscrip aml carry oat a plan to perode orchestras to has tes,. and a supplonentary fiat of desirable ma- styefolder ofthe onosiewitsuory contest education, a render numbers as they are written in the origi. terial,alistof leaders lllll sic jolt lire. 1101.1iNfIr al by the National foregofor oaf orchestration.At the present time the pub- listof the cities which have held one ur more the Advauemucut of Musir, and itI. expected collection oflishers often prepare special orchestrations for that the booklet will do muck to encourage the comests ns annual events, aud a particular orgatoications mod, in addition, navy statentetits toy prominent music supervisors and by towan andcities111,41110011f Or these orchestra leaders rearrange these, or adoption others on the value of the contest. of country ofthe ie.oneotoory (On tealforae. the originals, to What they term is the special qualutiagchildrenwiththestandard musical needs of their instruments. compositions soul aronsing a deeper apprecia LIVE SONO IN "SNAPSHOTS" This often results in the rendering of a very cos a whole. nom of tousle noIke emotionoity the new civil dance, but which does anything but "put Contests have already brew held in nearly two One of the natstatoling be in the melody of the number so that the 1921,"iscalled iiver" hundred rifler gad towns andinevery case ,haw, "Snapshots of something substantial soot earliestce can carry local anode dealers have Isere enthusiasticre "Every (lithe Wants to Re a Sall)," statethat many such is published hy M. Witooark & Sons, and from away.The publishers carding the results. -pings'' often injure the exploitation of songs Oftime 51011y new developoneuts tooken placein preseut indications is (.0101iStd its It lat., Summer novelties. Eetramilwary I the working toot 111 the contest idea since lactation the home of I.hiTeente,m ilirrr "Kitten on for of the Notiminl years ago,NEW QUARTERS FOR JACK MILLS, INC. and some of the oncost important of thrse are - - the Keys" entire deseritscil no the new pamphlet. There are alsocontained Jackhlills,hoc, has taken over the Altera. init the new prirr offers to lie madeWilding at 152 West bortyfiftli street. by the Bureau when requested hy Chico Miliat nous are wow loving made and the brio will oc- greatly rAw fag the phut.The 'irises hitherto given by the COPY the seemed fluor of the stench., SO. Boon., were in nearly all nerd., unites awards. incresiug the torrseat floor Vt.', We rtn Non there a choice offered of medals, banners, - - - Sr'gr recto flyreleased two new pins or money. Leo Feist,Inc, = " isillustrated ftixtrots.'they are entitledentitled "Sweetheart" and The tweuty-f000r page hooklet be. JACK MILLS, Inc Music Publishers the finals of one or two"One Kiss."The Feist campaign is with pictures taken at 152-154 W. 45th Street New York City contests in large cities cud with facsimile repro -ins placed behind the uumbers. TWO NEW WITMARK WORLD BEATERS JABBERWOCKYIYANelff

THE FOXTROT FOX TROT nuarnfuL trap no ECCENTRIC a MIA JAN BROWN Ironic or 'KENDISAND BROCKMAN HERBERT SPENCER veneer t Ili ttflry :Olt; now'. tow Gait in 'utoViiiiRit sous\ AND BROWN, EASTWOOD MD WESLYN Ut,gb THE TALKING MACHINE WORLD (woad or m.ae) 133 A RECORD TO BE PROUD OF MECHANICAL RELEASES OF THE BIG HIES CROONING WYOMING Aeolian Grey Gull Phonolamp Aeolian Grey Gall Poanostyle Ampoco International Pianoso yle Ampieo InternatIonal Bennett & White O R S Kimball QRS Arto Kimball Republic Berliner Link Bennett & White Link Republic Rose Volley Brunswick Melodee Berliner Melodee Clark Orchestra Ricoh Melodist Rose Valley Brunswick Mills Standard Columbia Clark Orchestra National Music Roll Starr (Celine.' Columbia Roll Mills Standard Columbia National Piano U. S. Musk Co Connorked National Music Roll Starr (Gennett) Columbia Roll Odeon Edison National Piano U. S. Musk Co. Connorited Okeh Victor Emerson Okeh Victor Edison Otto Higel Vualstyle Federal Otto Higel Vocalstyle Emerson Pattie Freres We lie 6z Son. Filmusic Pattie Frites Wurlit zer Filmusic Phonolamp Wurlitzer 37 37 M. WITMARK & SONS, Publishers New York City

ENRICO CARUSO DIES INI FAIN been many claims mark for other tenors, there The prominent position occupied by I. o was never any quo -lionofCanoso'slandingwas strongly emphasized in the elaborate Famous Tenor Succumbs - After Operationin with the op, ra and nousic-loviog public. my articles which appeared iothe new Naples-Was for Many Years One of Most throughout theconntry, the majority.3 Popular of Opera Stars-His Victor Records giving several pages tothe storyof Caruso's Played a Big Part in Winning Popularity career and paying tribute to the great singer's ability,emphasizing particularlythefactthat The talking machinetra- de was shocked to the singer's voice hat been perpetuated through learn of the death of Enrico Caruso, the world - the medium of the loamy superb talking machine (nationstenor,iuNaples,Italy, on Augoost3. records which he taadc. Larose. had left the United States in the Spring A iArthurBrisbanesaideditoriallyinhis

10e his native conotry in order to recliner calmo o in the Hearst papers; from theeffectsofhissevere illnessin New "It isur loss, but their gain.And the loss York last \Vint,.For a timeit was reported isless beocause Caruso has left his genius and that he was rapidly regaininghis health,fiat his voice to sing forits. Sentiment and sound very recently an abscess was discovered below written in wax and in steel to last forever.His the singer's diaphragm and an operation for the voice will be heard a thonund years afterall removal of the aloseess was followed by perito. our voices shall have been silenced forever. That is close to immortality.- Caruso was forty-eight years old at the time Dealers in Victor records were quick to pay of his death, having been boroninNaples, the hmuage to then emory of the great artist who placingthe son of a mechanic, on February 25,1873. The had contributed so cinch toward quality of his voice Wa recognized when he was talking machine record on a high plan. A nurn bereltalking Machine houses carried special achild and he sang inthe church choir for dailynews- many years.Itwas while he was serving in memorial mononneenkootsinthe the Italian army that an officer who heard papers, and a great pereetage of them arranged singing took stepsto have his voice properly inconorial window displays with large pictures of Caruso appropriately draped with crepe at a trained. He made his opera debut inNaples centanliCee in most eases. hi1894 with indifferentsuccess,but soon ac - Enrico Caruso puked the art of the stage and won popularity. C.050 made his debut with the Metropolitan CARUSO'S GOLDENVOICE PRESERVED FOR POSTERITY in1903 and proved asensation, Opera ilouse INormationReguding his popularity among opera -goers never waning C.G. Child,ofVictor Co.. Supplies NewspapersWithInteresting since that time.He was one of the first promi- Caruso's Records and His Recording Experiences-His Master Records Imperishable nent opera singersto recordforthetalking 'Cloroughoott the hundreds of stories appearing fished long articles mining well over a colnum, machine, aligning himself with the Victor Co. each devoted to tloestory of Caruso's records II war through the medium of Victor records inthedailynewspapersregardingCaroeso's death and his public career there seas continuedand his recording experiences, the articles being that Caruso's voice became familiar in millions based upon a formal and authoritative statement of honks in the country, and the tenor, in theemphasis placed upon the fact that although the great tenor was dead his voice was preserved for issued by Calvin G. Child, director of the record- lost few years, realized hundreds of thousands ing laboratories of the Victor TalkingAlachisr of dollars in royalties from those same records. alltink on talking machine records. The majority of the leading New York newv Co., and a warm personal friend of Caruso. One Tim passing of Carlow represents a great loss of August 4, polo (Continued on tug,.134) it the field of the opera, for, although there have papers,in theirissues

ALL NEW YORK IS DANCING AND SINGING

BRAZILSPANISH FOX-TROT SONG

REED MUSIC C0.1639BROADWAY,/reiavkab,

Edison Record No. 50794 Pathe Record No. 22485 134 THE TALKING MACHINE WORLD AUCUsr IS. 1921

CARUSO'S VOICE FOR POSTERITY years and his yearly income from royalties was Iwould like so have his cepres,ion of the order (Conlinurd team too 1331 said to he more than $150,000. in which the selections were to be presented to "Abort 162 records of Caruso's already are in of the best of the toasty articles appearing the public. mid he then went over the list. mark- ou the catolog of the Victor Talking alachtne Co., ing them as he would like to have them appear... the New Vork eiewspapers read as follows: for whom Caruso made records exclusively for "'The June record - "Nesse Solennellc- "The voice of Caruso its all his greatest roles Amin eighteen years. and itwas learned that is preserved intact fur the ages as long as singers Domine Deus-was sung from a ManaSeript by between twenty and thirty have riot yet beenRossini, which Caruso found in Italy at his last wish to study hat marvelous techniquetollto released. The, were made at compare the recordingvisit there and was chosen by hint as a "Thanks his mood beastlywiththat of otherlaboratories of the company in Camden, N. J., great tenors yet to come, or as long as the public in June and September, 1920. to Goer foe what we believed at that time was wishes to hear the arias of the greatest singer his recovery.The records which will follow in of his time. Caruso'* Heirs to Get Royalties later "The contract under which Caruso was mak- issueswillbeinthe order chosen by Caruso himself for their appearance.' "'rho voice of the great Mario was stilled with ing records was made in1911 and was to have his death, bus the voice of Caruso is recorded innos until I905.Under its terms Caruso WaS to "One of these new pieces from Caruso was about 200 songs,arias, hymns and Mote. in have a guaranty of a certain amount of royalties Salvatore Rosa, a eanaonetta, written Originally metal matrices that are virtually imperishable.each year-it rinser went under the guarantee for the violin and piano.Caruso himself wrote Millions snore of phonographic records stray besoil some years nearly doubled it-and his heirs the words of a Neapolitan song to go with this added to the several millions already itoxistrIl were In receive the same royalties on the records music. Among the other preserved pieces are without any deterinration in the metal does thatslier his death and post as long as Caruso rec. some of Caruso's hest work and the experts who first took the impression of 'the golden voir . ords were made.This royalty was 10 per cent record the human voice believe that he did his "For twenty year. canna had beet. mak.. gof the cat.ilog or selling price of each record. boot work in the last few years. r cords M this country mil in !intone, and "Caruso', first records for this country were "Caruso was eitiltusiastieabout his records total income from this mow alone *knee1901, made in 1904 the year before he joined the Met. and worked al them with infinite care.He pre- i estimated by eaperts at about $1.910,010. ropolitato Opera Co.They were taken by thepared his work in advance and that spent hours largest tale of his ref °ells was it the Ia.! 11, linatiopheme Co. its London, whirls at that time going over the records, and his ear and judg- had a working agreement with the Victor Co. menu were so inarvelonslyfine that he would C. G. Child, director of the recording labor, pick a flaw where the experts could discern moth. TAc torks of the Victor Co. met Canso that year its ing but perfection.Sometimes he would insist hoirope, but it was not natil 1903 that an arrange. on making a record over again, and this making 110.111 was made for him to make records in this of records was harder work than in the opera United States country for Victor dealers. because there was no, of the magnetic inflociicc 'Fur them first years he worked on a cash of the audience. Government basis for each record -how snitch has not been "'When anartist makes amistake on the Urges Business Men to Action disclosed- but Mr. Child said to the writer thatstage,' Caruso was reported as saying, lie can when he reported this arrangement to his cont.make a gesture of displeasure or glance angrily itany some of the officials told him that it would atthe conductor, but not for this machine.It is the sub- NMI the company.This arrangement was con- records only the human voice, and all must be Get Busy"stance 01 the tinued for about two years and then a new coo perfect.. word sent out tract was drawn which provided for royalties. "Pressed for some opinion as fo what he be. to Nation's It was the enstont lo rein this matrael for five- hewed was Caruso's greatest record, Mr. Child Rankers nod year periods until 1911. when Caruso informedreluctantly repressed list opinion that the best Merchants. the company that he desired to make a life con-was Handers 'Largo.*'That was the greatest ever made, and will . Twentylive years was the period finally bea singing lesson(or decided upon. generations to conic; said Mr. Child. Get Busy! "In a formal staleowid to the press Mr. Child "Speakingofthegreataffectionfeltfor told of the areal work of Caruso as 3 recorderCanso byallhis associates, and particularly That's the Story of Iris mit., and was loath to talk of the recordsyoung singers, to whom he was especially kind, because he feared that the public might belie, Mr. Child related a story told him by Geraldine Tarr,. Uwe dowel! have n good Fall Trade. lie wan 'trying to exploit the calamity of out Mme. Farrar had never heard Caruso belovedfriend.* Thin feelingof delicacy has lag before her first performance with him at The contemplated twin changes will lout< make Musical Instruments higher bees so witkly expressed among the officials Carlo, and she was soenthralled by another reason to of the company that there has be, discussion Caruso'snotesthatshe remainedtransfixed of withholdiug a record listed for October sale. when it seas time for her to move to the cente Records Are Imperishable of the stage.Caruso whispered to her the firs "'Therequestshavebeat manythatwe few words of her lines and added 'Go ahead. Get Busy! should make sonic matt:meat as Is t se records of now; you're all right' He knew all his operas Carnsids voice, their possible life and selections yet waisted; said Mr. Child its his formal state. yoowill Be BusyIf You Sell meat. 'Nye had thoughtto evade repliesto "Does It PIayAII Records?" itappires of this liature, at use did not wish any Conley MAGNOLA does;and ..Lea aor 10. Such Lines As one to think we were mouncreialieing Caruso's onsrbocum. rowsus is era future. alb.. death, boltitis the general opinion arid eapres. aI as YARVRLOVSfeelsgym. ''''''''''''''''' Duss Band Harmonicas sin. of those with whom we have talked that the records of Caruso's voice arc for the world in MAGNOLA "Built by Tone Specialists" general and their Whir( is of interest to every Lester & Monarch Accordeons care who knew or had heard him. "'Records which have been made are preserved ill such a way that they Can be handed on from MANDOLINS generation to generationWill1001loss orde- S. S. Stewart{UKULELESg,tlig,L,J,KALnitlists terioration.The master matrices are cared for TENOR BANJOS in such a way that there is absolutely no loss GUITARS or change and new records can be made from these indefinitely for all tine. Abbott gaISPIINIMMENTS "Furthermore, there are between twenty and twenty-five Caruso records which the public has TRUMPETS. BUGLES never heard, but which it will hear in due time. S. S. STEWART ()RUMS and The last Ion made were sacred songs-'Dominus Dem' and .agnits DM.'The former is on sale, the latter is sot. "'As to the VIOLINS lieu' selections; said Mr. Child, at two., co,.. Del BOWS 'Caruso was with us several days a year ago last STRINGS (11Sisiaano Nuisbo May woe *cud roe ourtender...re Evauop Jane and agiun in Septembe r al ter his Summer abacilullal lalaeMalia youdetrul Medd/ rest.He nude a great many records which have cesatracilas ast1ess el llesis sad the beauties el Ito soaks! rasolia.Iraartisticoppreranct andlir WrlIe For Ov;.,?:....-tlisMin.b. not yet been listed, and which. out of respect to modosia pricer our dear friend, will be held back foralittle seed mow nue sad lei oil Ian you morel time before issuing. Is one of our lastinter- Buegeleisen & Jacobson view's with Caruso we went overthislistof 5-7-9 Union Square records quite carefully with hint.I asked him MAGNOLATALKING MACHINE COMPANY to express Isis preference for the order in which erro OCHUle. Proudest New York they should appear. *towel ea illacierre Insle 111 Atfirst he wanted us to III laiLiaOirSt 1101. oat Canasta oiler.. use nor own judginrill, butI persuaded him that 111111111 ATLANTA. ak THE TALKING MACHINE WORLD 135

This Remarkable Service Is Unique You Can't Get Its Benefits In Any Other Way!

When you think of advertising service, your In addition to the staff engaged in the produc- thoughts naturally turn to the mats, electros tion end of our Service, we have a corps of and copy furnished by manufacturers whose representatives which extends throughout the instruments you handle. entire country and in several foreign points. In other words, we have, as an avenue for se- curing new ideas which have been tested, the This is one kind of good advertising-it sells entire resources of The Talking Machine the products of a specific manufacturer. But 1Vorld under whose auspices we operate. this advertising does not sell your store. That is the other half, and a very vital half, of your advertising. Our Service tells the good points of the merchandise you have for sale, THE TALKING MACHINE WORLD SERVICE is, but more particularly convinces the in reality, a sales promotion service for your people of your city why they should store with particular emphasis on the economy buy from you rather than from some side. For instance: other dealers who sell competing (or

perhaps identical) lines of merchan- dise. . .. You couldn't affordto appropriate a thousand dollars a month for art work in your advertisements. We can give you the exclu- The style adopted for our Service is not hack- sive use in your city of art work worth this neyed. Every month it has a new, fresh, ap- amount, which is the handiwork of many of pealing slant.Personality and individuality New York'sgreatestcommercialartists. will most certainly accrue to your store if you Moreover, we can give you the benefit of these use it, and public attention will focus on your drawings for a few dollars a month instead of establishment.

a few thousand per month. . This Service is now being used by

. . . You can't afford to retain a half dozen many of the foremost concerns of brilliant men with practical advertising and the country, because itfills a well- merchandising experience in the talking ma- definedneedinaresultfuland chine fieldata salary of from $6,000 to economical manner. You need it, $10,000 each. We can afford to retain such a staff and give you the benefit of their copy and too, and you will find it most valu. merchandising suggestions at a cost to you of able to your increased growth and only a few dollars each month. You probably prosperity. will not, inasmuch as you cannot employ such a group of specialists, conceive of the in- genious campaigns which are now a perma- Without obligation to you, ask us to nent feature of our Service. Each month we send you selected portions of the give you a completely co-ordinated sales pro- latest issue of our Service. Study it motion campaign, every item of which links critically. You will find that we can up with, and thereby increases the effectof, give you what you have been looking every other item.In each campaign we in- for, and what you have not been clude copy for your newspaper and other forms of advertising, window display, sales getting and will not be able to get letters and merchandising ideas. from any other source.

IT WILL PROFIT YOU TO FIND OUT JUST WHATWE MEAN AND HOW TRULY WE MEANIT.

TALKING MACHINE WORLDSERVICE 373 Fourth Avenue, New York 136 THE TALKING MACHINE WORLD Amos. IS, 1921

SEES BETTER TIMES Al HAND BRUNSWICK NEW YORK ACTIVITIES "BLACK DIAMOND" Tom Griffirh, of the Udell Works, Gives Reasons Many New Brunswick Accounts Opened 111 Why Optimism Should Prevail Metropolitan Territory-Dealers Report Sat,. GRAPHITE factory Summer Business Spring Lubricant Toni Griffith, ofrite('Jell Works, In.hanolo oils. Ind., is a man well known to the members E..0.Strauss, plot...graph.... The Lubricant of the music indostry.His familiarity will, lin the New Yon oflisst.fths-Pr. Supreme lade and conditions in the industry of The sores dial III,11.- ;1, ,1. cowry are at all nines valuable. as do. Odell 1,/411 41111 math... doriog Jody wore scry sapsfootory e,1 sphere of activities spreads not ...Iv over talk tbroogliourlire ".1 A iug °whine recant cabinets. musicrollrain. 4311111341(11113 hero ommotroted Lone Island arneoin. :,. nth, talking macho.. 43,44. etc.,binturnthe with the nod. that mix irew Brunswick dealers loner; 101, furniturefield proper Ina mem interview have heno est:MI.11ot inthis territory. all rl r. P poredIn published ill the offirial organ id the Indiaimpolis The New York office of the Brunswick Go. Ira IlierIalli,,,,, 'bow, toeslisinnbleIn Chamber 1.) Lonune ere Mr Griffith emit. donated anitable priorto be awarded tolit Is.I.O. In,Yn, SO lb. Thar imerhinery of Iln. ...omens tally winningI bc11111.yant dust, al fir'Talking Shussaactured oniy be Irrapidly damning ...retuned was demonstrated Machin.. Niro. lo(.. 00,111.10 be lirldon Wedues HARTZELL CRUCIBLE CO wallow a doubt by the Ineyiso atthe Graeol dry, A111111,117 01r.Soratiss iate. ihat S31, Noel.. stns. PW . es. Rapids and Chicano markets last..... nth.These the 131114, 1144 largely r...... sails 1.0 ile.so. res. Marnsfacturers Reyes:ten...1,s Iwo were Irony stabilising markeIN.Healers and of the plioriogesph dealer hr deeded to tolorgly 1.111104.\. MVP' SP., INC. IconProadnay. New lock (Pp maiinfacturers agreed Thal litpmlatinu was user ea roan'irtI lir ituipreinac y Vs nor., btu., Iri Furniture prices have reached rook licitiona Ch.'s', A. AhelowitY, mytropolitau represent Ora ,,,,,aka., Arrant., lie. litany ran, 3100114 WVrt sold to dealers a1 ho :Amy r.Ithe Brunswick Cu., has had a wry sur Poll SAVE III ALL LEADING actual osis. Retailers eaturol crsful Sunuurr.If,'h.is !mu very husy expect lower pekes. lug preparations io close op as limey details of "On theoilier !mod 0isequally inn that Ion W1144 as possible, so that by will he ableto MUSIC FIRM BREAKS PARTNERSHIP conditions point to a rapidly noirkening demand gel army and lair a well-earned vacation. which will soon overiake the dreeioralioed pro. A live0000001 recentlyesiablisliellbyMr. Business of J. W. Hughes & Son, of Millville, dreetion of immune ssrhos cminity nod soon Abelosvito in New Took City is The W"'1 Forms to Be Conducted by Senior Partner lead lo a carotin..0 where itwill he hard Ii. gel Mende Shop. al114.411 street 41141N10114g411 goods. There isn't a far tory in the country soil), 11114. A compleielimeofBronswirk phone, The firm of J. W. Hughes & Son, which has a anentlx no baud.Von roar hod herr awl there graphs and records will he carrisol 31111, wills the been conducting a music store in MillvIlle, N. J., nom factories midiralkiligmachine colonels new modern equipmentilistalled,thisdealer for me time past and has recently been located 111 special fines of one kind 114 another. where isromisesto become roleof the representative illtheso Masonic Building, has been dissolved and 'bey hove stork on 114311, but nn general Codi- Brunswick oi eonnls in Now York. the business will in the future be conducted alone tion lbeoinuolociiircrs have boor unwilling to Several new desirahle Brunswick dealers hove by J.Wesley Hughes, thesenior member of work very far alicail of their acitial orders. rcrrely been established. among thelatest be the bent. "Retail dealersatIlir shows report a goodinn Jos. H. Bryant, 10.1Eighth 111V.111.t. 0114 of Ale Hughes is recognised in South Jersey as six months' business.There was hardlyerne lie best-known Baking machine dealers in NewGoo of the leaders in the musical world in his I who did not say tlr.ulhis .ss rep until July York City.Mr. Itryam is taking on the loon and has built a flourishing business, which was far ahead of what he actually thoughtil plebe Bei...swirl. boy afro. a II ...... ugh study of is steadily increasing, through fair dealing sod worittl be,They have been boring from baud to no his community. orpdo.daie energetic melhods of merchandising. month, binvever, and theyor nor innate° their AnotheractiveBrunswickdealerrectally Pianos, players and calking machines arc lam purchases (cifBall MI Winter trade.Marty of opened is the Bruinwick Shop, atPorieheseer, died by Mr. Hughes, who is also a composer of Ike desk, went into Ifit worker ion' bough) ni N. 1'.'This is the outgrowth of a small businessno moan ability.His bcsutifol mulleins have large mummies,Some of these said that they started Its hitHurl, ihe proprietor. about three been sung on special occasions by some of the could foreseen shortage in two or three n Its. years ago.At Ilut rime he prirchased a small leading church choirs. Others !mouldfor only thirtyto skiy dots' shipment of Brit...wick ploolographs which he needs." sold from a demonstration rm fined lip in his TO LOCATE IN PHILADELPHIA - - Imo private resideine. fessoo thana few years BOOKLETS AS SOUVENIRS ibis b.. i . iess gross to such proportions dim Mr. Percy Trilnick, after aroonlh'strip among Hotel re-m.0y purchased a . Hoe !mailing dealersinEasternPennsylvania.'crowdedto Cut...son,O.,Bits.II -Ike Miele. Schuss! On the mail. rowel of thelost,,,rs ilistalling all up. Norfolk meetly and after a day at Ihe Granby Supply ('o., progressive ('"huulsi.1 draler in this ),,.Hatt linniswic k slop no thefirst floor, which factory left for Philadelphia, which he will make city, distributediisefoll.nekerbooklets a)the has been oltrarlivelydecorated and strange d. his headquarters.Mr. Trilitick, while in Work, recent rIallVf 1160. of 1114 Nylronal ',Anemias, As The Itrutsswis. k cu. is very. entimeiastic regard- Pa., assistedfr establishing a new chapter of seleiniimi, held al Cedar Point.The., booklet ing Mr. Hours euceess `gild the Brioiswick linethe Kiwanis, of which heis a menthe, were prinlril oil serviceable paper strullily rover and the New orkbranchisbeing coogratu- carried an emboss.) design Mai added con... land nu the enahlishinerit,1 a progressive The Maury shireinOakland. Cat,isnow eralify to ice indivithinfiev dialer handling the Victor line exclusively TONE ARMSforPortable Machines TONE ARMS for Medium Priced Machines TONE ARMS for High Grade Machines Quantity prices from $2 up, including sound box Will make specially designed tone arm and sound box if quantity warrants Let us know your requirements and we will quote you prices The William Phillips Phono Parts Corp. 145 West Fo:rt"y-fifth Street New York City Anon, 15. 1921 THE TALKING MACHINE WORLD 137 received with great enthusiasm by his host of NEW POSTS FOR WILLIAM MAXWELL AND A. II. CURRY friends in the home city and State.lie will William Maxwell Becomes Director of Thar. A. Edison, Inc, With Tide of First Vicepresident,continue to hold his interests in the phonograph and A. 11. Curry Becomes Viee-president, in Charge of Phonograph Merchandising fieldin Texas, although the major part of the work in connection with these interests will he Announcement was made last we. bythe Curry has made as a distributor of Edison goods left in the hands of his capable associates. director, of Thos. A. Edison, Inc., that William atDallas, Tex.We feel that in securing Mr. William Maxwell has been associates! with the Haswell had been electedto thedirectorate Curry's services we have made a great forward Edison institution forsoniccloven years. lit thecapacity conthany, with thetitleoffirstv step in perfecting an organization thatis capa- originally joinedthe company in of that of director of sale: promotion and at the start neroHollt At the sante tints Mr. Maxwell, in a ble of doing entire justice to Mr. Edison's favor- iteinvention and realielng itslullcontinereial devoted much of his time to the motion picture possibilities.While Mr. Curry will have corn- end of the Edison industries.Front 1,15 on Isis piete charge of our phonograph merchandising

I shall retain an undiminished interest therein. Mr. CurrystillcontinuetheoperationofIsis Edison jobbing business atDallas. "Yours faithfully, "W. MAxwct.T., Vice-president." A. H. Curry assumed his duties on August I. He is a Southerner and has had a lengthy and varied experience inthe phonograph field. In 1905 he became an Edison retail dealer in Corpus Christi, T..Three years later he became a traveling representativefor Thos. A.Edison, Inc.: son. time after that wholesale manager for a well-known firm of El Paso, Tex., and in 1914 organized the Texas -Oklahoma Phonograph Co.Ever since then ht has served as the head of this prontinent and successful Edison jobbing enterprise.This c was originally located in Fort Worth, but followingfollowing its rapid growth was later moved to Dallas, Tex.Mr. Curry also owns the Edison Shop, of Dallas, which, accord- A H Curry ing to the Dallas Morning News, holds the dis-eflorts sitsresi largely on the tli1011Uklasils dots first exclusive phonograph sion, of which he became the managing director. William Maxwell tinction of being the .1. that time he has snort a position of such letter to the trade, announced theelection of store in that city. prominence in the phonograph field as to make a A. H. Curry to the office of vice-president, in For the past two years Mr. Curry has been his chairman of the standards of practice committee reconnting ofhisactivities unnecessary. charge of phonograph merchandising.An en- election to the directorate of Thos. A. Edison, graved card, doted Judy 22, conveyed the news of the National Association of Edison jobbers. This committee's purpose is to collaborate with Inc., and to the office of firs) vice-president is of Mr. Maxwell's promotion and Mr. Curry's another step forward in his steadily successful election was announced in the following words: the Edison laboratories in formulating Edison As its chairman Mr. Curry has ren- career. "Edison jobbers and Dealers: policies. I,1921, A. H. Curry be-dered distinguished services. "Effective August Mr. Curry has also been an active figure in the The people who are hollering ahont .or bus, comes vice-president, in charge of phonograph .1idhi, Ilf cn, -II, tip asIvertising contr., ninety All jobbers and practically all Musk Dealers' As:or:IlionofDallas merchandising. slays ag.. accession to the ne,.,,.. .,:Orange 11,. dealers14110Wof the great success which Mr. The Response to Our FirstAdvertise- ment in this PaperWas So Tre- mendous that We Have Actually Been Carried Off Our Feet The result is that we are going togive you the benefit of our vast experience in theselines and give you fair warning that YOU PLACE YOURSTOCK ORDERS NOW if you want to get AMORITAin your warerooms for the Holiday Trade.

and shakes her hips at the sametime and never Amorita shimmies is not visible gets out of order.Amorita is a doll and the mechanism Write your and 13 -inch sizes and retails for $2.50and $3.50 respectively. Amorita is made in 9.inch nearestjobber ordirect tous DANCING DOLLCO., INC. New York City 115 E. 18th St. Phone 1M: Stuyvesont 138 THE TALKING MACHINE WORLD Atrotrar 15.1,121

Retail Price

One Size One Price PaysAuliecords

a

The i/111501 PROWS:Q/4341 Made in California under ideal conditions, where every element is favorable to perfect construction. Here have gathered together the men and women representing the high- est type of culture in music, art, literature and the drama.They are active in snaking this section famous in artistic productions. The Robinson Phonograph is the outcome of earnest research and experi- ments by experts in phonographic work.By turning out the machines inlarge volume, the price has been placed at a figure where dealers can use it as a leader, a specialty, to bring in new trade, new customers, in- crease the sale of records, merchandise, etc. The fact is, the machine could easily be sold at retail for $35.00, because of its quality, tone and appearance, but the price of $22.50 has been decided upon for good business reasons. Every Dealer Knows that DEALERS: TEST IT IN YOUR OWN SHOPS. RETURN IF NOT SATISFIED literally hundreds of buy ers cussin earty nctghbothossl ORDER AS FOLLOWS for small. high grade.relodsle ROBINSON PHONOGRAPH CORPORATION '702-12 South Alameda Sheet Phonograph. The Rohittroir 13 LOS ANGELI> CALIF. made tomeet tho demand and Please ship at once one sample Phonograph, Model B. in _ Ranh, for the price we have set will move experimental purposes. for which we enclose $16.00.II 6 andernood Cho, sl we are not fully saris - the machines inrapid osier.Volume Seal ailh rho Phonograph. &her five days. tem.it may be renamed at your expense and money of sales follows even refunded. smell effort by the dealer.Ev. Signed cry Robinson told-sells another. Ship by THE TALKING MACHINE WORLD 139 ANNOUNCING THE

PHONOGRAPH " THE IDEAL SIZE FOR THE MILLIONS "

Supplying the insistent and ever increasing demand for anartistic, sweet -toned,thoroughly reliable small phonograph

Dark Mahogany, Red Mahogany, Walnut Finish Mahog- The Robinson Phonograph is not any, Golden Oak, and Fumed Oak. Model B, the pop- an assembled machine; itis all made under ular size, measures 1 8 x 20 1/2, height 111/2, inches. one roof, in a factory noted for its fine cabinet work and mechanical perfection. Dealer connections are being made in all parts of the United States and Canada. The "Oxford" Tone -Arm, and Re- Quantity and quality production is guaranteed -deal- producer, are our patents, made in our own ers are fully protected by liberal terms; see sample factories; the motor is of the highest type, strong and order on opposite page. Dealer helps, window dis- reliable;the cabinet work is beautiful and made of plays, advertising matter furnished to help sales.Send genuine mahogany, or solid oak, finished as follows: for sample and information.See coupon. The Robinson Phonograph Corporation 2702-12 So. Alameda Street LOS ANGELES, CALIF. 140 THE TALKING MACHINE WORLD Airco,' IS, 1921

EVERYBODY LOVES - 1

eln adorable Song about e a charming #irt 'You can't wrongi You can HEAR IT withany 'Feist song." and BUY IT HERE!

Photographs hare been received in the (Mitzi° BUFFALO DEALERS MAKE SALES IN COUNTRY DISTRICTS offices of the attractive windows of Grafonola City Banana Is Dull-Panting of Caruso Regretted-Good Brunswick Sales-Owing of VictorWeek at Mantua liens, Syracuse, N. Y.The, Dealers a Great Success-New Store In Auburn-Markson Bros. Opening in Syracuse-Other Newsbye Columbia dealers reported the week very 0111C11 Of a success.

Ill 1 N Y ,Arnold S. Varna.. coo-ol-ti, IN; numbers.Oiler- before, when Carina was very D. A. Link and Charles E. Dkkinou, Ispellat estrenaily wartil weather anilloW .1nring less iliac. heihrWWhiter., modit hays opened the Colonial Slane Shop., INC., at the general 'maim. drprestimi hate sedeem that he cook! sun 'tussah's own.% there A11101111, N V.This is one of the most beautiful to make the talLiou machine Inds rather ai was ettra tarot for his telords eselasive Grphinola shops in the State. PolTalti fair thr present, lint1hr ilr..11,1,her the Ile 1,11had tunny frirmls in Buffalo and had made a licelinos.friends arc estooding 'theirC011. most purl, are distinctly olrlunl.,ir regarding Iler maul., ofvisitshere. Ilk .errriary.Itrutto grAlulaliOliS 10 Sirs. Akira Stinson, of the Co- (ware, tee snow of the plants which were closed Zhao, married here a shorttam: agoto landtra record deparlinott, alin recently became thi havr reopened, hang rat laintirvils NittaNlorg.ota.tiltgrand ouvrasinger, whoseMrs. Emil Niels.She will continue her activities 01 (.1111,1f11111011.i atm. giving employ family live,ittliulTalo. with the Columbia Co mem to it,.,,, who were mu of wadi. and Mc Buffalo, wal well reiirrseutvd atthr Merchandise Manger Dorn of the Coliiinbia indicationu gene:illy are that the Fall will saki lion of lir National AsoCialion of 'Falling hi, Pitisbargh branch, w.is reCrial visitor atthe hasiurn condition considerably improved.Cul- chineJuldwratColorado Sprats.. Alarms: Buffalo lunch. Other visitor. Mended Robert hellions are fair, and ninny of the dealers report those whit made thr trip from here were V. W. Mann, of Warsaw. Mr. Marlin, of Fredonia; that they are improsing. II ly and it1.. Neal, of the 11.113.10 Talking Mr. Goldstein, of Niagara Falls, and Mr. Many deskrs arc workilig the sunntryy districts Mariam Co.. nod C Auderws :mil Ins of Jamestown. for basun. and retort Mitt M. Are making %mire.,it'llly report thev had .1.plantli,1 tin,,. Local Victor dealers arcstilltalking of Mc matt/ sal..Slone of the dealer, have hit maul II.).lie Auorrintriolcat of the since. of the moan of the Talking Machine the stale -me of Institut doh eretv of salmon. 1,roliswith limn, he reports a Atra large 1)vale,' Aso.oeiationofBuffalo,heldonthe working the room. 11111,1 m&ammals con- hinnies. in the Brunswick 10S."We are soilinggroolols of Automobile Club al Clarence Iasi certs II cations farmhousesThese concerts al. our shipments ail Ilseils faster than they arrive, month. The picnic stns in the native of a family tract many loomed. rout tool in ,,,,, anon salt. he said."They are meeting with a big papillaeaffair. Remains dtscassions and basin. iron With Enrico Car lllll ,the golden -voiced. who dentad." Ilermaimadarfer also reports aIsles were !tarred. and the members of the party had countless hoods and ad TO in Hudak, eciy nice record business during die but month, devoted themselves ill the afternoon to watching dead, dealer. are espertint an angmeated de- Nlining Mr popular moldier% are "Until" and or pa ll i l igniting in the various sports, including mand for lo. records.The public, nalitiog that "Devon" In Theo Earle; "Aiii'l We Can Fun?"an enitiog baseball game, won by the "Whirl. its voice is prerrs r .1 Iron -n ou the records ofanail "Slat; Cello "Y, re, i, winds" from the "Slowandeasys" by a score of thetalking w t.n . .t. lo hayhi. favorite 13 to12. In the evening an elaborate chickme doneewas served, followed by dancing to the accompa ll i lll eat of Vietrola music.V. D. Alooly, of the B.gab Talking Machin Co., and C. N. Andrews represented the wholesalers at the raw ins.C. E. Siege...id was chairman of the met nag co llllll ittee and was highly complimented oil iht.iert .t of the program.

Pal ilk; AL TRIBUTE TO WERRENRATH admirer of Ittinalll Werreurath, the genial Manny whose Victor records arc so CNIrc111C1). hceil so fascinated with the poetic value of his oame thatlithas pothis pen to paper and evolved thr following Homeric hymn which reads' Itelnabra mom, aml 1411144.f lame am Imo.r, I. nest loan: Erernohere over Ihere, in countries el ....own, Soss Invisible Hinges I. England and on FrAnce. and 6.1 again in S A In wonder they cale, oci ,alt-liey lime. nig!t tad 'Inc. Around ibis big brnall count, what 'big woo preserve beauty.The line cabinet work which isTC "La's finale or, airIftamachine," heAr the ,melt (wired in many instancesto preserve the disguiseof "Mfg., 11101..rrf afillsa inn,flei record.lel. talking machine cabinets requires that hinges be as in- OW" conspicuous as possible.Soss Hinges are Wraff. Lino.n for lofI, haat aid many oaf. gIoe. E,O1 OOP.< no. Ion hohi, MORIOfIfifO Nonni! ihe oat< af kende orrn Ihey'd.11.

*walling oht which to,fit owls a MS. Write for Catalogue 1141111 Wilt, of Irish trams 'bold liebtedian "nanny SOSSMANUFACTURING COMPANY Roflyfnl 11.151 fie do,. ,wins onie weIh. All ...b. of wins 11/1111, henenth hl, h.11 lad"and-Toon, Lid."..TI, Through"- ft eat, rim, n. o .Anon'mo. for she areal01,1r or4I foul fvul .,ar,t 1,, 1921 THE TALKING MACHINE WORLD 141 REPAIRS thISOYHtidallt.HISH.B.H.PHDO.P,PAPIBIldalthsP41)94.1)P4SPOHDOOPOBISPANSIStkISP.PPdsPOPPatulTlq) TALKING MACHINE TROUBLES AND HOW TO REMEDY THEM Condoled by H. P

ANENT FOOLS FOR RFI'Ok %1ORk

Baltimore. SI 1921. A H. Du,lin. care l'he World. Will you please inform me throngli The Talk On the VICTOR On the COLUMBIA ulg hiachine World if thereisatool made to tighten the ring inthe upper part of the Edi- son reproducer as SUPERIOR UNIVERSAL REPRODUCER ed on the D.I). machine, C.424ellraver,,foreMusicalTonconAll,fakcsofR,onis cAlakca the Owner. or ars Old Machine a .item is there a specius al screwdriver made for the SAMPLES ON APPROVAL large screw oil this reprodneer, as same sets in SonorIor Revonloe. *A II -YE Vktor EB99/-Somslo Pry,. such outof-the-way place?What are the hest to Nolo, Nkkel S115- Gold $3.33 Renils16.50 and 0.50 pliers to tese to take n broken spring from motor S909riov Repvedo0o. 9,ItA 11. CC Colo... Gonoctloo-Somplo Predadd .0 Dooley, Nickel N a3-Gold 35.95 ha Answer: A tool for tightening the champ ring Rmollo $7.00 and 39.50 for holding the diaphragm in place in the Edi- 1,916$7.00 end S9.S0 BARNHART BROTHERS& SPINDLER 5011 disc sound has is very easily made by ent OudnOty P910,,onC4p0Ino/ion hlonrs .yd Two, So9o. CHICAGO p, tinga piece ofsteelthe proper lengthtofit into the slots inthe stamp ring (he Lard. to Bela not hoveitso long that its end will bush the 1w0 MerlpointsarcLIAO.thewpointstir, \1 .11 %I NI Lk PI 1 \ II\ k %No, threadinthe sound hox head).Theo cut a pushed into the coils of thespring. the wee, half circle, of the proper sire, out of the steel clamp turnedtiptight andthe spring canhe Olympia Veneer Co.'sPlantPractically Com- at a point Put above the center of the diaphragm turned outof the cage with late andsafety. pleted-Operations Started July 5 This will prevent Ike tool from striking the dia- Itis also a very convenient tool tor use in put- mond point setting.'root ran be made about ting in a new spring where the spring is coiled °tram, Waste.. Nugust 5. --Tin inn Olympia three to four inches wide, according to the idea and heldiu placeby a wire, Theviseis Veneer Co.'s plant in this city is rapidly twarnig of the user. claumcd to the spring jnstoffront of the cod completion, according to Ethvard Westman, see- As to a tool for nse on the screw holding the of the coil, thew, is then cut, and the coil ofretary-treasarer of the enterprise. The machin- swivel hinge selling, one ran he made front thethe spring is leftfree, to thatit con he bookedery has been installed and operations were started proper width screwdriver.Heat the end until onto lint cage rivet, and the spring, pushed into a few days ago.Birch, mahogany, walnut. maple soft, place in vise and bend over at right angles, the cage, can then lie released into position by and spruce will be used extensively.These are having the bend about three -eighths of an inch merely unscrewing the vise clamp screw. the woods used principallyinthe manufacture front the point, then retell', the point. of piano and talking machine cabinet,Thy giant Tools of this kind, while used in the factory, The partnership of the Ballinger -McNeill Co., lathe which thefirm has installed has a knife are not sold.A good tool for removing broken music dealers of Oskaloosa, Iowa, has been dis-with a 100-Mch capacity and the tinge Proctor springs front cages has only lately appeared on solved and Ralph Ballinger has assumed charge. dryer consists of six sections, each thirteen feet the market and can be purchased ata cost of Mr. NIcKeill will remain with the firm as a mem- long.ftis expected that this concern will supply about $5.Thisisnothingn more orless than ber of the sales staffA fall line of pianos and a large part of the fine veneer required by inimu- vise. only that in place the vi ,e issas hirtmers in the Pacific Northwest.

,,,,,,GK 444.. BLACKSWANRECORDS ,,,,Pcksh,94, FEATURE \Mg\ 411111i\_,

....c 0g-?5, DOWNHOMEBLUES .i,4-cogs.5 and Oh Daddy,No. 2010SungbyEthelWaters -*-THEBIGGESTHIT SINCE"CRAZY BLUES"*- MORE GOOD BLACKSWAN RECORDS 2009 MACUSHLA sung by WITH THE COMING OF TOMORROW hung by No. MORNING Harr, A De'more No. 2012AH! WONDROUS MORN f MIAs Revella E. Hugh. WHOKNOWS sung by No. 2013,SINCE YOU WENTAWAY ; J. Arthur Games

. be Pm. E. thgh..l:IVI13)(U1 q' }'LE.O7.'\31"L'1" (lavePt`' g `1!'";'tNST,.''.by;iet"'l}. e :d Gray i.TIAAT%WrGCOIL FOR A GARIEN./ -Ay Pencils F. II.,- be Lyle ;' ... lakefi.}::'' 14 ADOPT , :f:::::`°;:iBST.V:.;, li,.WA,;,ts.. zoo, 1 BRIG1IT EVES Plank Svcs Dance Orthraln, p. 1 01.150MAN'S BLUES IN:. r aav MAMMY Snap by /nay //o,rho. Lit f PLAY 'EM FOR NIANISIA, SING 'E4 FORMr. 1. ye It' pv 1 VON ALL ETERNITY 1,'' C '7 '''-7'. f'?'4 I. !'io'r./-r,' ''',T'N",' OPI =1'''IrInNt. , , ' '' Co Dealers Wanted Everywhere. Wire or Write. Prompt Delivery Assured. PACE PHONOGRAPH CORPORATION 257 W. 138th STREET NEW YORK, N. Y. 142 THE TALKING MACHINE WORLD AUGUST IS, 1921

on the line just as soon as they have reduced DETROIT BUSINESS SIIOWS STEADY GROWTH THIS MONTH theirpresent talking machine stocks.Inthe Indications Point to Substantial Volume of Trade-Columbia Expanslon-Why C. H. Grinnell Isface of conditions, however, we have added on Optimistie--Peaturing the Vocallon-Planning for Manly Week-Many New Stores Opened dealers all over our territory and the best part ofitisthat in nearly every instance we have Daimon, Mien, August 9. --Tier way talkie.; on, sale deparimeni of Grinnell Ili... returned lasthad fanny reorders. Not only am Ioptimistic. Isincerely believe we will have a bumper clone business jumped elechest week in Aug.. week Boon an exiended trip, pa ll i ll pating in the but Fall business, arid so will everybody in the talk- has convinced louse ofileepessimistic dealers animal convention of the Talking Machine Job. in the trade that they arc in a very substantial hers' Association at Colorado Springs, Col, ol ing machine business who has the right line." Some Good Vocation Publicity indlistry.July was a quiet month, nest as old- by use way, he was honored by election Angus* is always a link helto the executive committee.(In his retiern home The John If. Kunsky chain of moving picture ie...era expreted. theatres in this city, in connection with the Ted ter anditIsbeing proven againthisyear. be spent a few days in Chicago on business. Mr. Dealers really could not expect much business I:rine...IIis confident that we will have a very Snyder Music Pub.Co., has been giving the nation experiencedthe grand pan trade.He says that shipments have Vocation records some splendid publicity.The during July,itsthis Snyder people have the rights to a song, "Lit- warmers weather Initshistory.IIstarted he aimed oflie new $250 models and the new tle Girl," written by two Detroiters, and which, early in Ilse month and never let rip.The tend permit designs and he expects to carry large perateere was above BO inot of the time10o .1111 I so that he can give the dealers prompt by the may, has been recorded for the Vocation lot to keep people home, hence no desireher iervniy. Me. Cabmen has a great 4.1 ofby the Henry Theis Detroit Rite Orchestra, the sale ol which has already exceeded 5,000 locally. Almostisdifferent -already we hars- calorie..r be salesmanship and he declares that music. At the Kunsky theatres they have been having hailfuserslays of cool strainer and each day thedealer who applies salesmanship methods talking machine dealers report a hig juicy in the to his Inisinti, will lir the tiny to :ousel, in the a soloist sing this number and while the singing attentionoftheaudience tales sal both machines and records.A member year to eon, was going on the of dealers told the toiletlists week 11.01their Caruso's Death a Great Shock wiailld be attracted to a shadow box, the outside brat days for looseness air then iiis either Cold Thr urn, of thr death ol Enrico Caro.° cause of which contained an enlarged reproduction of only to the talking nia aVocation record, which Was kept revolving. oriirainsand we have had Irmo days of rainas a ilistenct shock has made ahit, bin the Vo- since the nisi .21 the monde chow dealers of %tieing., hut to the thousands song nolonly Awake to Trade Posaihtlitica of nook linters who admired his netThe day cation has been getting sonie excellent free ad. Thematter ofexploitation was J. G. Menlo, Dealer Service sopervisor of i.et following line anintioncynnynt of his death quite a ...sing, worked out between the local manager olthc localoffices at431 Stale ninilorr nor ilic tinders in Illy Slate tonic out with Columbia Co.,with Snyder publishing firm and Sans Lind, of the street, is kept extremely linty.Colombia dealers Inge advertisements la...eisegIsisdeath and have awakened belly to Ilse shredpossibilities for calling attmitioei to a dozen or more ol Isis hot Lind & Marks Co. To Receive Stock From Chicago increasing Liminess,ifiney take advantage of records. the suggestions and the mivier which comes Interesting Chat With Sane Lind Michigan dealers in Brunswieks will herealter oftheir phonograph and record ship. front Mr. Megirt's depart lineal.The allrinclive Scut Lind, of the Lind & Marks Co., Acolian getall window cards and various ilOorlina are getting 'oeillion jobber in this city, was a recent visitor ments from the warehouse in Chicago, as the results wherever they are properly appleal andto New York to talk over natters for the com- local warehouse has been abandoned.However, dealers slow realize that these are just the thingsing year and at the same time to place alarge a sales office will be continued at the company's headquarters on Jefferson avenue, whichwill that orneeded so stieunlate new buyers and in- order lot loilh phonographs arid records.Mr. 1'.J. Gordon, who isat crease sales. People past by the stereotypedLind says his company has really been doing stillbe in charge of window or they pay no attention to the dealerfar better than he had expected for June and present on a two weeks' vacation in the Fast. who gel. into Illynil, but they do recognise July."Ve didn't figure on meich business dur- Alterations Near Completion the dealer who has attractive windows and who ing those two mouths, yet we went far alsead Alterations on the ncw Brunswick shop will present shows that he is progressive and live of amicipations," be remarked."Wc have nol be completedsonietimeduringthe C. H. Grinnell Is Optimistic been going alter business very hard because somonth and when completed General Manager many dealers have asstdcd to that they will takeQuinn expect,to introduce to Detroiters one EWETT C

Immediate Sales and a Permanent, Profitable Business This Is What the Jewett Means to You as a Dealer

, 1 make calyx ToDAY?" is perhaps the thought uppermost in your mind this minnte Jewell dealers are making sales-plenty of them-because they have a line that is die most remarkable and "Ill standing valor on Ilse market today. The Jewett combines an tumstially rich and lifelike tone with abeautiful cabinet-the work of master craftsmen.elnd the prier is folly one-third less Hum that of similar quality phonographs. Tlul is why our dealers make immediate sales. Neva was a new phonograph Launched with such strong financial hacking and with asales aml manufaelitring organization of such wide experience ill the phonograph business.Among other influential men of large resources who are behind the Jewell are the three Jewell brothers, well known fromtheirlong connectionwiththe Paige -Detroit Nlotor Car Company.Their experience, capital and sound merchandising methodsareaguaranteeof TT. N. JEWETT Jewell success and permanence. VI.,fresidral Th, Jewett dealer will he given adequate adver- liSing anal talcs assistance. We have au unusually liberal advertising policy and a cooperative financing plan. Write or wire today for nor dealer proposition.

JEWETT PHONOGRAPH COMPANY GENERAL SALES OFFICES: 958 PENOBSCOT BUILDING DETROIT MICHIGAN

P. T. JEWETT AUGUST IS, 1921 THE TALKING MACHINE WORLD 143 of the handsomest and best -equipped shops of talking machine dealers in the particular towns. terest being manifested in the Jewett line.The its kind in the Middle West. Robert Lawrence, of New York, and a staff ofphonographdivisionolJewett,Bigelow&

Emerson Distributor assistants will arrive in Detroit on September 1 Brooks, conducted as the Jewett Phonograph R_ K. Currie & Co. are the Detroit wholesale and remain for six weeks to work out the vari- Co., has moved to larger and better quarters ou distributors now ofEmerson records, havingous details. the ninth floor of the Penobscot Building, this established offices at 417 West Fort street.He Not With Brunswick Shop city. reports a very brisk trade. In the July issue ol The World it was stated Joe Rogers, salesman lor theJ. L Hudson Brooks Shop Open. that George ',Middleton, lormerly associated withMusic Shop's Victrola department, has returned The Brooks Shop has opened for business at the Brunswick Shop, of thiscity, had rejoined from an extended motor mid fishing trip through 1420 Farmer street, handling the Brooks phono- the staff ol this retail establishment.This was Puinsylvania and West Virginia. graph, which is made in Michigan. incorrect,as Mr. Middletonisnot associated Dealers to Discuss Music Week with the Brunswick Shop. HAD INTERESTING EXPERIENCES The Detroit Talking Machine Dealers' Asso- New Quarters for Jewett, Bigelow & Brooks ciation will probably open its Fall season with a A.A.Fair,salesmanagerforeke Jewett E. C. Howard, Granby sales manager, is back meeting some time in September, at which time Phonograph Co.,continuesfullof enthusiasmat his desk alter a two weeks vacation in Michi- plans will be discussed for rendering co-opera- over the Jewett line, which is being constantlygan, Irom which lee has returned with many in- tion to the committee appointed to plan Altisic'mproved, both in design and workmanship.lie teresting fishing experiences.Mr. Howard tri- Week, which starts October 16 in Michigan. Not states that new dealers have been added by the umphantly rode into Norfolk ina brand new only Detroit, but twelve other of the largest score in Michigan, Ohio and Indiana and that car, which he purchased on his return trip.His citiesin Michigan, have selectedthis date to ust asfast as he can get around toitother experiences indriving hiscar from Kokomo, put on a Music Week.It looks as ifit will be territories will be opened up.He states that not Ind., to Norfolk, Va., without a license ol any the biggest event musically that Michigan has day goes by that he doesn't receive inquiries kind would Lent the basis upon enhisb one ol ever had and it should mean a great deal to the from other sections showing the widespread in- the "best sellers" might be writtec

WATCH STOCK REOUIREMENTS Timely Letter Sent Out by Knickerbocker Talk- ing Machine Co. Warning Dealers to Care- fully Estimate Their Needs for Fall and Winter It's More Profitable That unlessdealerscarefullyestimatethe quantity ol Victor merchandise needed for Fall business a scarcity of the same may again be For the Dealer to Sell experiencedis brought out ina letter sent to Knickerbocker dealers by Abram Davega, vice. president ol the Knickerbocker Talking Machine Co.,Victor wholesaler, New York City, who Victor Products says: "The time is now opportune to give careful thought andconsiderationtotheconditions which existto -day in your Victor business.In Their great superiority not only gives practically every holiday period for many years yon every advantage in making sales past there has always existedashortageof Victor merchandise." -butwithVictrolas and Victor The letter continues to analyze conditions as Records so much better known and they have been in the past and calls attention to more highly regarded than the talk- the present-day conditions where many Victor retailers are haying Born hand to mouth. Mr. ing machine products of other makes, Davega reports that a number of his dealers ace they are naturally in far greater de- proving that good business canbe done dur- ing the Summer and that one metropolitan Vie mand than those of any other line. for retailer has doubled his business over that ol lastyear. He statesthatthe Knickerbocker Talking Machine Co. predicts that many dealers will find, when they close their year's business, that it has exceeded that of 1920, as with business An' Order Placed conditions improving throughoutthe cow,y and witha much better supply olboth Vie- Write for Kit of rec- With Grinnell's trolas and records he sees no reason why any ords selected by our Victor retailer cannot show a good increase in committee as the best is one thee you can de,c,l upon bring carelully filled his business thisyear. sellers for she corning and promptly shipped.As a matter of fact, never more the dealer figure than a few hours elapse between time orderis received Mr. Davega suggests that month. To allowIle out,ina conservative manner, the amount and goods go lorward. to furnishthiswill dollars and cents of both Victrolas and rect., notobligateyouin which were sold in the corresponding Fall a: the kali-and yowl(' This definite rule, together with the varied and tided - Winter ol 1920 and to send in his order n find it of definite val- lent shippingfacilities at our mmand, and with our cr, it the dealer is optimistic and figures on d ever -ready stock, places at your disposaldisposal such service as ue making np your more business,itissuggested that he a, order. will be bound a real help in meeting the wants ol 'oar his order accordingly.In conclusion, he ur. public-and in increasing your business. the cooperation ofthedealerinletting wholesaler know the needs of his trade, so t. No better time to take advantage olitthan ice the, he in inert can base his orders accordingly ss, next Victrola and Record order you place. the factory and thus assureallola plenoi supply of merchandise during the busy see. ahead.

PIVOT SUSPENSION NOW l'Sf If

WilliamPhillips,presidentofthe Phillips Phono Parts Co., New York City, ma, factures of tone arms and sound boxes, repo, erinnell Bros thathis company has discontinued the us< ol Wholesale DIeribulors the ball -bearing principle on tone arm No. 2. of Vietrolasand!records This model is now being made with a pivot sus- pension, which, Mr. Phillips claims, givesit a better hold and easier plan and eliminates thy difficulties experienced through the ball -bearings First and State Streets, Detroit wearing down and rattling.Mr. Phillips state that it will also be possible to sell the arm with the pivot suspension at a lower price. Avuusr 15. 1921 4ea. THE TALKING MACHINE WORLD

Charles Hackett's great tenorin "There's Sunlight in Your Eyes"will put sunshine into the hearts of all hishearers, and money into many a Columbiadealer's cash regis- ter.Columbia 79704. Columbia Graphophone Co. 2 IVELV YORK ems..Ile has not been a practicing physician HEAVY RECORD SALES AREREPORTED IN MILWAUKEE for many years. having been associated with the Trade Generally-Getting the New Ami- Iknweil iwilostrivs at Shebnegan. Port Washing- Coming of Cooler Weather Also Has Good Ellect on '. and Graftow Wis. s, lir rchirned front Hundred Dealers in the City-News of the Mooch ne.. Campaign. Under Way-Nearly a doe Philippines. Darintheirecent war. Itow and while he dors Not net himself 1111 as a ever. lie volunteered for service and was promoted Mom srmr. Wis.. Aneo.i 1.1 Iv. the241' to enamor, lake Ming discharged from active dilly IiiiMess got - prophetInsstews are eagerly might. Thor verse influence C0.1111'11 upon r uliei he says that he feels holiday hiwitieSs Itch as acoloitel. really Ihronglimit Junne and lids. by a protracted Remodeling Orth Store visorwillhe goad a great deal of confidence spell of ;Moor ,,, ; , Ilyhigh tenninTatoreb talking Chas. J. firth, Inc, ilistribillor of the Puritan machine townies. has Iwco goodH'ith theor. II held Iffy the dealer trade. Bromwich Trade Expands Wisconnn nod tipper Alscleigaii. has ;Trendy rid season temporarily relieved greater activity Brunswick remial trade has Item of mato-manacled the ititeritir of the retail store, offices has become. otiticealtle and most dealers in this Donal proportium all of thepast month, the and wholesale hemlimarters to provide more adc. that they will be aide to 1 IItier cityfeel Moo, monikers which are tiring le:towed by deal mote facilitiesIn handle Ow steadily growing Sommer with n record as good rot that of last iiy Prospects for the Fallers haring taken the people of this territory grade. yen, ill respect to sales. Especially those in the Summer colonies hi . Edison Descriptive Slogan Interests awl holiday season appear height mid the out. the imminerathle lake. near klilwatikee are Both the totality acid motility of Edisou lowi look is mic of the most encouraging feature. of al Imostiog theRrngswirl dance record tothe nrss inthis territory shows improvciiteitt over the immediate sitoation. skies null this touloolueilly will have a sustain - The sale 41( records eon tinned to kohl the coi Inn ymr, accorthay to reports front the Phono- Mg Milltown, upon fir hostiles.. Tien.. I. Kidd.graph Cos of Wisconsin.The Present comPeir by of the mime oolong Milwaukee dealers IN the Edisno Co. for a descrip- laid mouth. as for two or three months beforemanager of the local brooch of the liritoswick Ono of the Thos. .1 olleader Co., says horsiness has been very tive slogaee for the Nov Bilison phonograph is that time.'Tice demand has bowl relatively emir- s tool while the simply ha. keen coital to allsatisfactory. in view of sonic of hit ackoowl excitiog 111.11 gncreti hew and there are many edged 041114enet, acli0g adversely noon general thelarge awaids to he mad'. ermine..its dealers' stocks at this tone ar e itot contestants for In the case of the most popielar business. and lee looks lo Ore business grow het. above normal ter steadily from this time lorward. The Sonora Moving Forward loathers of the day the simply Ills hero entwele dog forward at the usual too small and many dealers have hell lighting to Strenuous Columbia Campaign The Sonora is strong campaign laving made nationally get even limited minotities of the arse sellers. 'Pier lirisk parrnder the well -organized and sys ity the Colombia Co. has Item prnscented withlematic promotion given this line by the Vain Managers offarlorybrooches,N1101,1IrrS. ilistrihntors and Jobbers located M this oily and particolar vigor he Alilmitikee and Wisconsin byPa Liege Drag Co.. which is cselosive wholesale generally covering the entire Stole of AVM tooth, lioltert if. \Valley. resideol represetilative of tltc nitre...native inWisconsio and Unite, Stiehl. Grafonolas as well a. Colombia as well n. the roper Peniuseela of Alichigan, es -Chicago branch. gob press themselves as uniformly pleased over lilt records have Men moving very satisfactorily and A Significant Condition condition of limbic. with retailers nl this tee) Apr.\Volley says that he now has one of the 1.c, complaint iNbeing tempi front jobbers most enthusiastic dealer orgaoivatitois in eastern riflery This freliog has hero improved mate) ainEl dealers in respect to the keen competition Possessed by any of the ino/or lath. which was offered themin recent months by eilly fu the lase week or ten days, miler Me, One of ,11201,1 have hem tooting their attwitio to tier ing neachine mansfactorion interests. the great outpouring of stocks of instruments of biggest problems is In supply dealers' Need Ow matter of fortifying themselves against Ow Co. a More or less nondescript character through isdie peeled holiday demand.Matey dealers ore parof the pomelm vomiters. .0 icons' "illumine of stirpliisage by the matinfacturers. tug mad order. now fu order that they will havehots of advertising of the better class has dour A large somber of machines dots came opoll the wonders to give the Columbia products the high market al ridletiloirsly low prices. compared with the gond. 011their door or ords on their of the doom.,rec sets in. and not rank they tow holdinthe rstintation the resale prices cot siandard makes.With the shelves when the active people of Slilwankre aml viciony and the pnh the none of mind where only 'liar - wait omit Me lastinitiate to act miller toter piddle in Badger Co. Shows Steady Gain the sound hacking of a good piece of gains" (0,1141 a majority these 11.(41111l, Samuel A. Colilstnith. vice prcsident awl salesmerchandise. as one dealer express, it. podsnollE at the expense of the knownprod.ni, Col. Barrett Honored ItIs 1111110,d that most of the "junk" imilager of the Badger Talking klachnie Co.. weed... and treasnrer of N'ictor johlier, is one of the real optimists of die led. E. 1. Ins been absorbed and Hie me ligitinialc prod- the Palled Phonographs Corp. ShelmYgoo. Wis.,iicts seen. destined to comeintoo their own OM, local trade and his cheerfahiess over present and Poritatt, was electedSlate (More conditions is well grounded. The Badgermannfactoring the 1110r, home has been able to not alone sustain lastCo llllll ander of the .American Legioo la Witeon. Ninetynine Dealers in Milwaukee sill 01 the recent conventioti at Eon Claire.Col. r,oraillgIn a Weill census taken by the year's volume in die first 1.1,01 months of 1921, uterelmols oi lot practically every month this year has shown Barrett w Veteran of the Spaoi.IPAinerivan, Alilwankee Journal of the retail fora Mr. Cold. is one aswellorthe World war. and served Milwaukee there are exactly ll i ll etymitic dealers a fair percentage of gab.. with of dotty krcu lousiness our,, whose foresight istime in the Philippi.. Islands with the medical iomusical histrituithititthis city,acid practically no excepiicoi they also deal intalk) ing machiacs need records. The number es larger than most dealers had figuredanditmarks Where "Service" is more than an this city as a real, importaith factor in the music Md. sirslll of America front a retail merchandis- advertising catch -word ing standpoint. Bradford Featuring Aeolian Products The 5.B. Bradford Piano Co. is now the cs G.F. DUET. elusive represelitative of the :Aeolian Co in this Pen. end hene. Badger Talking Machine Co. territory. Althoitglithefranchise was taken N. A. GOLDSMITH Hteltislve Victor Distributers for Doer ADD, IS. op to AugustIthe Nov Tack Serres.. Witenntin .nd Upper Michigan compaity permitted its former represmtative to S. W. GOLDSMITH Milwaukee, Wis. boodle it. products to make) Complelt disposi- InerPro. awe General aln, 135 -2nd Street tion.The Bradford house has made some new 145 Ato.f5T15, 1921 THETALKING MACHINE WORLD

high-water marks for Vocation buSi11,5. both in POR I LAND BUSINESS IS INCREASING instruments and records. and is no, till, rtlk- Talking Machine Houses Report Progress Due- ing an even more mien,. camp... in 1,11, ing Month-Ship Vietrola to South Africa- of the Aeolian flue. Has Retail Brunswick Agency Powers Co. Department Is Remodeled-Other Chas. J. Orth, Inc., has recently takes of the Notable Indications of Activity Iii rodut Brunswick in a retail way arid is stressing Bruns- 1.01.cvr,, Of, Aoguot tr.While the retail sales wick records."You are list first pers. to play of phonographs and records for dtc p..- "Shimantti a sealed your Brunswick record;itcomes in have riot been phenomenal, when shire envelope." says Orth advertisements. -There other years, they have be. very is absolutely no chalice of it being scratched by 'the jobbers ol the vareons talking the a previous playing.This is another feature ofsay that the demand lotthe mouth ,leffo,f1 Modern Orth service." gratify.. incr. as, Edmund Gram Has the Brunswick Li. Sherman, Clay & Co. have theelestinctionlot - for Your Another new Brunswick dealeris Edmund selling the Mat Victrola to be sent lottoRlio. Phonograph Grant, Inc.. which also handles the Ch., line. dcsia, South Alrica.A in ffor.,- d Sonic good business has been transacted since by M. J. Goodwin, of.5. the Gran) house took over the new linen monthhis brother-m.1a, wh. Stichm, secretary and business ago. Otto R. Lands in Rhodesia, and et manager of the concern, has recently come into ifs destination in trine for .are..tiee- prominence by being selected chairman of thedollars. worth of !CC...4 a accompanied the uta ol Juneau Lodge, No. 21. building con). oo i tt ce chit is a past chancellor corn- K. of P. of which lie TheMc DougallMusicCo.has donated s maueler.A new $150,000 lodge hall will be bath. C011.1. Gralouola as first prizeiti A. J. Taube. of Smrgeon Bay, Wis., talking scriptim. contest, whoa the 1'ortko, 1 machine dealer and retail jeweler. was niarricd staging.A great many young m, Crane.atBowling recentlytoMiss Hassel afterthisfinemire and competete Green, O. The Grafonola is on dist),uy in the .1 ht. establishment. START SHIMANDY SHIMMY- E. G. BROWN HOME FROM ELKS' TOUR The phonograph department of the Pow., ING IN YOUR WINDOW AND Furniture Co. has been thoroughly rent. well.knownMusicMerchantVisitsVarious YOU'LL WAKE UP THE Trade Establishments on Trip to Coast and ntmiedto a more prominent part .1 lower Boor.Four double booths m ivory WHOLE BLOCK gray have been built right tip to the show win- G.Brown. well-known musicdealerof E. dows. W. B. Maxwell. manager of the depart Bayonne, N. J., and secretary of The Talkingto., is featuring a novel contest to advert.. Slachi. Men. Inc., accompanied by Mrs. Brown, A Itrunsw,ck tripto California.the opening of their new roonis returned August2 froma No. 117 has been placed in the WiNdOW and at traveling with the New York Lodge of Elks in att apeman'. time the seal wall be broken and a special train to attend the Elks' annual re- the machine WOMIlltipbythree.....iereseett union at Los .Aitgeles.While in that city Mr. entertained byJ. W. judges and to the person govig the dust. csIP and Mrs. Brown were. Male of the number ol seconds ot runs IW rec- Boothe, of Barker Bros. ords of ticlatesthitsare to be given an., At Mammoth Hot Springs,inYellowstone asprize Park, they met Richard W. Lawrece, former 1Vhen asked bow her record sales were. Muss president of Kohler & Campbell, lac. Emma Reynolds, of the Hyatt Talking hlachine Mr. and Mrs. Brown visitedIllAily members Co.. said. why. last Saturday rentmeled National Company of the trade in the ...ions cities where the Elks All of our made stops aidsere very much interested in us of a rush day before Christmas. Cambridge 510.39, Boston, Marc. booths were full all day and nab one went away the progressive business establishments in many empty-handed." Mr. Hyatt has just sad of the smaller cities. resat dark and other points timing, Itsopeii fro n.a motor trip through., the Northwest, II.I Peyton. loat:etm thetalkengot We meas- which took !mu as far north as Vancouver. B. C. Opposition is essential to success. He attended the Pacific Coast Ad CI. colleen - bine departmentoftheMeter V Frank Cu, ure the value of things by their resisting power, is an ardent golfer nod elnring July spent hi. and particularlyis this true of pi ...ion on the links.1Mring his absence 1.. Valkcr was in charge- _ BRODBECK ENLARGING DEPARTMENT E. Brodbeck & Sons noise. dealers of Mount Vernon, N. W, are devoting inorc spare to their ECONOMY talking machine dryad...vul and are installing a "le is not what you pay but what you for what you pay that counts" de.her of 2111/iii01.1 1,00,115. 'they have been IP get aling in talking machines for the past twenty ManDelivery .;,: fERITE One yeasand carry tilt S0110.1 and Columbia Imes. re- 1,1111111.11C expense of repairing or also the Hardman pianos and player -pianos. polishing-Theyfullyprotect Me instrument and nuke handlesrg sate-cusp and Ice. costly. - - - BRUNS MADERITE Covers are as affflute VISITED GRANBY DEALERS otece,oity to all dealers in Talking Machine, the Cam. Phonograph They areroad,of Bur. Brown Duckor Harry Cop,. of Khaki-Fleece Lined-Padded heavily and Corp., has returned to Norfolk alter a onenith's stitched both ways. tripthroughoutthe POW., visitingGranby BRUNS NIADERITE Coversprotect the dealers. He sv.isveryenthusiasticover Ike bruises, achine fromwetorcold,dust, outcome. Afterlorty-eight hours amidstthe finger marks, etc.They insure de- comforts of his home Mr I'oplan againleft for liveryof...chine M asgood condition as when takenfrom theShow-ewrm. Careful atrip through the South. Delivery methods make for satisfied customers The high quality of material and workmanship in ISKUNS Covens wort. lost; wear. NEW YORK FIRM INCORPORATES Prito. and ccerfptive. rocolu reffue,i- The Cosmopolitan Record Corp., talking nia neoh tofitTalking Maellone. ofallsi/c,.offl --direct or through your Joloher. chine dealer of New York, has been granted a charter of incorporation under the laws of that Slip and Rtdd-r,ed stake..,finunaCOI, State. with a capital of 525.000.The incorpora- tors are T. Maxfield, C. Fechner and J. L. Cooke. A BRUNS & SONS A. BRUNS & SONS (135,41 50 RALPH AVE ,Moo.foctffrer of Evorythfne Mod, of Coo,o. The hiduan race is ...II into two those who go ahead and do SO1115.111, A11,1 those who sit and ask: "Why wasn't it done Ilse otht r way."-Oliver Wendell Holmes. 146 THE TALKING MACHINE WORLD Amuse IS, 1921 AKRON DEALERS PLEASED OVER TILE BUSINESS OUTLOOK months ago to go to Canton, 0., to engage in bminess, was compelled to resign as head of the - - - Buying Increasing, Collections Improve and Primaries Are Giving More Employment in This Set. local assmiation, and since then no one dealer tion of Ohlo-Dealera Are Working Earnestly and Participating In Activities for Trade Befferment has takenitupon himself togetthe dealers together for reorgauisation."Itis one of the AN.11, I).,Miami CWith the rubber indmiry heldthatposition with the company- forthe sots important phases of the retail musk game," experiencing a revisal and !molted+ of she un- pastfiveyears. Mr. Van Soym has become aid a dealer here this week."It tends to ac employed being absoritell weekly Akron music associate.' with the sales force of the music de- quaint others with what Yost are doing and gives dealers, for the first time this year. admit Itosi. partment of the M. O'Neil Co.. a large depart-every our helpful hiots which will aid them in nes, is showing nit improvement 1Vithout ex netit store here.Mr. Miller said business with business." ceptiox, all dealers visited by the representative the A. B. Smith Co. has shown wonderful im- Co-operate in Salesmanship Classes of Tire World "pressed themselves as beingprovement since August 1, and itthe present Retail musk dealers of Akron will co-operate very neueli pleased over the Pall and Wittier 011MIC CO lll i l mcs this month will be the best of with other merchants here in making the retail outlook for business inthe rubber city.Col- the entire Summer .45011."The Improvementsalesmanhip classes to be eonducted here this lections are reported beller and those who have illtherubber indostryalreadyhas beenre- Winter astreets,. Miss Helen Ramsdell, gov- Mot behind withheir payments ore corning in flected in the inusie business," he said. ernment instructor. will come to Akron in Sep- now forthefirsttime in msnubs, which isa May Reorganize Music Dealers' Assoelation tember mid. with the assistance of merchants good indication Om the industrial situation has Talk was et lllll ti here this week to the effectsteed the city Board of Education, will organise undergone a big change for the hells, that a movetnent isafootto reorganisethe classesisiretailselling. taking those incxPeri Miller Gets Promotion Akron Music Dealers' Association, which hademed elerksfrontthe stores of thecity and J.W. Miller,fornineteen years withthe 311C11 a prominent place in local retail merchan-schooling them in a several weeks' course in A. B. Smith Piano Co. id cation,. capacities, has dising circles for malty year..S. S. Van Fos. selling. Practical demonstrations will be held been advancedtothepositionof ativertiling gen, of the A. B. 5 000 i l ItPisito Co, when he from to time and at the conclusion of the manager, to sneered F. W Va. Soyoe. who has severedhisen...climewiththatfirm somecourse diplomas will i.e granted those who have beensumessful. MissRamsdell heldsimilar eourses in Canton, 0., last Winter and will re- NEW turn to that city again next month. Akronisto have a place where those who own talking machines may go and exchange rec- ords fur fifteen cents each.W. W. Thom will CHARMAPHONE PORTABLE be in charge of the exchange. Akron mic stores did not join with other WITH REAL HORN retail shopsus inclosing on Mondays. Dealers, after a conference, agreed that there was noth- ing to be gained by suspending activitiesthe first day of the week, especially since they have Retails at $30.00 just experienced a very quiet Summer session. Alterations Near Completion Alterations to the Howard street store of the George S. Dales Co. are rapidly nearing corm pletion and by SeptemberIthis store will be ready for its formal reopening.Workmen are Weight 15 lbs. size13" x Ism). Putting the finishing touches to the new talking mach' department, which will give the 135-fine mahogany cab- storethemost commodious talkingmachine shop in greater Akron.This company already inet holds ten 12" records, lays claim to having the most costly and most beautifully appointed talking machine shopin equipped with Heine- the State of Ohio. Postpone Erection of New Building man double spring motor The Kral. Piano Co.. one of the oldest music firms in the city, has decided not to start erec- and universal tone arm. tion ofits new building on asite already,ac- quiredinSouth Maiostreetuntilconditions return to near normal and building costs re- cede,it was learned this week.This company has discontinued its branch store in South Main street, confining its activities to the main store orSouth Howard street.which has beenits home for more than twenty years.The com- ATTRACTIVE pany plans to erect, some time in the future, a modern brick building, which will house a most COMPACT modern music shop. handling lines of pianos, MOSTDURABLE talking machines, records and musical merchan- Phonograph on the Market dise. WISE USE OF THE QUESTION MARK Write at once for particular A certain merchant in another field recently employed an idea in his newspaper advertising which may have some possibilitiesformusic merchants. In his advertising he announced a Sales Financed for Charmaphone Dealers big sale and listed various products as part of the copy.However, alter each product, where Under our new Deferred Payment No tying up of capital on long leases. itis customary in sales advertisements to insert Plan fordealers, no additional cap- the "Greatly Reduced Price," this merchant in The Charmaphone Co. finances serted a huge interrogation point.As the head- italis all needed to do anunlimited your leases. liese of his copy be used a large question mark and profitable phonograph busi- and he entitled the affair "Surprise Day."The ness. This plan. combined with the Charm- plan proved quite successful. aphone prices, makes Charmaphone Write at once and receivefullpar- the biggest and most profitable prop- "GROSSLY EXAGGERATED" ticulars aboutthis wonderful plan. osition ever put on the market. Using the words of Mark Twain when de- nying persistent rumors of his own death, the fire al the Pallid plant, as reported recently in the metropolitan dailies, was "grossly exagger- ated." The fire actually occurred in two wooden CHARMAPHONE COMPANY shacks which the Pattie Friers Phonograph Co. 39 West 32nd St., N. Y. City owns no property on the other side of the street. Factory: Pulaski, N. Y. None of the factory huildittgs comprising the Paths plant Was damaged in any manner. Mouse 15, 1921 150 THETALKING MACHINE WORLD FRANK BACON AND THE VOCALION TO HONOR THOS. A. EDISON Star of "Lightniri" Makes First Vocation Ree People of His Native Town Want to Erect a CRYSTAL EDGE ord-Bears Two Interesting Scenes From the Memorial of Some Serviceable Character Play and Will Be Released in October Nowno, 0., August ,--A movement has been MICA The big Vocalion record news this month is to startedfortheestablishmentof a otational the effect that Frank Bacon, the star of ..Light - memorial in honor of Thos. A. Edison at blilan, sire; has been placed under contract to makethe birthplace of the fatuous inventor.While DIAPHRAGMS a number of talking records for the Vocation. definite plans have not been adopted. citizens of The Stand,,of u.attis, He has already completed his first record, madeMilan appear determined to erect some sort of up of two hits of the play "Lighinin.," one side an institution in the village that will be worthy PHONOGRAPH APPLIANCE CO. being hlr. Bacon's version of the Reno divorce of Edison's name. Mayor Ralph Baer has ap- 171 Wooster ...New York court scene and on the other side his "Bee Story."pointed a memorial committee, consisting of five prominent citizens, to make a report regarding the nature of the memorial.At the present time TALKING MACHINE MEN MEET the people have in mind either a loom. to Transact MuchBusinessof Importanceat housereplicasof Edison's inventions or the Monthly Meeting, Held on August II establishment of a university for electrical in- struction. The.ntunffily meeting of the Talking Nimbi°, Men, Inc., war heldoil AugustIIatKeatt's NEW AUTOMATIC PHONOGRAPH Chop House, 72 West Thirty-sixth Oro, the meeting proper being preceded by a butchl'In 1-1ANOVII, PA, Augu.t 8.-The Deca-Dice Pismo - final arrangements for the annual outing of the graph Co., which was recently incorporated un- organization were closed and a report was made der the laws of the State of Delaware, with a on the recent meeting of the talking mathillt. capital tat $500,000, has been formally organised dealer clerks.Several new ideas were presented with Paul D. Bodwell, of this city, as president for consideration and these are to rock, Mal andgeneral manager ofshe company; Otto decision at the September meeting of the asso- Kunkel, of Hagerstown, vice-president; Georgeciation. L. Creager, of Hanover, secretary, and Chas. L. As special guests 01 the OCCifi0115,VCrAi ril,111- Foreman, of Chambersburg, treasurer.These her, of the professional staff of Waterston, Ber- four me, with J. E. Stout, a local inventor and linSe Snyder, the music publishing house, were designer of the phonograph, constitute the board present. They demonstrated a mintier of songs of directors. which areto beincludedinthecompany's The Deco -Dice phonograph is an automatic in. customary Fall exploitation campaign. strurnot, which plays ten records in rotation lie. Frank Bacon button. or in any order desired by pressing a CARUSO BUSTS VERY POPULAR The record, which will be known as 14224, will The company has started active manufacturing be released with the Vocation list for October. in this city and the mechanical features of the Since the untimely death of Enrico Caruso. Mr. Bacon in "Lightnin". has won a eounto instrument have attracted general interest. world-famous tenor, the Juth Toy Mfg.Co., wide reputation, even though the shots has never Brooklyn, N. Y., has received an avalanche of The production has, however, left New York. forthebustfigureofthiscelebrated enjoyed the longest contimms.run in the his- MR. LYMAN'S SON KILLED BY FALL orders artist.This company has been specializing on tory of Broadway productions, and Mr. Bacon's Wasnamoir, D. C., August 10.-Emerson Ly-the manufacture of Caruso busts in two sizes, clever work in the piece has won the plaudits Lyman, It is man, one -year -old son of William R. sixteen inches and four and one-half inches. and of many thousands of out-of-town people. manager of E. F. Droop It Soils Co.,died last Victordealers throughouttheountryhave expected, therefore, that his word of the two night as the result of injuries sustained whenhe placed large orders for these figures. scenes from the play will prove distinctly popu fellfront the window of the Lyman home on tar and help fill the apparent demand for talking the fourth floor of the Brunswick apartments. PARTNERSHIP IS DISSOLVED records by men of note. Mr. Lyman was in New York at the timeof In his later records Mr. Baron will not con- POIOLADELPIIIA, Pa August 10.-Announconent the accident. fine himselftobits from "Lightnite,.. but will has been made of this date that the partnership record considerable other materialofinterest New existing between Jacob H. Keen and Robert This will The National Records Exchange Corp., with which he is thoroughly familiar. York City, was recently granted a charterof in Stein, who conducted business under the firm be welcome news toa host of Mr. Bacon'scorporation in Albany. with a capital of$50,000. name of Keen Talking hlachine Supply Co.,is admirers. dissolved. Itisalso announced that all debts due to the said partnership are to be paid and TO VICTROLA OWNERS those due from the same discharged at 49 North A TIMELY APPEAL Tenth street, this city, by the said Robert Stein, A Lifelike Bust of Caruso who will continue the business under the name Now is of the Keen Talking Machine Supply Co. VICTOR DEALERSI The demand forthis Caruso bust is most timely. sell to your many record customers. the time to have them in stock to NEW MANAGER IN PORTLAND, ORE.

P.J. Helm has been appointed manager of the talking machine department of the l'owers Furniture Co., Portland. Ore., succeeding W. B. Maxwell. who resigned to take charge of the Grafonola department of the Remick Song Shop. Large Size 16 in. high Small Size 4'11 in. high LATE INCORPORATIONS Bronze finish Ivory finish A charter of incorporation has been granted Price $36.00 Co. Price $16.00 to the Eleoro Self -Winding Phonograph per dozen tinder the laws of the State of Delaware, with a per hundred capital of $100,000. The Kinspo-Tone Phonograph Co. was recently Packed one in a box anted a charter under the laws of the State Packed one in a box of Delaware. with a capital of $500,000. Application was made to theauthorities of Pennsylvania on July 29 for a charter for the Send in Your Order Tod, Liberty Phonograph Co.,ofPittsburgh. 'baler's PraPe.itiae and Prior DISTRIBUTORS-Write far Oar Special D. A dispatch from Chicago, dated August10, EVERYWHERE LIVE AGENTS WANTED says that the Energy Phonograph Co.,of that ...1 ,, ,,y by difficulties and that coo 1lyyfdety.r.1 N. y. city,isinfinancial JUTII TOY MFG. CORP.,404 Oakland Street, Brooklyn, action has been token. , IS, 19.1 I HF TALKING MACHINE WORLD 149

The Stephenson Almunack 1921 AUGUST. Eighth Month 1921

l'A eit--- ' '-. -'1

,11--:---

,12 7'Manufacturer's Calendtu 3m i rThis is the vacation time of the P year when all for a comfortable 1 s / s period should rest from the work i M of the day.

. T .o wYesterday a friend, visiting the :1,, fStephenson factory, compliment- ,

S ed the works manager upon the i3 s careful inspection given the Ste - 15 Mphenson Motor before shipment. 16 L_T_ Only a very few motors are 11 Wrejected at this rigid final inspec- ts T hon,for painstaking care is taken I

,0 I s in every process of manufacture. 21 S

22 23 m Discontented employees turn out II1,, a mediocre product.This friend 1 25 T commented upon the Stephenson Irspirit-a spirit of happiness, con - Nisstentment, ambition to do the 25 work of the day better than the 3') T work of yesterday. 31 If Ploy es hard as you womb and worn as hard nit you play, mays tin old time philosopher.

STEPHENSONDIVIRION One Hundred and Sesenly Pennington Street AZ.unnk.ulitu dcr,rey C

MANUFACTURERS OF THE STEPHENSONRECISION -MADE MOTORS AND TONE ARM AND SOUND PON 148 THE TALKING MACHINE WORLD Aunty, IS, 1921 DON'T PRICK YOUR FINGERS THE BEN HUTCHES "PICKUP" NEEDLE CUP Is Adapted to All Makes of Cabinets DEALERS: Send for prices. MANUFACTURERS should equip their machines with this attractivefeature. JOBBERS' applications now being received.

HUTCHES ENGINEERING ASSN. 451 East Ohio Street, CHICAGO

NEW VOCALION DISTRIBUTOR ORGANIZED IN PITTSBURGH APPOINTS NEW OKEH JOBBER Clark Music. Sales Co., With Headquarters at SOS Liberty Avenue, to Take Care of PennsylvaniaHouston Drug Co. Will Distribute Okeh Rec Territory West of Altoona-Takes Over Staff of Former Distributor ords-Deal Closed by W. C. Fuhri Recently

The ClarkalusicalSalesCo.hasrecentl Sales Co., whose headquarters are in Baltimore, W. C.Paled, generalsales manager ofthe taken over the distribution of the Vocalion lin afd., spent some time in Pittsburgh looking afterOka Record Division of the General Phono- of machines and records in western Pcnnsylvani the details in connection with the transfer of the graph Corp., New York, annoonced this week with headquarters at SOS Liberty avenue, Pitts distributing business. IlseappointmentoftheHotiston DengCo., burgh. Pa.The new organization will take ewe The Clark Musical Sales Co. has secured a Houston, Tee., as an °kelt distributor.This thestaff ofthePhiladelphia Show Case Co., large store,together withthe basement and company is exceptionally well qualified to act as which formerly covered that territory, includin mezzanine floor, providing an available space of an Okch jobber, as it has a trained sales stag James Prose, general manager; John Russel about 0,300 square feet, and will carry a cont. that thoroughly understands the value of u and J. M. Strand. Out stock of machine, and records at all tinter operation with the dealer. The Clark Musical Sales Co. will handle all in order to give prompt service to retailers. Mr. Fuhri closed this deal during his recent the VO,k1i011 distributing business in the Peon trip through the Soo. and Southwest, and in all Sylvania territory west of Altoona, and will alt STEWART MOVES TO CLEVELAND probability several announcements of similar irn be in a position to serve sections of casters Ohi portance will be nude in the course of the next and West Virginia. The Philadelphia Shove Cas ManufacturerofPortablePhonographWillfortnight.Mr. Fuhri states that business condi- Co. will continue to serve the territory cast o Have Executive Offices and Factory in Cleve.tions in the territory he visited showed a marked Altoona. land-Henry Rattler in Charge in New York improvement since his trip a few months ago, and, judging from all indications, Okeh jobbers Oscar W. Ray, of the wholesale Vocation de The Stewart Phonograph Co. has moved its artment of the Aeolian Co, together with Jess and dealers will enjoy alarge volume of Fall executive Office from 461Eighth avenue, New nd Edwin Rosenstein, oftheClark Musica busmen. York, to its newly opened factory at Forty-ninth street and SaintClaire venuae, Cleveland, 0. This new factory is equipped with modern ma- NEW TOY WELL RECEIVED chinery ind thy company is now prepared to The Pliono Toy Cabare- t,Inc., New York, SPRAYTONE manufacture allparts of the Stewart portablewhich recently announced to the trade a new phonograph in this plant, thereby being able to type of dancing toy,has completed arrange- BEAUTY give its dealers maximum service in the deliveryments with several jobbers in important trade of these machines. centers for the distribution of its product.This The offices at 461 Eighth avenue will be re-toy, which has many unique features, has been be known asthe New York THE tained andwill displayed in a number of the leading cities, and branch, in charge of Henry Kahler, who willas a result of this display the company har re- CORNER bike eau of the distribution of Stewart portable ceived agency requests from representative job- PHONOGRAPH phonographs in the East. bersanddealers. Accordingtoitspresent plans the company will make quantity shipment ATTENDS BIG GOLF TOURNAMENT within the next fortnight, when full details as to TALKING POINTS its merchandising and publicity plans will be Oscar W. Ray Guest of 0. J. DeMoll at Cham- announced. pionship Meet in Washington Fitssnuglyinto Total floor sputa 19 Oscar W. Ray, of the wholesale Vocalion de- INTRODUCING ENTIRELY NEW TYPE Total height 46' partment of the Aeolian Co., went to Washing. The Spraytone Phonogra- ph Corp., of Ridge. ton this week as the guest of 0. J. DeSloll, of PLATS ALL RECORDS wood, N. J., recently placed upon the market an WITH O. J. Dettloff & Co., to witness the International entirely new type of talking machine, the special SUPERB NATURAL TONE Open Championship Golf Tounament, held on feature of which isits triangular shape, which WITHOUT theChevy Chase course. Messrs. Ray and ANY BLAST or SIDE NOISE allows it to fit snugly in the corner of a room. Deafen went ono with Jones and Diegel and inthe ar nine in with Duncan and Barnes, picking up Itcarries some exclusive features STANDARD: $200.00, rangement of the amplifying chambers aridis in SATIN PIANO FINISH .orne points on golf on route that will prove ofalso equipped with index record racks with a Mr. Demon, by the wry, is some sail SATIN GOLD EQUIPMENT distinct value. capacity of 140 ten or twelve inch records.The also FLASHLIGHT golfer himself, and has long been secretary of the National Golf Association of the Piano Trade.doors of the record cabinet are quite unusual AUTOMATIC STOP inasmuch as they are of the sliding variety, the 104 RECORD SLIDES additional front width of the triangular machine babied elidiAL WM. PHILLIPS AT LONG BEACH allowing thisfeature to be used most advan- U. S PAT. ALL. & PEND. William Phillips, president of the Wee. Phil- tageous/y.Al the present time the company is lips Phones Parts Co., Nev York City, is stayingonly turning out one model ofits product, al A MAGNIFICENT INSTRUMENT for the Summer at Long Beach, L. I., and corn - though it can be obtained in several finishes. finding each dry to his office.Mr. Phillips re- Samples to the trade are now being foruarded OVERSHADOWING ALL OTHERS cently spent a few days with hisson, who is and quantity production of the new product is M.., cc slaying at a boyi camp in New York State, and thought possible by the company officials by ettjoyed himself greatly with the boys inthe September 1. R. B. Linden, long a resident of Spraytone Phonograph Corp. Young Phillips is building up for him- Ridgewood, N. J., and formerly well known in It,. the importing and exporting field, heads the new RIDGEWOOD, N. J. P. 0. Box 192 self quite a record asa pitcher inthe earnp's I -am organization. THE TALKING MACHINE WORLD 147 CONVIATR/Nor vicioff'I RAVELERS that it is more elaborateto character than guy of those offered at previous calm-o no., and the Annual Conference of Travebng Staff of Victorvarious features will lic designed particularly no Talking Machine Co. Now in SCS.I011-Elabo-amide the Victor traveler to mart present-day rate Program Provided for Meeting condttions, anti the niobium. arising therefrom. competently and satisfactorily. The animal convention of the tnembers of the traveling department of the Victor Talking Ma- THE VOCALION LINE IN MARYLAND chine Co. !organ no August ii and will commne through to Atin.1 20. an elaborate program have Clark Musical Sales Co. Already Accomplishing inn been arranged for the two weeks. The Results as Vocation Diatributo. Victor travelers from every cation of the cone - try gathered in Camden forthe purpose of The Clark Mu, i of Sales Co., recently organ. learning of the company.s plum and policies for irrd inBaltimore. Md., muter thedirittion of the season of 1921.22, toadying the new productsJesse and Edwin Rosenstein, for the propose of being offered to the trade and hearing helpful acting as distabotors for Vocations and Voca- addresses by the heads of the various depart tion record, is reported to have its work well meats. under way. mot lc already accomplishitth can't, Arrangements have been made whereby the that are distinctly satisfactory to the Vocationin- visiting kneelers will he honied at Swart] g terests.Tic near orgthizition newer.. through- during the period of the coovention, vi . i . ing the out 'Maryland and has alre.oh. pl., -Ivattol' factory and the administration Wilding of the of mew dealers in that let room. ....1)ing dam Victor Co. on toms of iitspeetiou and for con- with stock dirert front 13alttmore ferences. Timm M charge of the program stoic PLANS BIG CONCERTS FOR AKRON Windsor -Poling Co. to Present Noted Talking The Machine Artists, including Sousa's Band, in Akron During the Corning Fall Months

A1110,(I.August8-ItclievistathatAkron people, i ordance with othivlargeeines, should bare an opportonity to hear the foremost artists of the musical world, the Wind.,, Patin, Co., local Victor shop. has been cu...fill engaging fourid the greatest artist, appcnr Ill Akron tlits Fall and Winter. Smith and his band will be the Mad of the artists to appear, and will present their concert mi October ISJohn McCormack willbe Ake. on November IS. Ni71.12111 AIM March 21 and Madam Set 00000 April Ior 2. A New Oro -ToneProduct 3-oArm. 0-3 Reproducer WHITEMAN AT DEALERS' OUTING The arm is adjustable in length The arrangements coniniitta of the Talking from Machine Mat, Inc., announced thic.week that Patti WIsitmoau and his lamina orchestra had Made to meet the demand for a been secured for the annml inning of the asso- dependable Arm and Reproducer C121i011 to I.0held August 17 at the Terra Ma- at a Mw mice. ri. Hotel, Hugest:toot Park, State. Island.The Whtteman orchestra will accompany Ow dealers and friends on the Midland Beach boat, mid will SEND FOR SAMPLE also play during the afternoonatthe Terra !Motive lintel,As this orchestra is considered THE ORO-TONE CO. coftile country's foremost dance organisa- 10011 to 1010 George St. Chwogo, III. tlons, it will be welcome news to the dealers to learnthattheseartistswillappearalnext Weiligstlay's °Ming. JOINS IROQUOIS SALES FORCE

OFFICIALS VISIt BRUNSWICK STOREG. kueltner joins Staff of Granby jobbers-L. M. Cole Leaves on Extended Trip liocithath, N. V., Aamist 9-Edward Strauss, Eastern manager o(thetalking machine de- BMA°, N.V., August A.-Gustave Kuchner, partment of the Bronswick-Ballic-Collendcr Co., forerly Buffalo city salesman for the whole- nod Walter lir light., manager, composer and salein branch of the Columbia Craphophone Co., instructor of Brunswick dance records, paid an has joined the staff of the Iroquois Sales Cor- inspection visit recently to the new Brunswickporation in this city, in the same capacity.Mr. Phonograph Shop at 43 North Slain street. this Kuehn", who is well known in the local trade, city,and congratulated thelocalfirm onits willbe ableto offer practical co-operation to beautiful and op -to -date store. Granby and Ctheh dealers. - - - - I.. M. Cole, general sales manager of the Iro- PLANS VICTOR DEPARTMENT quois Sales Corp., will leave to -day for a trip that will last over a month, covering the entire MODEL C The DimeansSchcll Furniture Co., of Keokuk,territory.He has a number of excellent pros- Shooing tonsure Record Ithit, la.it planning modern Victor department 111 pects to visit and upon his return will undoubt- Ationgement Ms new store which will be opened at Fort Madi-edly announce the consummation of several im- sou in September.Six donoiatration booths, portant Granby and Okelt agencies. -Stands for Quality outside salesmen and experienced girls to handle record sales are included in the plans.The en- Let m mail you Desciiptiva Literature tire stock of two Fort Madison Victor dealers C. M. GOLDSTEIN'S NEW POST and our attractive Selling Pthpaition. lint beat purchased by the company. C. M. Goldstein, formerly a nicinher of the copyright &garment of the Columbia Grapho- Tiffany Phonograph Sales R. B. GREGG'S MOTHER DIES phone Co, and well known in talking machine 010011-.L, N August S. -TM mother of K. B.circles throughout the country, has joined the Company Gregg, advertising manager of Thomas A. Edi-staffof dm General Phonograph Corp. Mr. Emcom. mil sole. oat,. son, Inc., who had lived to be some nighty yearsGoldstein la in charge of the company's copy- 1404 Em Mirth St of age, passed away on Friday last.Mr. Gregg right activities and his knowledge of every phase Cleveland. Ohio has been receiving tic te a number of letters of of this important work is being utilised to ex- sympathy from his wide circle of friends. cellent advantage in his present post. Auv.usr 15, 1921 THE TALKING MACHINE WORLD 151

When Ted Lewis' Jazz Band begins to play "Where Is My Daddy Now Blues" and "Queen ot Sheba" every- body begins to fox-trot.That's the sort ot dance record ItIs.Keep a lot ot them on your counter. A-3421. Columbia Graphophone Co. NEW YORK

gcsc

NEW HOME FOR ORATES, INC. WALTER L. ECKHARDT RESIGNS BROWNING FILES APPLICATION ProminentVictorWholesaler SecuresNew Announces Retirement as President of the Inter InventorFilesApplication Based on Recent Quartersat15 West Thirty-seventhStreet, state Phonograph Co., Philadelpffia-His Fu- Court Decision-Brunswick Co. Holds Con- New York-Will Be Splendidly Equipped ture Plans Not Yet Announced trolling Rights in Browning Patents

Ormes,Inc.,Victor wholesaler, New York Pli.ILADELPHIA, PA., August 9.-Walter L. Et, WASHINGTON, D.C,, Angmt 4.-An application City, has secured a new location for the future liar., for many years president of the Interstate has beenfiledwith the United States Patent conduct ofitsbnsiness, which will provide ex-Phonograph Co., litc., of this city and Chicago, Office by John B.Browning, of Philadelphia, ceptionally fine facilities.For a nullities of yearshas announced his retirement from that office. for the issuance of patents on his phonographic past Ormes, Inc.,has beensituated on 125th His successor, as chief executive of that organ - inventions.Mr. Browning's application is based street. When firedestroyeditsformer home lotion, has not as yet been announced.hlr. on the actionof the UnitedStales Court of during the past Winter the energy and resource- Eckhardt has been closely allied and identified Appeals of the District of Columbia, which de- fulness of Clarence L. Price and his associates in an e.entree capacity with the talking machine cided in his favor in the suit brought by Brown- was shown in the securing, within twenty-fourhours, industry for the past twenty-res. years. Al- ing against Eldridge Johnson. of temporary quarters at 103 East 125th though he has not asyet announced definite The Brunswick-Balke-Collender Co.,of Chi- street, where Ormes, Inc., has been located up plans for the future,itis thought he may be cago,Ill.,holdsthecontrollingrightinthe tothepresenttime. Withoutthelossof aattracted to outside lines totally foreign to the Browning inventions and thefiling of the ap- singlebusinessdayMr.Pricecontinuedhis talking machine business./t1 speaking to The plicationisthefirst step taken sincethe de- business as heretofore.In spite of the result-Morld Mr. Eckhardt stated: "1shallcherish cision of the court in favor of Browning. ing handicaps accruing from thefirethe busi-fond reminiscences of the associationsIhave ness of Ormes, Inc., grew steadily. made during my fifes work in the talking ma- "AMORITA" MAKES QUITE A HIT In its new location at IS West Thirty-seventh chine business, andIsincerelytrust you will street, Ormes,Inc., has secured alargeloft,express my deep appreciation to all my friends "Anuarita," the new shimmying and hip -shaking where itwill In possible to conduct the entire in the trade who have so extensively supporteddoll made by the Dancing Doll Co., New York business on one floor, althoughitisplanned me in my business career.For the presentI City, has already taken her placeinthefirst to resort to outside storage during some periods shall avail myself of this opportunity to take a rank among talking machine accessories.The of the year.Elaborate equipment will be in- mirth -needed rest and shall keep in touch with firstsamples of this doll were sent from the stalled, which will make these wholesale ware- the trade through no officeat1026 Chestnut factory on thefirst of the month and by the rooms rank among the most attractive. street." fifteenth of the month the factory was working Possessionof these new quarterswilltake at capacity turning out these dolls.The initial place between the let a. the 15th of September. The Tows StateFairwillbeheldinDes 311110Uncement of "Amorita" drew forth a large In referring to his new business home Mr. Price iii 1 I week in August rof inquiries and the demand seems well stated to The World: "Our new home will not ,`Imake etch, between the large and small models. only provide increasedfacilitiesforour own business, but, stillbetter,better, sniff allow us to give the maximum of service to every Orates dealer."

HOLD LAST ANNUAL OUTING PORTROLALook at it close New Haven Columbia Employes Have Outing v ar Roton Point-Local Branch Moved to Boston 7 0 cc NEW HAVEN, CONN., August 4.-Employes of the local wholesale branch of the Columbia Grapho ml.) phone Co. recently held their last annual coding ,30 atRotonPoint,Norwalk,Conn. The local 0 r" a C1 branch of the company, which has becn in exist G ton etice for nearly twenty years, has hem consoli- 4] < vx dated with the Boston branch and the entire (") stock has been removed to the Boston estali La. lishment. "Good -by" addresses were the order < 0 2;tt,' of the day, best the usual water sports and games U 0 were enjoyed. H.L. Idoorey was 'lunar -iv trt 20 the local concern. 0tY "j SOME HELPFUL SUGGESTIONS LI< 0 cs Many helpful suggestions aregiventothe 7 Victor retailerin a recent conminnication sent X > out by the Knickerbocker Talking Machine Co -C 3'ictor wholesaler, New York City, to its dealers. The various plans suggested therein show the Dealers and Salesmen Wanted Everywhere.Write Us. many uses of the new advertising novelty put out by the Knickerbocker Talking Machine Co 1017 McGEE for the dealer and which consists of a very at PORTABLE PHONO CO., Inc. KANSAS CITY, MO. tractiverecordcleaner bearing thedealer, imprint. 152 THE TALKING MACHINE WORLD 'keid r IS, 1921

Melodious, New Fox Trot Sonse ()BODY'S BABY

)j j011 Cdp'f 90 wrong with . anyOet:rf Sof :,

TRADE PREPARING FOR BIGBUSINESS IN NEW ORLEANS,,rd ricks and display counters, allfittedlip so astobeconvenient and readily accessibleto C.Grunewald MOKiC Co. and DwyelPiano Co. Open New Victor Departments-Sales Corn -the general publit's needs, making asplendid pajama Being Mapped Out by Various Organizations-Passing of Caruso Causes Great Regret appearance in white ivory.Player rolls are also Vrried ou the ground floor in connection with Niw that An% 'tenth ofsale Victor department of the Talking Machine isor and the piano department Enrico Canso, ise world's greatest tenororeentlyfn. at Housioa, Tex.This lineup of capable has been moved to the third and fourth floors. has held the stage in New Orleans Victor circlesmachine aka adds strength to the Victor threesJanns Dwyer, proprietbr,isone ofthe best- awl probably will do AO for many a day la cows, here and. no doubt, big results will be aotiecablekliown and best -informed business men in New JaetothelargeLatinimputationhere, asthe tam coca me Orleans and is very optimistic for business in thereisadded regretto the ofthr The tiruliewald 'iceman was !toadied by PhilipIlse Fall, now that he has his place in shape for "golden voiced° Italian, \Verbal, Ltd., wholesale Victor department, andbusiuess. Out of respectto the memory ofthe great isulie of the largest installatious inIbis tcrei- The Dagan Piano Co.is getting much busi- artist, tot rspreial elfin' Sc',, made to capitalise toryfor some time. arcenjoyingbig ileii front a striking adithas beett running in main his passion, hut the demand for his Victor'tininess as a resalt of campaigns coadneted in local papers, in which a clever cut of the Victor ords has sargssed anything that New Oe ike past several weeks by Atoll:neer Young, and dog is shown and news matter is cleverly set testa dealers 'owe rsperina nlinthe way of also keemise oftheir locatiou, which is one of about.The dog 'always attracts attention and record airier.tiu. 1.,1inthe city.The department isn the leads to evading of other items in the ad, which fur a long low, for Caruso, on hisvisit her, ground floor and is easily accessible to theo hun- brings quite an unt of business, aecording Rear. 1020,miller the'inspire-,oftheartistic deeds of people who pass the conveuie at place to Miss Jalenak,amothe capable manager of this depart ant ofPhilip\Verlein,Ltd.,Won 1111. day. hustling store. heart.of thouandsinthisRills.' 10, iliaold New (Meal.' other recently installed Victor Business is good on Baronne street for Ned city.Parham Wi'rlein, president of thetonic mt, the Dwyer Piano Co., now is ableto oftheCollins Piano Co., and record eel hh'erIciii, slated he an interview reeelitly that lakecareofbasiaessinitshandsomely ap- salesforthepasttwo months. accordiugto the Caraso I MK,. Oil* thehiggest inthehis- monied um store. hlanager Berry is very happy Sir.Wits., have passedthoseinmachines, boy 'ofNew Orleausmid.speakingofMr. over the transformation of the department from which showsfileWilson knows how tosell Caruso's death, Mr. Werlein said:'Turns° was a smallallair ne therearto a hamdsoniely records. particularly the lied Seal numbers. 'navel, and OPtl,1101 only his voice. Ion hi. equipped Rout location,The thstallation eon, Paid Ashioa,ofthe Ashton Music Co.,is neighltoelme, sad amialdlity dui got into the priaes in well -lightedaridventilated sound- iinsbiligIrisbusiness harder than ever before heatis of Ili, audience and made them hive him.' proof Intuits for demonstratiug both machinesand as a result reports Iwo of the best Summer Mr. Werlem made the retina trill with Carusoand records. la addition there are ample roe-months he has ever had. to the Ea.' and stated he had never srfil such - - ',ordinate yet h sincere expressious of GILT EDGE TOUR A SUCCESS PORTER GOES TO CHICAGO love and jny as Corns° had ix Meiling WilliIli, brolly :maim. Needles Bearing That Name Broughttothe Field Sales Manager for Columbia Co. to Confer During the hoar setfor Carnso's funeral Attention of Millions of People by Means of With Middle West Dealers Thursday, Anoint 4, New Ortraos Vielor dealers Unique Auto Demonstration Trip made nosaleofVictor merchandiseforfive Robert Porter, field sales manager of the Co- mantles,outofreaper'tothedistingaisbed (liltBilgeavedlesart makimg ntraumatal lombia Graphophone Co.. left for Chicago a low Neapolitan. novae). from New Vork to Chicago along the days ago.Mr. Porter will make his headquar- Snore shifting has beet notice:11dr in the vari- famous Lincoln Highway.This trip, under the tersillthat city, visiting the various Colombia ous Victor departments aboutthecity. which excellentmanagement ofJaliasmidNestor healichesinsireMiddle West and conferring laings about a happy talking machine lousily as RIMS, ofthe Reflex° Products Co. salesslat!, with the branch managers and their sales staff. iesult,forallthe Amines have apparently is creating much interest in, and popularity for, H. L.Pratt, manager of the branch service restated favorably to all coacethed. Gilt Edge needles inallthecities,fowl's.vil-departincal, spent a few days recently visiting Gordon Powell, former manager of the Mai - lages and hamlets Through which they pass.'floe the Toronto and NIontreal branches of the cone ,u Blanche Victor department, is cow in chargeOlt Edge mitomoltikiselaborately decorated luny. of °re Pril90 drlarl narnt, "81.8 withbanners sodsamplesofthese popular - - ,aritidtdRiliPlt Yottoa who acedlesarewidelydistributed. The stopping Donahoe & Donahoe, Victor dealers of Fort as mare of 'if'.rawly in.1.11" Vid"' depart of tbc Gilt Edge carat important interseetioasDodge. Ia., have arranged for a booth atthe' 'next at the L. Gram:wait' Music Co.Mr. Pow- of ,reel, to clitttrtio ,topt, Iias many bane,County FairiuAugustThe establishment W''''"r at Ni'"°" in'.1" is C°C' edit worry to thelocaltrafficpolice nauaged by Jim Donahoe, who has given peon than J. D Moore. former mimaerr, of the able The start of the journey. which was made from s. hostler. Reflex° headquarters atFifth anemic, was wo Warbletone Record Renewer iivssrd by usher of members of the mein 3.1 1,, ikon, talking machine trade and the jonrav H. J. Smith Laboratories op that famons thoroughfare created notchin Manufacturer Phonograph Jewels Judging iron, the orders being scutin. Telephone 2896 Market !t; won't cregouil=seTe2.`"" "" the Gilt Edge cari now "somewhere iu Pun, inn'enre 7.-"es;11:1"raline:tirve/r".1Z 1. sylvania." 833 Broad St. Newark, N. J.

Mt bold,,rillIntlefilai3ely. Very 11:11114. Sapphire Ball Jewels, Path& Okeh, Bruns- Immediately following the news of the death wick, Edison Diamond Points. Edison New 'Ititnk

OPENS ATTRACTIVE STORE JUDGE REVOKES APPOINTMENT tiALUCHIE OPENS NEW STORE Lipstreu Musk Co., of Cleveland, in New Quar- Revokes Receivership Proceedings Against Pcptdar Treasurer of Talking Machine Men, ters-Uses Many Progressive Sales Plans Cirola Phonograph Co-Assets of Company Inc., Opens New Establishment-Host at Din. Are Ample-Unjust Action Set Aside ner to Some of His Well-wishers Ct.tVelnlett, 0., August 8 -Thc Lipstreu.Music Co. recently opened up an attractive Victor estab- Tenure', N. J., Mgt. S.-Judge Rellkab to -day Galuchic, popular treasurer of the Talking lishment at Fifty-fifth street and Lexington ave- revoked his appointment yesterday of S. E. Sil- Machine Men, Inc., held a formal opening of his ., This slorc is located in a splendid neigh-ver as receiver of theCirola Phonograph Co., new store on August 4.This mehisive Victor borhood districtand has excellentpossibilities of Newark. and dismissed the hankroptcy pro- establishment is located at7.37 Bergen aeon., for the development of a profitable Trade. ceedings.Vice -Chancellor Griffin, on the :mph - Jersey City,hlr.Gatltehiet110singto Mat ad. Mr. Lip..eu utilises many progressive ideas ration of a director of the company, had already eke, from his old quarters across the sliest. forthe purpose of stitunlati, business.For named areceiverinequitytoconservethe luhis present home SIr. GuInchie has nue of assets of the conmany.It was shown, the the most attractive Victor establishments 1h his application for the dismissal of the bankrupt,territory, and timing the course of the formal proceedings, that the company has book assets opening he was visited by the "Best Wishes" of $1,750200, while its liabilities arc only alto. Committee of the Talking Machine Men, 1151,511. Inaddition, Mere was aconstant streamof visitors throughout the day, and Mr. Caluchie CARUSO RECORD AT MEMORIAL distributed vanity cases to the ladies and record e.'ses to the gentlemen. His RecordofHandel', "Largo" Playedat St 11.30 in the evening Mr. GaInchie was the Memorial Services Held on August 7by a bust at a dinner given at the Old Heidelberg, his Number of Personal Friends in New York mks" including -far fiddler,oftheG.T. Williams Co., Brooklyn, N.Y., "Jim" Davin, One of the firstof several memorial services of the Reineke-Ellis Co., New York; Otto Go. for Enrico Caruso, the noted truer, followingsmith, of Ste Cabinet Accessories Co., Interior or Lipstreu Store R.H. his death on August 2, was that held by a lum- froth, West New York,N.J.;Mr. and Mrs. eample, he keeps a Victrola ina loosing pic-ber ofhispersonalfriends,includingseveral J. a Apple; Mr. and Mrs. E. G. Brown, Bayonne, tuxre house nearby and plays the monthly records hletropolitan principals who happened to beill N.J.; H. 0., H. E and I.. M. Foie, Mrs. j. there regularly.He states thatthis plan has town,attheCampbell FuneralChurch, NewI:Water, and Irwin Kuria, president of the Talk- produced desirable results, and itwill be con- York, onSunday, AugustP. Variousartists ing Machine Men, Inc. tinued indefinitely. jolliedhioffering aspecial program of mimic Mr. Lipstren's son, Harvey, attended the Rent ht connection with the service.One of the fea- FLOAT ATTRACTS MUCH ATTENTION Seat School atthe Victor facto,in, Camden, tures was the playing on the Victrola of Caruso's N. J., and many of the ideas that he obtained at own record of Handel's "Largo," which isdeStandard FurnitureCo.,Centerville,Ia.,Still this course are tieing used to practical advantage c/aredtohrthebestpieceofrecordingthe Enjoying Results of July Fourth Display The Lipstreu music store handle>theVictor tenor ever did. - - line exclusively, and its sales staff is exception- The Standard Furniture Co., Centerville,la., ally welleimippedtohandle anextensive R. A. BOTHWELL TAKES CHARGE isstill realizing upon the results of the inter- clientele. est aroused among the local inhabitants by the Robert A. Bothwell bas taken charge of the float which the coinpaity entered inthe recent A Victrola department has been added to the Victrola department of Rudd & Rix, inIlion, Fourth of July celebration in Centerville.The Corner Dreg Store, klartinsville, led., by Roy N. V., succeeding the late Edwin Roberts.Mr. floatwas inthenallire of a traveling booth, E. Tilford, proprietor.A complete clock of ma- Bothwell was formerly connected with a num- laborately tleCOrated, and with alargeVictor .1.ines and records in handled ber of largeVictrola departmentsin ficvtou dog perched prominently on the front

85c NEW CARDINAL RECORDS N°W READY FORDELIVERY 85c NEW CARDINAL RECORDS ALL HITS

20371Stack of Barley-(high Jigs) Played by Flanagan Bros. (Accordion -Banjo)

The Gladstone' Walt.) Played by Flanagan Bros. (Accordion -Banjo) The The Record Phonograph Ain't We Got Fun7-Fox.trot In a Boat for Two-Fox-trot Thai With The Lenin's Roseland Orchestra Latin's Roseland Orchestra Talks Tongue 2038 2039 Marimba-Fox-trot Cherry Blossoms --Oriental Fox-trot Jo. Knecht's Waldorf-Astoria Orch. Lanin's Roseland Orchestra

Jobbers and Dealers-Write for Information CARDINAL PHONOGRAPH CO. 106 EAST 19th ST., NEW YORK CITY FACTORIES - NEWARK, OHIO - ZANESVILLE, OHIO -PT. PLEASANT. N. J MACHINE WORLD Ss tisr IS, 1921 154 THE TALKING

Exclusive Cabinet Hardware and Accessories New York City \Aorentzenii Mt Grand Stress ARTISTIC BAMBERGER WINDOW H JOS. KERR WITH EMANUELBLOUT BLOCKS OFF STREET FOR CONCERT Brunswick Instruments Get a Splendid Display Will Cover the Metropolitan Districtfor Local Talking Machine Dealer Gives Outside Concert Victor Wholesaler-Mr. Bloat in Maine During Special Week's Drive -Arouses Interest and Gains Publicity The talking machine department of L. Bom- trade Joseph Kcrr, well known in the Victor berger & Co., Newark, N. J., recently featured Something a little different front the ordinary district, having beenfor talking machine concert was gums recently by the metropolitan the Brunswick phonograph and records during ome time with S. B. Davega.Co., andlater with the Phonograph Supply & Repair Co., of Port sin an entire week.All through the department the Eit0 Co., has become associatedwith the Henry, N.Y., which proved worth while as a Vie. Brunswick Week was emphasized and appropriate stunt. I n - sales staff of Emanuel Blont, well-known publicityandin terest-st Mutating tor wholesaler. and will confine hiseffortsto stead of the nmal mated in the store the pro- the metropolitan territory. of thin establishment obtained permis- Mr. Mont has been mewling the Simmerin Sian from the local Board of Trustees toblock Maine with hislousily, leaving New York oil a portion of the street front of their store, around an - July I.He will gel back into business harness so that those interested could gather Riddle.Mr again onSeptemberI. C. B. disturbed by vehicles. etc. Illoitt's able assistant, who looks after the trade outside of Nets York City, is now enjoying his E. M. DALLEV'S IMPORTANT POST vacation withInsfamilyinthe Great Lakes multin and is expected to return to his field of Dallcy, traveling representative of the E If. operations other Labor Day. Remington PhonographCorp.,has hem ap- pointed assistant sales manager of the Olympic Disc Record Corp.Mr. Milky begot his new AN EXAMPLE OF OUICK SERVICE ditties on the fifteenth of themonth and will Thestandard talkingMachine Co.wan devote his attention to the appointment of repre-among the Victor jobbers who were quickto sentative d' 'batons for these records. realizethatthetrade wouldrequirespecial service on Camel records immediately after the SUPPLY HOUSE PLANS EXHIBIT (1.111 of site noted tenor and made preparations Partial View of Bomberger Brunswiek Window 9.-The Faultless aecordingly. On the day Caroso's death was Evsastsurs,Ixn, August onnootaccd the Standard Co. got out a special and displays were placed io the spacious Caster Co., ofthiscity.is planning to have stock andand commodious exhibition room. displays at the Evansville Market, to be held in letterlistingthe Caruso records in immediately available and, a few days later,is- To connectupthe saleseffortswiththe this city from August 29 to September 3.This talking machine department one large front win- concern, wiliest, supplies thenosie industry to a sued to the dcakrs a special display card read- ing."Caruso's voicewillliveforever M his dow was utilized to display several Brunswick greet extent, had a very interesting exhibit at Victor reeords-Let us play a few of them formodels in very attractive nianoesIt served the recent semi-annual Furniture Market, held you to -day." to attract the attention of passers-by and helped in Chicago. materially in the closing of many sales of Bruns- wick instruments. SPECIAL MOUNTING A SUCCESS Proves One of the Desirable Features of the ARToalways Silent Motor-Tested Before Adoption Want One of the features of the motor produced by Mr. first the Silent Motor Corp., 325 Dean street, Brook- Bigger lyn, N. V., and of particular importance, is the Dealer Profits? pecial mounting of the motor's governor shalt. Itisfitted with a ball-and-socket bearing, so proper ARTo is everywhere regarded as the specialist in -producing everyBroadway thatttautomaticallyalignsitselffor "Hit" from the big productions and from the world's foremost publishers. coostrol of delivery of power from the springs ARTo is "Always first with the Hits I" to the turntable spindle. The improvement wan If it'sbigger and quicker profits you want, become known as the Head accepted by the Sibyl Motor Corp. officials and quarters for ARTo Dance and Vocal Hits. their advisory engineer, Afaximilian Weil, after ,7on:::11ItTga?; you van .. 11 site Lltr. wnllo a series of tests and was only adopted after its TolOrL"Arn7a"ta,g,;."'"" *" her merit bad been decisively proven.Charles A. In Ilse noansrn `"""m"` "I""" ""'""'" O'Malley, president of the Silent Motor Corp., write tot the tww sertnntber ...talon and tad nee. of your nearest tehntr stated that several substantial eontracts for mo- the com- 1.FNEHAL SALL'SliFFICe: tors had recently been placed with mis, and that it has found that the newly adopted THE ARTo CO. special mounting of the silent motor's governor 1650 Broadway, N. Y. City shaft had contributed in no small measure to the decision of the purchasers.

MIDDLETOWN GAINS NEW STORE Ask Your Jobber Dealers Supplied Daily kftenos.rowx, CONN., August 9.-A new music store, me ofthechainoperatedbyUnited Phonograph Stores,Ire.,will be opened here tot) about SeptemberI. The store, MIMI] will be located at 440 Main street, will lie managed by Gilson M. Hall, of this city, who is well and favorably known.

PHONOGRAPH HOSPITAL OPENS JOIII,SON CITY, N. V., Augnsi 9.-A talking ma - clone repair shop, to Le known as the "l'hono- graph Hospital," has hem opened by William P. Benitedom in the rear of the Music Shop, 237 Main street, this city.A large stock of acces. sories and parts is carried. 155 r15, MI THE TALKING MACHINE WORLD

Frank Crumit sings"Three O'Clock in the Morning," a novelty waltz songwith chimes effect, and " Moonlight," alove song. Both are bound tohave a hypnotic effect onthe pocketbooks of your customers.A-3431. Columbia Grophophono Co. NEW YORK

-1111

of the harmonic art are being taughtby music HELPS SALES IN CINCINNATI instructors, the instrontents beingsupplemented REOPENING OF FACTORIES by lectures on musical history, fundamentalhar- Success-Morris Fantle of the Chubb -Steinberg Music Shop a monics and appreciation of opera scores.In the Business Outlook Improves-Opening Campaign in Mansfield-News of Month seven schools of the systemthere arc thirty- Optimistic-W.0 Expansion-Educational purchased by the Mr. Scven machines, which were will be a decided improvement this month," which Cr.:co:Yam 0., Angust K.- With theclosing of Reports from Robert C.Clark, pupils and members of the musical dub, be said by Fantlesaid. is made up of 600 boys and girls, at acost of July, a month about which little can selling agentforIndiana, Ohio and Kentucky In addition, each than thatit. Widener between $5,000 and $6,000. local talking machine men, other far the new Granby line, which the anda for the month very school hasa complete record library had thirty-one days, the prospects people have added to the stock, have been benefit of August have taken on a muchbrighter as- favorable, according to Mr. Fantle.Mr. Clark system of exchange whereby a common point and has is provided. All indications, according to dealers, is canvassing Southern Ohio at present Supervisor pect. thelast At the head of the nwe method is a good month.Several large manufacturingclosed a number of accounts during to time ago an ofMusicR. 0. Chubb,whose success has been come,ns which closed down sonic week. world. reopenedlast week Widener. attracting notice throughout the musical the peak of "hard times" E. D. Follin, general manager of Guided by test, the work of Mrs. FrancesE. and dealers, most of whom statethat their large Inc., is making a tom of the Western storesarid gives from the work- Clerk, the regular teacher in each room and substantial business comes is expected in Cincinnati this week. the pupils regular training work,while Super- ing and middle classes, are highlyoptimistic. George H. Link, of Upper Vine street,and one and tests and as- visor Chubb from time to time checks Under the direction of J. L. Chubb of the oldest merchants in that partof the city, Chubb -Steinberg for changes inhis the results accomplished. sistant,ElySteinberg, the has recentlyletcontracts Hundreds of children have been nodethor. Music Shop, presenting a completeand unique The contracts amount to approximately selections and opened its store. oughly acquainted with classical line of Victor machines and records. $4,000. now these are as familiar tothe pupils as the doors to the Cincinnati public,in the heart of Several dance numbers composed byJustin street, early at Coney Island, popular songs of the day. the business district, on East Sixth Huber, posted fully upon the history of theworks and The opening of the store, one of arcto be re- last month. a Summer resort of Cincinnati, have an intelligent idea of the natureof the and which is, thisFall. Mr. the most elaborate in the West produced bytheVictor Co. compositions from an artistic standpoint. without a doubt, the last word inmusic shops," Huber has contracted to take hisorchestra to unit into attracted large crowds which extended Camden, N. J., as soon as thisSummer's en- Sev- DEUTSCH VISITS NEW YORK the street. blocking traffic.The Cincinnati or-gagement is completed to play sixpieces. P. L. played the new composi- chestra, engaged for the day, eral of the numbers will be his own assistan- tsecretaryofthe presented P.L.Deutsch, record selections arid each visitor was Co.,andheadof tions. Victrola Brunswick-Balke-Callender with a floral souvenir. In addition to its regular second floor the phonograph division, was 3 recentvisitor to a work department, which is one of the mostcomplete with the offi- The store fittings and decorations are the New York branch, conferring bloc and ivory prevailing.Ten Unicosales rooms for the Victrola inthis section, the ofart, themain cialsatthis office on matters pertaining to hearing rooms, including adelightful kiddies' ShillitoCo. has installedon intheEast. furniture, a man's John This ar- Brunswick phonograph business room with toys and juvenile athirty-foot Sel-rex counter. time in New rooms, floor of Mr. Deutsch spent considerable smoking room and two large drawing rangement, explains Mr. Donovan, manager York and left for Chicago afteraccomplishing air.In addi- to take care of the drop -in help give the store a distinctive the department, is several matters of importance inconnection with tion to the heaCing rooms there is a twenty-four - trade, who will not take the troubleto get on HeFall business. foot Sel-rex counter, equippedwith the Chubb the elevator and visitthe regular room. The record racks reports that the idea is surpassingall expecta- SALES & Steinberg record.o-phone.Ventilation is taken PROGRAM 'STUNT' INCREASES arc closed and dust -proof. tions. Mono's with this house for July was electricfans. The special intens- ive selling campaign, careofby thirty fair. has three stores As the result of an systemincludesmanypolychrome The E. M. Abbott Co., which which incl.,ed an ingenious "stunt,"whereby lighting harmonies with last week of lamps, the shades of which in the city, celebrated the anniversary recipientof theJulysupplement Souvenirs were every that supple- (Inc color scheme.An electric fountain, winker ofitsWalnut street branch. Olympic disc records would read blue help given to allvisitors.Mr. Abbott states he is thesales chairs and settees finished in frosted the fact that ment through from cover to cover, make the reception room attractive.Electric satisfied with business, considering of Olympic records node an advanceof nearly and window signs and two largeshow windows. so many of the people areunemployed. 100 per cent in July over the previousmonth. to keep up Word comes from Mansfield, 0., thatmusical strongly the dressing of which is changed the use Olympic records arc continuing in grow the effect andtraining in au advanced degree, through made with the current events, complete been intro-in popularity and many plans are being stamp the store as one of thefinest of its kindof the Victor talking machine, has for the Fall season which will aneynenttheir An expert repair successful in the in this part of the country. duced and it proving to be output materially. department is also a feature of the store.Mr. uhlie schools of thiscity. High, principle.. Chubb was for morn than three yearswith the phonograph department of one ofCincinnati's SOUND BOXES largest department stores.Mr. Chubb report, TONE ARMS and that the first three weeks of businesshave Come phonographs. Special designs feels highly confident Especially designed for portable tip to expectations and he He plans to go manufacture portable motorsplaying that lie will meet with success. made to order. We also guaranteed. after the better trade. Strictly high grade and fully theWidener four ten -inch records. Samples MortisFantle,managerof equipment and save you money. Grafonola store, who is among thosewho would We can better your rather not discuss the husincss earlof the month on request. that he feels certain that the ofJuly,states TRIANGLE PHONO PARTSCOMPANY coming month will be a good one."Most of one BROOKLYN, N. Y. trade in the past lean been dons with theworking 722 ATLANTIC AVENUE other TELEPHONE STERLING cane men, and withthedecidedactivityin business lately I cannot help bin feelthat there 156 THE TALKING MACHINE WORLD Am.usr 15, 1921

WORLD'S CLASSIFIED ADVERTISING CABINETS Samples belowcost. Period andupright Any member of the trade may forward to this office a "Situation" advertisement phonographs. with or without equipment; also intended for this Department to occupy space of four lines, agate measure, and it will record filingcabinets.Write for prices and be inserted free.Replies will also be forwarded without costAdditional space will rficatioNS. be at the rate of 250. per line.If bold faced type is desired the cost of same will be r9-SONE TALKING MACHINE.MFG.Co. 25c. per line.Rates for all other classes of advertising onapplication. N E Florden.41 Front Set.,

I 'and City, N. 11 RECORD SALESPEOPLE WANTED for Victrola department of a store in a town located FOR SALE inwestern Pennsylvania. Write, giving com plete account of experience and salary expected, Sonya -pro Irr.nm. Mel NtrplIta OPPORTUNITY to "Box 989," care The Talking Machine World, "1111"11'1""' Inc '111 Pirstulasscondition. Delivery have about 2,000 phonograph cabinets 373 Fourth Ave.. New York City of prOnli11.111 Takes, whichWC we 0.II.Baltimore. visitto di, pow ofeither 41 the WI -II TE or( MANAGER AND OUTSIDE SALESMEN 9sottud-proofroost's,sidesmid dine,of PLETE. Splendidpropositionfor jo, WANTED for Victrola department of a store P.I'.Class, imams's:men. 7x6e7 feel,6 or exporters. Gond opportunity for located in a small town not far from Pittsburgh. inches wishingtoenterthetalking machinei. Give complete details of experience, age, salary ithout the hurdat of mannfacturing. hlount accustomcd to earning, etc., In first letter. "Box Stirphisrecordcahinels, 7 bottomsectioos Risen Wood Working Co.. Alt. Kisco, N. Y 4 hing by 6ft.4inches, 7 top 5.99915 990," care The Talking Machine World, 373 fi. Fourth Ave.. New York City. .1 ft.longIryIS inches, 3 hip sections 4ft. long by 45 inch". MUSIC BUSINESS FOR SALE WANTED-Salesman to .11 Okch records Reply and Sonora phonographs in Wisconsin and tip- A.1. 5IAVEB. The flab, per Michigan.Yahr & Lange Drug Co., Mil- Baltimore, hid. waukee, Wis. POSITION WANTED IN NEW YORK BY EXPERIENCED RECORD AND INSTRU- STEELNEEDLES MENT SALESLADY. BEST REFERENCES. Fifteen million, Extra Loud 'tone, Sii- WANTED "BOX 992," care The Talking Machine World. perior Quality, imported from Cerinain 373 Fourth Ave., New York City. inoriginal cases, packagesof 1(8, Dealer, aid en cry ,atc to tell needles each. Will sell lots of one mil- the So-ave-tone line of talking machines. The WANTED-Man to take chirge of Talking lion and over machine with a personality. The J. K. Machine Department incityof45,000 inhabi Mohler Co., Ephrata, Pa. tants in Middle West Will pay real money for a at24eper1000needles real man.Address "Box 996," care The Talking Terms f.o. b. New York, net cash. RICHARD EULER Machine World, 373 Fourth Ave., New York FOR SALE City,givingfullparticulars about yourselfin 136 West 65th Street, COLOMBIA LIIFONOLA SHOP first letter. NOV York City 5,1 POSITION WANTED-A capablephono Telephone: Columbus 2502 graph salesman, familiar with the Columbia line, is open fora road or manager's position.Can furnishreferencesof provenabilityinboth. EXECUTIVE SALES MANAGER Address "Salesman," care The Talking Machine OPEN FOR PROPOSITION World, 373 Fourth Ave.. New York City. Tel years experience as sales manager for We 511111G 01illshirgestVictorretailestablish- BU Y POSITION WANTED-Traveling orwith inelvits,ra-a-Outs ments in this country.Is desirous of enter- O'sruminsiA st.ste. Retail Store-inside or outside position. Tcn ingafieldoffering larger scope and oppor- lam:.II 'Wpairs: years' experience, wholesale and retail, handling tunity twith demon-Arida ability to organise TSAS""enitteaNTIPMAR POOT FREE Columbia, Edison, Victor, Brunswick, etc.At and develop sales or general business along POWYS Mei 113. Na,Mn N. Glee. onsiroctise and profitablelines. present most successful crew manager in Pottle Prefer to nffiliate with sonic company operat- WEBUN'ANY-TO-11NC, organisation.Thoroughly capable holding any ing several preferablyVidor. Frccitiil calico plus;further particulars upon position, no matter how responsible.Only con. 8.5,000 Sacrifice Saleof 25,000Standard cern of highest financial standing and handling request. Ipso "Box 997," The Talking Machine World, 373 standard lines considered. State fully your propo- dealnlale-no Fourth Ave., Ncw York City. la yl0 b4 sition, compensation and machines handled, etc. ri Prefer New York City, State or Eastern term iaoow ik Br in 10.00.1 is16C.rte tory, but will consider anywhere in United Stater. ChIc5co Nzz.r',u; FOR SALE Brat.611,531 IN.,. Kt,...me,IlL Address "Box 998," rare The Talking Machine Talking Machine Cabinets-Beatrli World, 373 Fourth Ave., New York City. ful Deaign POSITION WANTED-Thoroughlyexperi- 21 'Stunt wide. 21 inches deep. .16 inches high. CABINETS cnced with all formula and the grinding, rolling Three-plymahogany veneeringwithsolid mahoganytop. Sawn -coatbuilttipfinish. Beautiful new design in mahogany. and mixing of allmaterials for records.Have Thrwply sound chamber. oak and walnut. Send for circular. had five years experience as supervisor of rec- Has three shelves and four spaces 18 inches ord manufacturing. "Box999," The Talking wide, 19 inches deep, 4 inches high. Ready Everett Hunter Mfg. Co., McHenry, III. Machine World, 373 Fourth Ave., Ness York (yrinstalling motors. City. Write today for prises A SIDE LINE WITH SUBSTANTIAL Montague Mandocharinp Company CABINETS PROFIT. Men now selling phonographs or Richmond, \'a. knuifulexcluOve WM.. Or benches will find it entirely profitable to sell our CA,, with effective born and tons modider.rev!, IncinsiallingMale.. WrIteioday. popular line of pianos and players. Fine as side line. COLLIN MIN CO.. Address Opportunity, "Box 848," care The FLORIDA hors SI. SookbeN. IL Talking Machine World. 373 Fourth Ave., New Florida all year sales agency open.Definite York City. opening for Ike business man to secure one Id Me finest and biggest nationally advertised POSITION WANTED-WhoIrsole phmorgrdpli mid plow solemn. wishos to make a clung, bas hart !nitro, Yea.. accounts in America. blest be able to invest road caperlesiceinIie inn line.millla. her gidociatc4 from $2000 up. Address P.O. Box 1421, BUSINESS OPPORTUNITY Sir Tampa, Fla. WANTED-Sslenom to sell One of moot Pal.. references9"nbi9943,P9 r Oarer le talking machine dealers and manufael YOTCity. Nis Prat..No bulky samples. Commission Pod on receipt of Ardor,. Can be handled in ,nneciion POSITION1k AATITI-.01.arounil nnO with any Um %Priseforour propositionto day. makeof mono; alertrap:1Wuf Fvearie Manufacturing Co., Payton, 0. sockroom, five Le...ss,,,,fxceirthe v,1013,in. 371 BOOTHS FOR SALE 9U71: 67; Nine slettionstrating booths, 708, to be sold POSITION WANTED-Capable mill eirargoir Neu,/ ,nil in nub lot at a price that is an absollite bar- of tivenly.four desires praiiiiin asmonitor,ifphonograph gain. Address Kay Talking Nlachine to., 47 FOR SALE deportmeoti raison -need oi ,run. FAison, Itrunrol. Chambers St., New York. iv ?rib; e fielu grnti Tr, Ott. Piano Merchonti Are you looking for now k mum ara, Ina of of od,M, IruibUng. fork rite. m Arm..',armed inrant., tool., no (n11,1i1,1i vonda THE TALKING MACHINE WORLD 157

00u74-EUR.OPEANHEADQ.UARTERt2GRESHAM BLDG.,BASINGNALL ST..E.C.LONDON W. LIONEL STUISOV, MANAGER

about a Settlement of Labor Troubles Promises Gen- seitli t ..1 the teA:lohhli that the coming se assn will certainly eclipse in eral Trade Revival-Considering Safeguardinglastedfront April 4 to July 2) and this aloneboth quality and quantitylastseason's trade. of Industries Bill-Seeking Revenue for Fed- influenced the calling off of the threatened great Safeguarding of Industries Bill eration of British Music Industries-New Lon- engineer], strike nod induced a ore reason- Mitch is expected of the Safeguarding of In- don Headquarters for Gramophone Co., Ltd.,able feeling in litany other labor secmtions where dustries bill, which, atthe moment of writing. and BritishZonophone Co.,Ltd.-Annual restlessness was apparent. By the terms of the isthe subject of close Parliamentary scrutiny Convention of Gramophone Association-New arrangement in each case there is solid ground in committee. Its anti-dumpiug clause should Portable Machine Introduced-Latest Feder. for the belief that British industries are assured prove of specialbenefitinpreventing foreign ation Report-General Trade News of Interest of a period of comparative calm for sonic years, goods coming into this market at low rates by at any rate.This will influence the rapid de-reason of depreciated exehange. One of our LospoN, EIZOLASO, .Angud 1.-A. Iread the in- velopment of trade plans long held in abeyance. greatest handicaps isthe value of the Germ, dustrial barometer it seems to me that at no time Already a decidedly optimistic atmosphere has sark at about 1 penny, against the normal I since the palmy days of 1919 has the outlook for been engendered Factorieslongheldidle hilling.The bill will tend in remedy this by a the gramophone trade been brighter than at the through lack of coal are gradually restarting and tariffleveling -upmethod and soinsurethat present moment. Itiscertainlytruein oh. the returns of unetnployment show abig de- German goods °illy come into the British market verse ratio that theBritish gramophone indus. crease week by week. on fair competitive price terms. tryiscomparatively quiet just now.Trade is Another aspect favorable to an early revival of The Federation Concerned About Revenue at its lowest ebb. Sales are few and farbe- trade is the prospect of a suceessful conclusion In this month's Journal of the Federation of tween, and speaking from the viewpoint of busi- of the negotiations now proceeding between the British Music Industriesitis stated that "The ness economy, not ma, trios, if any, arc paying British Government and the representatives of subject of permanent revenue has been engag- their way.Yet, never was a greater spirit ofSinn Fe,.A peace satisfactorytotheIrish ing the attention of the Financeve and Executive optimismapparent throughout every section of people would go far to the restoration of normal Committee. . . . The problemisone which theindustry. and withgood cause Letus trade inthat country and.ofcourse. between presses for speedy settlement"A listis given cc amine the situation.Less than three mouths Ireland and Great Britain. of the various contributions which to date total ago England was an armed camp.The forces Nearer home we find that the piano workersthe respectable figure of £2.059 13s. The Asso- by which law and order are maintained were have accepted a settlement of their troubles. Aciation of Gramophone and Musical Instrument mobilizedillfullstrength and by theirvery new agreement has been signed. the chief point Manufacturers and wholesale Dealers has.at presenceoverawedthestrongrevolutionaryof which pro, ides for wage reductions to enable £737 Sr. contributed by far the largest amount element in our midst.Very briefly, that was the manufacturers thebettertomeet competition of any other of the trade associations Even at position in which we were placed.It is not to and,itis thought. make good progress inthe that,1 believe the figure is short of expectations. be wondered at that the export tradeof this development of British piano manufacture. Anyway. itis vow stated that this Association country dropped approximately two -third.: The Front the foregoing it will be appreciated that has opened a guarantee list in respect of which figures for last June reached only .£45,000,000. the very hopeful view of the gramophone trade members subscribe to the amount of £2,000 pr gainst £136,000,000 in June, 1920. a brighter futureis reasonably justified.It annum for an agreed period of five years.The By firmness, coupled with tolerance. however. my considered opinion that gramophone sales Federation's total revenue, in the main. has been has macaged to bring will improve graduallyfront now onward and un pop. 1510 `His Master's Voice' -the trade -mark that is recognized throughout the world as the HALL -MARK OF QUALITY

ArSTRALIAt B. llorroung kCo., Ltd.,note Concenstonarlesof The Gramophone Company. Limit, 153.Pitt Street. Prone, NEW ZEALAND: Gramophontum, Ltd..119120 gtetorte Street, Wellington. Voter Copyright hone. Pert.. SOUTH MIMIC.,Darter & Bone, Post Boa 174. Capetoma; Stacked Bina. Pont Box 251, Johanne h1,111,Compailts del Grernofono. 50-68 Balmes. Nereelona. burg; Mackay Bro.. & SONInhon., Post Ilesit Durban:teenH.Ilaerhurger,PostBe, ' This intensely human pic- litoenifonteln, Frans 1.1oelleh Port Boa 10, ture stands for all that is London; B. J. Z.. & Co.. Post Box SO, Q.: SUSS., The Gramophone Co., Ltd., 45. Serape town,HandelHouse. Ktmherle,Laurenie best in music Prospect. Petrograd (Petersburg', No. I Cope. Pont Box 135, Buttoned, The Argon Co., a,Gaoaow nsky Sallahurr. t,pr,STo1;lr1,anot,,r,it,,.,.,,,,t,:L -it is the "His Master's Voice" r tsT AFRICA: Batterit Co. Lei/rens(' marque,. trade -mark, and it brings to you, The Gramophone Co.,Ltd..136Bel - ISM., SOLLANI, Muerte. Import Co..22e.Areaterd fiord,Cele..., 7, BeltLane. ForL no matter where you are, the 1.111,n.7 Veerkede, The Begs.. very best music of every kind, (SALT.A. Bowl & Co., VIA Grebe 2. !Ulan. Era PT (Mao for th gouda..Gram., and the sung and played by the world's Ottoman KFr. Vogel, Post Sox 414 greatest artists-the greatestGreat Britain: Alexandria. singers, pianists, violinists, or- chestras and bands-all enshrined in the unequalled "His The GramophoneCompany, Ltd. Master's Voice" records HAYES MIDDLESEX ENGLAND 158 THE TALKING MACHINE WORLD YE "POPULAR" RECORDS Double-Stded Superb Needle Cut "10 Inch" "Calera," LONDON'S LEADING VALUE!!! POINTS We can give customers their own design label for large parcels or deal QUOTATIONS with any proposition for supplying rriaater records, material or plant.

LOWEST in ENGLAND Repertoire Appros 3,000 Titles-Covering

Superb Selection. Bands and arch

FOR "HIGH GRADE PRODUCTS" Lightning Sbipment 5,000 Lola and up "Your Selection" or e Sample 1,000, Racking by Esperis made np 55115 "One Example" Irons Catalogued PotrIngs to-t- Rock Quotations "Always" - P.aB. London We attend to all Insurance. "II Requested'. Addres: SOUND RECORDING CO., LW. CABLES "Grarnmavox" to Bayer. /1! EXPORT DEPT. IN -lo Swattoss Street London One Shipping Service, lisle Side FREE

Piccadilly, London, England "QUOTATIONS CABLED FREE" Correspondence invited-any language

FROM OUR LONDON HEADQUARTERS-(Continued from page 157) The publication of regular monthly stalisli of imports, exports and re-eaports, initiatedy suits,: tilledby manolaeturvrs auntwholesalers. and records.Alfred Clarke, m caging director, It is to the hrge army of dealers that a special this Association for the benefit of its member. presided. Considerableinterestand pleasure has been adopted by oilier branches of the music appeal is made, and as a startitis announced were cansed by the presence of Francis Barrand,trade, and the whole of this work is now co- that the Gramophone Dealers' Association will to whose brush is due Ilse world -famed pichge ordinated under the auspices of theFederali contribute 2s. bd. per member till its 'membership trade -mark of "Ilis Master's Voice." reaches 250 and Si of British Music Industries.This Associatio per member from 251lip - The Association Convention wards.Without additional resewur itis urged however, continues to provide the official figures that the Federation's rate of progress most he The annual general meeting of the Association relative to the sections of special interest to it substantially retarded. of Gramophone and Musical Instrument Manu- asociates. facturers and Wholesale Dealers Was held re- "His Master's Voice" New London Headquarters The fullest possible measure of sopportIr The most op -to -date business Ionise in Lou cently at the offices of the Federation of Brit- been accorded to the Federahon of British Alte ish Afusic Industries. W. Manson (Gramophone sic don, at least so far as applies to the gramo- Industries.with which the Association i phone trade, was opened by Sir Edward Elgai Co.,Llel.),president.inthechair. The no - affiliated. and the work of this most desirahl counts, presented by W. B.Beare,treasurer, on July 2a Thee ew budding occupies a proms and necessary centraltrade organisation I, nen! position on Oxford street, env' of the chiefshowed a balance in hand of £155 10s. 2d. been contralto*ed to and closely followed in lb centers of the West End.Itis the new head- The report of the secretary (C. E. Timms) interests of members by the delegates appoints quarters of the Gramophone Co Ltd.. and therecorded Iliac "Although no trade question ofand who comprise:H. J. Cullum, M.B.E.; He an epochal character has transpired during the British Zonophone Co., Ltd.In celebration of beetW. Dawkins. A.J.Mason, W.Al Anson the event a luncheon was given to a represemtn. third year of Ilte Association's existenceithas Frank Samuel, Louis Sterling and the ,ccretar livegatheringofcloisientmitsicians and thebe. a -period of progress and of constant ac- The following officers were elected for Ilic e press. tivity in the interests of members. Nine addi- suingyear: President,Al. F. Cooksey . tional houses have been elected to membership ( The building has been planned inna scientific Thibooville-Lanny AtCo.); vice-president, Loin basis so as adequately to provide for thy litany during the veal.General committee meetingsSterling(Columbia Graphophone have been held as frequently as necessary and Co.,Ltd sections of such a east and intricate organiza. honorary treasurer, W. B. Beare (Beare & Son). tiou as the "His Master's Voice"One of the have been well attended by both London and The retiring members of the general contnsi provincial members. many unique features is a school for shop as. Among the more impor-tee comprised. in the Gramophone Section, 1-1 SIS12111n. For this 'Impose a model shop liar tant matters claimiug attention were'.ImportCullum, J. E Hough and E. C. Paskell, and in been installed, areplicaiuminiature ofthe duty on musical installments aunt parts, customs thy Musical Instrument Section. Geoffrey Hawk drawback on re-exports, imports from Germany, s realsalesfloor, where theassistantswillre- and A. G.Houghton. There being no oth r hearse all the ditties that willlietheirs inthe trade conditions in Germany, railway rates andnominations. and these gentlemen being willing conditions,fraudulentadvertisingof handling and selling of gramophones .d records gramo- toe again,they were phones and other musical instruments. unanimouslyr- to the public.The "Hi. blaster's Voi«" dialers elected.The Council of the Association for tie will he sending their assistants to Oxford street, I where vowels free tuition will be given them by experienced men in the bourn:mg of all kinds of customers, attractive whitlow dressiog, salys matsship. etc In other words. the *tipsiness stu- BRITAIN'S BEST dentswillreceivea super -coachingthatwill equip them to grapple im a suoessfid unomer with all aspects of retail trading. Gramophone Needle "PERFECT (Guaranteed made front nigh Carbon Steel) Really sound -proof audition rooms have been installed. The main sales floor is divided into IS MADE BY two dvpartments, nue for machines. the other POINTS" for records, and eachis mbdivided into sepa roc sections and audition rooms The build- W. R. STEEL, of REDDITCH, ingcontainsahoat a mileoffloorspare. Head Office and Works-QUEEN ST. Throughout it is beantifully fitted no. most it'll, lically decorated, the cardinal colors Imitig gold and ivory. Scientificallypointed,Hardened and Tem- The most striking electrically illitiniitated sign pered on the latest up-to-date machinery and yet seen to London. oecopying some 1,500 square plant by skilled craftsmen only. Res will adorn the exterior of the building. The Ago consists of a human fignre placing a rec- ord 41 position na gramophone with revolving RESULT: turntable 2110cleverrepresentationofmanic rotes issuing from the sound chamber. The A FIRST QUALITY NEEDLE far aheadof world-reitowned trade -mark.with "Nipper" anything of pre-war quality Very mock alive and the nantes of some of the INQUIRIES SOLICITED principal H. M. V. artists, will form part of this arresting pictorial sign. II Spacial Quottione for Quentitie The occasion of the opritiog was marked by some itite.sting speeches.iu which full eredc was given to th* womidyrful iii-VelOpInentisf Manufacturer of all Kindsof Sewing Needles company and the entertaining and instruction:a: value of the "His Master's Voice" instruments 159 THE TALKING MACHINEWORLD - -- -

CABLE "PHONOKINO. LONDON' EDISON BELL VALUE FOR MONEYPRODUCED IN GREAT BRITAIN NEEDLE CUT ARE THE GREATEST DOUBLE SIDED TEN INCH PLAY ON ALL GRAMOPHONES Instrumentalists, Orchestras and Bands by the Premier Artistes, Catalogue contains 4000 Titles of the British Empire

INNTED TO COMMUNICATE WITH, DEALERS PREPARED TO DO BUSINESS ARE 62 Glengall Road,London, S. E. 15, England Proprietors sad Mawfacwen,J. E. HOUGH, Ltd., from page 158) FROM OUR LONDONHEADQUARTERS-(Continued Gramophone Section-H. Year cmprises:o linagine, this roust imply an ex- M.B.E. (Per..., Ltd.); 3. 1). Slough fashionable Spa conversely, w tiesed by char -a -banes to the tension of thee trade of the gramophonein the (J. E. Hough, Ltd.); A. J. Mason(Aeolian Co, Thanks to an early Trading Co.);town of Tunbridge Wells. States." Ltd.); Geo. Murdoch (Murdoch start, the trap was accomplishedin record style. Sensation Ltd.); E. C. Pas- inthere- The Jolly -Woggle Gramophone W. Manson (Gramophone Co., A sobstantial luncheon was served A new race game which bids fair tobecome a Musical Instrument Sec- 3.E. Hough, "On kell (Colmore Depot). nowned Pump room, after which serious rival to themorc speculative game. BlaffileY (Mousey & Co.); Herbertreceived with a round of affectionateapplause, sensation among & Co.,Ltd.); his happy the Turf," is creating quite a W. Dawkins (Thos. Dawkins A.G. addressed some kindly remarks to gramophonists and their friends.It has been Geoffrey Hawke, (Hawkes &Sou); Cheers greeted his well -meritedtribute to This race game is Birmingham); staff. his cos- christened "Jolly -Woggle." Houghton (Houghton & Sons, Charles Lawreen, the malt who. as was of a metal disc Ltd.). shoulders all arrange'an ingenious device consisting Frank Samuel (Barnett Samuel & Sons, t., had taken upon his "course"is Brief Paragraphs of Interest successful outing. with raised studs over which the maker, who. mants for what proved a very placed. As it revolves on the turntablethe race Jack Charman, the veteran record The afternoon was given over tovarious sports. loadedcelluloidfigures militaryservice andother circum- time a start was startsbetweenfour owing to records for some Tea then followed, and in due capers and antics causeconsiderable stances, has not been heard on made for home, a pleasant runin the cool of whose 22 through the culmination of one of The inventor, T. McClelland, years, has made his reappearance the evening being a fitting amusement. me that the niediont of Winner Co. recordsand will once by the Edison City Road, London, E. C., informs if not the best outings experienced theJolly -Woggle are for snore delight a big public. of years. American rightsof issued a new Bell employes over a number judging by the "His Masters Voice" Co. has New Compactophone Model sale. It'sa good proposition, itemizing all enormous sales reached on thisside. edition of its main record catalog, The Stem° Mfg. Co. announcesthe introduc- The range of His Record records listed to May 31 last No. 4.It is quite Chief of Boy Scouts Makes Winnercounted to the under various tion of Compactophone model A great achievement may be Master's Voice music, indexed unique among portables, theconstruction being Co. in securing a pages) credit of the Winner Record captions, covers close upon 300 in principle. T. Co., Ltd., infact altogether different brings into playrecord of General SirRobert Baden Powell, Another issue by the Gramophone action of opening automatically Boy Scout of surpassing ex- and sound -reflectingfounder and chief of the world-wide is a new instrument catalog its combination tone a A few appropriate remarkswere and style of apparaturm sdisappears into the movement. cellence in the matter of production chamber, which Un- firstly recorded by Sir Robert, who wasfollowed All models are featured andinterestingly closing the lid. es gel -rep. body of the machine upon by a pack of wolf cubs withyells and cri der test against a largeexterior -horn machine, boys had fin- described. Needle Compaclophone was, if pertinent to the craft. When the The Double CP' Perpetual to my surprise this new remainder of the quite differ - anything, louder in tone and ofbright and pleas- ished, their chief utilized themewling of the In the above we have something record for explanations of tile of so-called permanent It is equipped with a com- and closed what nottothe usual style ing musical quality. "tagged" en- boys' somewhat uncanny howls, The Double 0 is of unique construc- in record. The com- needles. partment for twelve records to pull not all proved to be a very fine scoot isfor use on ordinary gramophones,velope, so that it is unnecessary of these records. and tion.It holder are entirely It weighspany plans to issue a series but the wirc and the wire the records to fiod anyparticular one. ready. A world demand somewhat larger some, I believe, arc now The wire holder fits into theabout 12,/, pounds, a., though Witmer discs open up a separate things. this is attached portthle, Compacto- is anticipated and these stylus bar in the natal way. To in sine than the ordinary dealers. cylinder through which its namc. A goodbig field of sales fir all oversca a screw -capped barrel or phone No. 4 does not belie Industries Rigidity is secured by screw- here are taking Federation of British Music the wire passes. sound proposition which dealers The Federation reports thatits campaign for of special cutters quantities. ing up the over -cap. By moans to rep in satisfactory newspaper propaganda ismaking steady prog- Isupplied with outfit) the wireis then cut Changes Hands articles for the pro- A Eonophone PastorshipSupply Co., this city,ress as regards propaganda The Wholesale Musical The scheme came into operation necessary length. volume falls atrifle gramophone sideofits vincial press. As may be imagined, the has relinquished the At the outset the articles were steel needle, though Its large stock of Zonophosiegoods last October. by editors of short of that by the ordinary One length of business. looked upon with some suspicion the tone quality is quitegood. has been taken over bythe Johnson Talking three months the and the makers fur- of Loudon, Liverpool and provincial journals. but after wire will play fifty records, Machine Co.,Ltd., Weekly Seotm;n agreed topublish an article of wire supplied Manchester, who have beetsofficially appointed suit at short ther claim that the full quantity machines and each week. Other papers followed is sufficient for I2,000 tunes. factors of the British 2onophone intervals, and at the present moment.after six Export Credit Guarantee records.Congratulations) months' effort, the articles arebeing published British traders of the Victor Co. in about twenty Through the Board of Trade, London Comment on Reportannual report of the either regularly or occasionally a limited guarantee on In commenting upon the can now arrange for of goods to most the Cond. Finan- provincial journals. drafts drawn against shipment Victor Talking Machine Co., Empire and to certain Etiro- follows: "The re- parts of the British cial Times writes (in part) as better-make it The guarantee ..p be given Machine Co. for 19313 Don't wait (or business to get port of the Victor Talking 111, pean countries. bill prosperity, despite het; iii, rli lip to 85 per cent ofthe total amount of the points to a position of great The Export Credits which has affected drawn against shipment. depression in each the ccial This will be good -Grand Department will decide the proportion practically everyevery country. Horn, Hornless and Table insist opon in the gramophone con: ease. The Government does not news to shareholders security being put up by theimporter, as for is now controlled 1 GRAMOPHONES pony here, as that concern r OR certain reasons this did notfind ready accept- of the two under submitted to lieu the Victor and the fortunes - All applications toast he takings will naturally, to alarge extent, rise ance. exporter's hank and EXPORT Board of Trade through the Reference is made by the Vic,: Neu. 5.1. Ysue liewlremeau recommendation. fall together. acquired interest in 1, Elizabeth Plae accompanied by the banker's President to the recently REX GRAMOPHONE CO. 2E.C. 5, England Winner Staff Outing toTunbridge Wells British hosinc., and he pointsout that the asso- Rivingtoss Street, LONDON, place on June 25. This year's bean -feast took ciation will help to insureworld-wide distribution C.64. record staff and corporation, and when the whole of the lVinner fur the goods of the American E. Hough. Ltd., jour - all others of the firm of J. THE TALKING MACHINE WORLD Annus,- IS, 1921

LATEST PATENTS RELATING TOTALKINGMAOltirFlicoRDs went of the wand bog carrying lever: Fig. 10 it has been found impossible to coninktclY re WAnIliNnton, I). Cs.,Angusst 7.-Phonographic is a detail perspective view of a contact nieuiller cord certain lengthy ...sisal eonmsisitions owing Reproducer.Henry II. Stromlwrg, Chicago, Ill. which foram a portion of the repeating device; to the tam that records of sofficiem size cantiol Patent No. 1,3714.144. Fig. 11isa longitudinal welkin through said he made wills practicability.Such compositions The principal object of this iiivention resides contact member. have therefore been revised and charged to adapt Charles Hansen. San Jose, Cat. inthe provision of a phonographic reproducerthem for reproilnetion on talking ...chilies. and Phonograph. tibial carries inits casing a needle magazinefor this reason the value of the record. especially Patent No. 1,379.3314. for storing a quantity of reproducer needles. It is the object of this invention to provide a le sunhats of music, has been greatly depre imachine of a character in which the recording A farther object costsisis in providing meth TO overcoat.: this objection, the present ciated. or reproducing mechanism is embodied inone anisin in connection with the needle magazine invention has been designed and contemplates whereby an ample supply of reproducer needles simple struciare positioned over Ilse record-that preferably the provision of a plurality of records the rite magazine at one loading is,int whichthe one moisture entbodies may be stored in Ili novelcease ructionnloinited Nilo. a ...Ire' It and whereby the needles are availably for itse,in such a manner as to permit of the reproduc- and reproducer. conveyor and distributor. one al a time, as occasion deniands. tion of each record in succession. whereby any is a further object of the invention to provide strlicture of the character indicated that can Another objectresidesitsthe provisioofxlusfeal Conlynnition may he played inits en- he readily adapted for use cm any type of rec- a bracket to he used in c -ction with the im-tirety proved reproducer whereby the operation of dis- The ivention further coatensplales the utiliza ord,thatwill be emmoinical to nmufacture. charging used needles and afti.xing new needles lion and saving of space by providing a mandrel durable. simple in structure and mode of opera- inits practical application, is greatly facilitated. of hollow comment -no. to enable the lllllnoting tion. highly efficient a portion ofIlie of the driving meal's, including a motor tbercia and that will more equally distribute sound Ibnt FemmeIisa top planof those forms requiring the use of a horn. inside of a phonograph cabinet shorting a tont.and means for removing the mandrel from the istramiou permits thenn- of a Figure 1 is a side elevation of a plormograph table mid a tone arm iu connection with whichmisig.This parsbeingbroken large capacity.fly this con- embodying theMveation, the improved reproducer and bracket oi the in. motor of relative ele- striwtion the mandrels niay be employed as tiles away; Fig. 2 isa perspectiveVO CM' of the ventiou is illimmated; Figs. 2 and 3 arc ride and mestal stenciller embodying the siniplesi(Orin front elevations, respectively, of the iinproved or holdersfor records while not being used. of of the Savention; Fig. 3 is a perspective view of reproducer of the inveution shown iNitsco- Inie to the relatively great diameter arid s thr mandrels. they also act as a flywheelforize the another elemental structure cuss bodying a more operating relation to the bracket; Fig. 4 is a side advanced form of the invention; Fig. 4 is a per- motor. elevation of thereproducer illustratedinthe spective view of another elementalstructure position in which itis preferably disposed When .9nutlicr object is the pru,i,10n of a moor which may be used to operate any immdrel se embodying astill more advanced form of the reproducer needles arebeing bailedtherein; of the lemed. To this end a molar linaseil in a minable invention;Fig.5is adetail elevation Fig. S isanclargeolverticalcross-section inanin- isarrangedto he detachably scuffed catch used for holding the device through the improved reproducer; Fig.I.isa casing operative position; Fig. 6 is a top plan view of within a mandrel. verticalsectiontaken online 6-6 ofFig. 5 .sfarther objectisto providea means for 1001Chlg in the direction indicated by the arrows;ideatifying the record mounted mum the man- Fig. 7 is a fragmentary enlarged sectional detail drel, and to this gad a suitable nodes is carried by Om xiachnie cabinet and has associated theiv with an index (sager exit:intim; frost the somid box carrying lever so that the latter may with facility be adjusted to a position to play any desired record of the series mooniest upon the mandrel. A stillfurther object is the provision of an adjustable automatic repeat device of novel con- struction carried by the cabinet and arrangedin the path of movement of the sound box carrying lever and actuated. by contact therewith, to lift Ile smiled box from engagement with the record the structure embodying an advanced form of groove, return the same the width of thc record a side elevation of the of the reproducer casing and acidic magazine. the invention; Fig. 7 is illustrating a meats which isprovidedinthe joist played and then lower said sound box into device shown in Fig. 6; Fig. 8 is a front elevation of the sante; lug. 9 is an enlarged detail -show- easing whereby the sharpened points of the re. emitact with said record. vertical longitudinal sectional inane.'against damage FigureIis img the needle mounting. producer aced]. are View taken through the talking machine cabinet; Talking Machine. Eldridge R. Johnson, ?steno.. while they are stored inthe magazine; Fig. 8 Fig. 2isa fragmentary detail section of the Pa., assignor to the Victor Talking Machine Co.. is an isolated side elevation of the magazine disc frame on the line 2-2 of Fig.I;Fig. 2a is a Camden, N. J.Patent No 1,379,345. fr. %%%% ing a part of the improved reproducer of the detail view of the frame in the plane of Pig. 2; Otte object ofIris invention is to provide au ievention, and Fig is an isolated side eleva a fragmentary longittidisal section of part of the Pig. 3is improved collapsible talking machine, and more of the index plate forniiiig a the mandrel with a plurality of records thereon; specifically an improved collapsible talking ma- improved reproducer of the invention. Fig. 4 is a fragmentary section on the line 4-4 chine iacInding a cabinet and sound -reproducing Thor Raje, Los Angeles, Talking Machine. of Pig. I; Fig 5 is a fragmentary top view show - means enclosedthereininwhichthesound- Cal. Patent No. 1.378.133 Miss the means for identifying the several records reproduciag 1111,1111 includes a rotary record sup- This invention relates to talking machines and port which is arranged to be moved from ao in- the primary object thereof is to provide a multi- operative position, in which it is entirely enclosed ple record machine arranged to play records of by the cabinet, to an operative position, in which substantially large diameter and to supporta itprojects outwardly front and is only partly plurality of such records in position for sneers- enclosed by the cabinet. sive use. Another object of Ibis invention is to provide Another object in to provide a multiplerecord an improved talking ntachie including a cabi- talking machine arranged to support a plurality 01111111131 !ILL.' enclosed 7=,..11117.7. net and sound -reproducingmeans of large annular records in operative position thereby and inwhichthesound -reproducing without substantially increasing rtes of the Ili oonn red upon the inadrel;Fig. 6 isafragmeans includes a record support movable from machine over the sizes of machines in general in in position to an operative position, use with office types of records. ineatary side elevation of the automatic repeat- to pro-ing device employed in emillectiOn with the in-as the result of the movement of a closure form- A further object of this invention is ing a part of the cabinet. vide a machine capable of playing a series ofventMos; Fig. 7 is a view similar to Fig. 6, show- position after the Other objects of this in arc to provide records selectively, ouc at a time, in sneCeSciveing the repealing devicein in a talking machine improved sound -amplifying order, and capable. further, of repeating ase. tC,mud box carrying lever has been retnnicd to the beginning of the record: Fig 8 is a section uteans; to provide an improved arrangeinem for leeted record at the option of Ike operator. a disc record support as well as other intprove .N further object is to provide means for rein she hue 14-8 of Fig. 0, showing the repeating meats. Jeriag lengthy musical compositions which can- dry i in the positioat just previous to the c In the acCollipanying drawings Figure 1 isa not usually Ire rendered on other types of eratactceon. of the sound box carrying lever therewith; Pig. 9 is a view similar to Fig. 8, Ind showing fragmentary front elevation of a talking machine chines. Ile position of the parts during the return move. constructed inaccordance with this invention. Intalkingmachines of known construction sum, 15, 1921 THE TALKING MACHINE WORLD 161 LATEST PATENTS RELATING TO TALKING MACHINES AND RECORDS --(Continuedfrom page 160) the parts thereof being shown as when in opera-tones are more nearly like tion;Fig.2,avertical central the original tones both the sound wave: section of the front which the records arc made. nating from theis same; Fig.3,a Deep bass strum.. as well as thoseema from the soloist are vertical central section of the tones arc reproduced which in the ordinary . re- to be collected by a horn or resonator apparatus producer are entirely lost. simse-4 comenon to both, as generally carried ant, that le the drawings forming pert of this aPPlicii- the instruments must be located at hoe. Fig.Iisa plan view of the reproducer; a limited ; distance from one pornon of the horn and Mai Fig. 2 is ass end elevation thereof, lookingat the an artist or artists must remit( the selectioe 1.1t front or diaphragm end, these figures showing the device in a size suitable for actual practice; practically into the re., of the said horn. In accordance with the present inveetion, the Fig. 3 is a longitnelinal sectional view, taken on vocal or other selection is rendered substantially as heretofore by the soloist in close proximity to the mouth of a horn, hot the jennies.ts are located at an appreciable distance from their sanee showing the parts as in inoperativ condi- collecting instrumentality and from theartist tion; and Fig, 4 and 5 arc perspective views of or artists, who may be, preferably, also acmes.. parts of the same. catty, insulated therefrom.Moreover, the sound Phonograph Reproducer. Charley M. Crossno, emanating from the instruments is not received Sallisaw, Oklahoma.Patent No. 1,370335. directly by the mouth of a horn; but the co This invention has for its object to provide an biped sound waves therefrom are to be received improved reproducer for phonographs embody-the hoe 3-i of Fig I, showing the parts on an enlarged scale; Fig. 4 is by an electrical transmitting instrument to affect ing two opposed diaphragms having a common a cross sectional view same, the impulses thereof amplified, and then and outlet connected with the space at either taken on the line 4-4 of Fig 3;Fig. 5is an directed to the recording apparatus. elevation of the inner or core member, a. Fig. In this man- side of and between the two diaphragms, where- ner no excessive strainis put upon the trans- by the seamed produced is materially amplified. isa diagrammatic view of the form of repro- ducers heretofore used. mitter men,er, which need only faintly transmit Another object is the provision of a phono- the sound waves, the location being such that a graph reproducer ofthis character by which Method of Regulating Sound -Box Reproduc-not too strong action is produced thereon from tion. Emil Greenfeldt, Cleveland. 0. Patent No. the parts are constructed and assembled in such the instruments, the transmitter for this purpose 15,114. (Reissued.) manner as to render the diaphragms and other being preferably located at atappreciable di.- interior parts conveniently accessible for repair This invention relates to 311 improved methodtanee therefrom --for example, from ten feet to and adjustment. for regulating the operation of a sound box or thirty-five feet away.This allows for the repro Another objectisthe provision of a doublereproducer for a phonograph or like inserunient. deletion of the renditions of a The object the full symphony diaphragm structure for phonograph reproducers of inventionisto provide a method whereby the orchestra, as comparatively weak impulses thus in which the respective diaphragms are of dif- operator. Merely by en- reproduced by the transmitter are properly am- ferent thicknesses, thereby modifying the tone gaging resiliently the needle arm of a sound box plified by a thermion, amplifier of audio fee - with a regulating mass and moving the same to produced by the respective diaphragms and en- gamey, whereupon impulses ofsufficientin- hancing the tone produced by the instrument. and fro therealong between thy points of con- tensity arc provided and are caused to affect nection of said needle arm with the diaphragm Figure Irepresents aside elevationofthe therecording mechanismsimuleaneously with improved reproducer applied to the tone arm of and the sound -box frame, isable to yieldably the impulses received through the horn from a regulate the essential enaction of the parts tosong of asinger or from musical instruments obtain the reprodnetive effect desired. to be accompaeicd. A conductor may be so FigureIiSa perspective ViCW of a sund box positioned as to view botli the orchestra and the for a phonograph or like instresment ton which is soloist; and the individual instruments compos applieda regulator embodying the invention; ing the orchestra are, of course, to be arranged Gig. 2 is a side elevation of the regulator; Fig. 3 at distances best suited to the reproduction, being is a longitudinal sectional view of the regulator; so located also with reference to the transmitter as in provide for the proper intensity of the transmitted impulses.The entire recording may be conducted in a phonograph; Fig. 2 represents a transverse a room suitably constructed sectional view therethrough, and Fig. 3 rep', and acoustically arranged for that purpose and in which there may be provided a partition or scutsa transverse sectional view on theline 3-3 of Fig. 2. separating wall to acoustically insulate the solo- ist as well as the recording mechanism from the ReproducerforPhonographs. Charles G. Pig. 4is a Immitudinal vertical section ill.- direct client of the instruments, thereby individ- Hensley, Brooklyn, N. Y.Patent No. 1.379.407. ..ming a regulator embodying the invention beet ualizingthese- This inventionrelatesto a reproduceror of slightly different font, Fig. 5is a view on lection. Thus sound box forallfortesof talking machinesthe line 5-5 of Fig 4. wherein sound waves arc reproduced from a the recording record. Method of Recording Sound Wet. H. Bristol, meeleantsre may Waterbury, Conn.Patent No. 1,3841Msl. be installed in a Some of the advantages flossing from the in- The invention relates to a method of and ap- vention are as follows:klellow, as distinguished convenient !ma - front parales for effecting a record of a vocal or in- lion and prefer- harsh, metallictones, staybe obtained. strnmental selectionwithsuitable accompani- ably insuch a The enunciation is perfect, or nearly so. The ment. tones are sustained. Heretofore, it has been the practice to manner that Overtones or harmonics collectthe soiled waves emanating both from are obtained.Coelho in tones both the soloist islacking.A the soloist and the accompanying nutriment or and the orchestra shall beisible to the con. band piece of any number of instreeneeets, or a instretments by means of 3 horn or horns and,doctor chorus of many voices, may be reproduced with- through the vibration of a diaphragm. to affect The accompanying drawn g out conflict of tones. and 011C tone, voice o illustrates,dia- an acoustically actuated sensitive cutting mem- grammatically, Chic general arranttentent and ap struneenttiers not decrease or drown orutaother, bcr which is designed to engage a surface of'saran. employed inearryi mgoutthenovel as they are reproduced like the original plastic material to make the original record from method of effecting a record of a selection with rendition. The accompaniments arc brought net which in turn is glade a sellable master in well- to the proper degree. accompaniment. The tones get out of the known stunner.It has been found, however, phonograph better, eliminating the muffled effect. that in thus producing a record with accompani Harry Dilts, manager of the St. When the device is made of wood the needle Paul Hotel, most that the latter sellers, he that itis difficult has been appointed liv Kirbytk HOW, Bruen. scratch is reduced or made less offensive.All to faithfully reproduce else different instrements. nick dealers of e ' t Piano accompaniments have been especially diffi- them at thatp' cult to reproduce satisfactorily. The present invention has forits object to effect a more natoral record of the music of an LESLEY'S REPAIRS accompanying orchestra.piano, organ or the PATCHING VARNISH like; and particularly to allow for the recording drier in 10 seconds, flows without showing she lap. of a greater number of instruments than hasWith it damaged vasnish can be repaired invisibly iL"...,'..Tclei%.tpli°,1k.".:1`k:.':..nt;; and permanenely.Complete Repair Oulfit.S1 SC; beets heretofore practical.In carrying out the I quer, 4110; Ipint, 41.00. REPAIR PARTS FOR ALL MACHINES improved method it is also fonnd that with vocal selemions perfect artienlation is maintained, the LESLEY'S CHEMICAL CO., MFR. recording being effected in the usual manner cs IOU. New Jersey Street, Indianapolis, Ind ANDREW H. DODIN transformationsimpairthe 28 Sixth A reproduction, and DISTRIBUTORS New York that the instrumental accompaniment is, further- MOONEVAIUELLERWARD CO. IndinniondIA Ind. TELEPHONE..., list EALDWINAIILLER CO. Indinn....16, Ind. more, faithfully rendered and may behadat the 50005A DISTRIOUTRIC CO. On,. Tn... desired intensity.It will be appreciated, where LANSING SALES CO. Senon It, NU" 162 THE TALKING MACHINE WORLD AUGUST IS, 1921

September, 1921 Ivanc"iRECORD BULLETINS a 1171,11 Villa,. Lel.In Imv:Scnde a 11.1e Gift of Roam (ChAe Iton COLUMBIA GRAPHOPHONE CO. an Lpsror. 1003 Sletly.111::11.11.e 10p. Air°51..51.sorn.L(ser 10 14215 Jane (Flecaritt1;,'Vroo_oe,h, 'A. SYMPHONY RECORDS Cotten.Erin 10 A3410 LIfe. Rail., .7.,_!11,,eami-.B.l.tionit,:slo.5... 74697 Dem Carlos2-4;n1..7.e. nom: Iit Al,'!Yn_u_ Combo 412M.,1dolirola (S.dine Moran. 10 Ti,,r Supreme, 12 al The Name ul 21.11 19 Se St?..1-'840917.s:"VS .1.askera GAL11 Co.,,. Smtant,/n 11,011, ..... 1., Sninnar..11:1a.-Son 21 am (Wletk Mex.= 14,16 Mesh... lagrin 7701v Mighty lab'a Roots -Somme oy IC 10 God 23704 There's SunlIgke YourEyee-I.Tone Soles rp=: and Gnlarl Smitht-OrM 64975 Sa1n,...01.atta twataas, (San. Llama,ILon for 10 ';',7,:.1,)`'`1 a .11410 Where lite Lazy Ilitsid/ppf notrAeQyi.olr.e.10.1,n,t, '1"' 10 0 llettoze, l'i0001.11. r1411'. ILod My Ilnort . 1'w -Violin SoKh 175,., AeMmpantrpant by Sans Ciletainoll) Nightmare Illucs (flehid.11111eir!;:441'."Iel2.1.41 12 Io 1 MUSICAL COMEDY 1.1411(''.1=S°..."'" Adddd 67190:44SGon"(;::',"'Air41"A':..7".';i'Pl"."'''''''''''.4."1:.171,4"rnr,u,s*::::: 10 1"" 5,l 206"4TIorplea1Da-e4t1. he I.I0A.1 "15%11O7 (Dunn.ArteridgeStratt.)rch. and. Froneldni 10 64912 L eo ,e Glei"L A.B. Light Opera Company 10 43424(3,)lelah Waikewola74.4!) Veariing jr,he, 4.4 kracl 19 Selections Dom "Two UrileGirls In Blue. of 1WhoL Who With You. Oh, Mel Oh. My'. :11""keeidaL.Fidli: 'Bole.. Down RI:1133ton d 10 74696 A Dee,,, 01)r: rni).°A 19.0)..Lisd 12 Dolly) (Tomato -Lon ran). b* the Aeolian OrchestraII ilI°L11 411:: 746. JuliusI teS0e-AMOnre ./.1111. N 10. .0.4 Roes -Fiddle Vol.. I/ DANCE SELECTIONS 74700 Jelin* C.1.11-Amoni Orarom. Part 11,10 Allhy II,,,, NO1'11LTY RECORDS /Bald swore 1, Ti, S 111:he 0 E.7160 Pelt. Peel...... 0.4101adAWdulTInd Orebro. 10 Toseanme 11 La Scam 0.1 ...... 01, M, tll.s. MeM (Con.), /4695 Dam... of Paust.-141kOosy Donganan blari,h; The ',wort Seer, id. hcora 10 1.."'"4" p44""drien4ra/R.:r4t.Ittd,nd o II ;7.;1' AJ/31 wna Animal Calls-Ile, Old LiottA, NM; !I% AVZ1.12;..'7-Wk,',=;L nn l0 Maz Daeo OsehcOro 10 Wild Animal talls-TheKlrun'tin'4171.14:11.1 BRUNSWICKRECORDS Canadian Cho. (Chandlo-Whitc talent -1m. 10 reel Sclvin, Dante Orthettra A1431 Three *Clock In the hlorstIng-Tenor 309II Ave Mari. (bachGouned)-Soprano o*Lam, 14219 ',BA, (from "Snapshot. of 1921")(Mitchell and ma*. nob Brooke(-Fedtrot..Leroy Smith. Dance Or. 10 Van1 tramli 10 Homage !lasted! and M.1{0011 Love W.11 Find a Way (Intro:riF11.0 Mos. aIJJJgr,."11121AhOrl'I'f414y!'4' OW10 Telma.IN Proem. ilon. aby Home in from -Shoffle Alone")IS,stle A Illate)-Foz. I'MPeuredeal-Att IL Scenel(Verdil- trot led, Smith'. Dance th.hettro In d.g4);14%1Cdser:"DreC11."'nd'r_....',..'"; 114.114., en *lion, with o00....GB109* ".... 1401. Fory Girlie Want, d Ile a 9,11, (1,, "S.., " 29 Traimeri(Revere)(Sehnmann)-1 talitlzIo.1..w. Mots of 1921") (Fe2MIO)Fe. idt Oreb."Agenmo. 10 psamforle * Predate* Pa..* Vold,' S. S. Ord...II 43212 10040 Dreams of Long Ago (Catrolheoodw-lonot tin12,olinelota Bloc., Demo*sem NI2 V.2:11; C114;14..111eClads r 10 Uncial(11,e1rN,,,,,.1)-1,02 Leo'. Held pen . aRally'sriands-Ilarienne mfd 13025 hire ;r7:6-Tener ;Mb meltsart'. d".154-14."'" in Tenor Duet ReaseksMelloe 10 kW Theo Katie 14221 A PM; in Love 1'.1.tost.'14.15hr'1..... ri 1.4'3':s 14,A."4" /13406 wna Wave& Diu., ,pm Penal.lo)-to, 101. Nobody Mums De Traub* P. non -Terser Al Joelem Dance Orch ot) In 1.1h .90., ner. by BOrimnk Then Kok dId°' S"°exd It.1;n-,,11::.1; . o'er .o . I've Lint My Heart to Me Memen Gol In Toon, A, Bird Mulatto*. (litKeel-WIdatiliog SWo, Learn to Smile tint... Masao.Allher t n,c o D.,,,tli 0'1 (lh orh 1. -Fo ',toe Mary Sratfford att.1 Iler Jazz Band, AI loLem Dane tocheom In Comedienne and 1.1 Dand 10 MA nall I* Omsk (Srults.Lante0--WInstler DANCE It F.00r1113 0410 *eh. M MI7 Ilmitti1Oopt M Rom& 5Gohle*-Ino Cdd...A.'" "1' W4.4.4 ,he5... r"'" 11°,-41. i'.° .0 .1.0 1,,-- '',.7, :r, % w 10 A34111 Atind-Som1U tn., Illy Golden and NI. lid* Why. Dear? (Cohenl...5,1.in't Dtnce Dd.,. 10 O0.,".1 (I'ion.r.'z.sn,lf:"....rli,n., c...... , 1,Illt..V:t.(1°,4,trii.-n=t;',... ,l'AE1'4111 AM29 Abet We Got Fr? %Intro. -NoirILoy M. (13aulsYeaullal-Conart Dared. EDISON RECREATIONS i... . Sleep '). Lome°, Dsod ____ Yokes' borit, Otch. 10 Sourbeen Rbaptcoly Olosme.-Contert Band, Nest at. .o... ,,,,,,, it,,,, 002. CurrntmhoresMareh (The la )no... S' LT' A': -.F;," ... T47 AT''. '.i;'0 (MeallotAccord... P F,.,.,. 12 ,I19 Kasola-lhuaiiao Meitol, . . hledley a Old.tirne Tunes-Aceorelion....P. ' m 1 " LT.C. w .. ":".' .... .4.41%47'7 Dire:o4TA (Om/ here. and All11.0111 1.1.11,111 Tbe Lad Walt! (Indo.....Now a. es y Imperial Mar.,. Ilan LoveDeem' from The 1.4.1 Walt. - Malaoi Am Ka Malan!(Coolbreezes/ -Ile Damn. Twilight(VamlersIned), Wailoki Ilan Man Oreh. M""TYIV"1111).MONI7n.:Al'-- °"h.I' 1,..., ,,7;tIrJ.',I,,r,z.,Fg;',,rrTI.'1,1t.:37,AV::6"' 50765 Sone on Ile Leto., AJ421 Where h MyDad*. Now Blues (Intro. --1 wo lento oirb ord., BlIly Golden and Empire Vaudeville Co. James Sherd. and Ante. Lynch 1.0111.1Filille [MOS larAce.Implte Londe:Ale Co. N"'40". W4"4 M°44 ;;PrIt.r.`="...... Ileld Feu io 2Baby's Ilands illerlmes/-Tenet 50266 Le. Cho hr. de SI.Sfol., fill. 14'1..2 SI .11,11 13 I*:.gar'sMalt Dnern of Sheba Enz.. Ted lens: Jos Nand analllor.tomtoll,web.. (Rimer) . A3413 Mom Yonder(Intro. My Itaddlne Mosel - Fran) Meths and Goose Rotolo. Sans, Code. (Mao)) (ot, t osu 1. .11am* 10 All UV. Now gnot Siandin. in Le Se.) e. Pray, and WaL Ah 212 1 tolose You butIt'. Otroom.Von linnet doh writ, Put ,n My C,,,0 -Ten', . . Ilarvey Ildolednyer Vincent 4. 0.1 10 Iliodermos 1134111 Ilitcrio(Und My 117rAnnieisA Dear., ;tat Oh, They.e Seth Ht. Peopk IllsonnAllalsh)- 110619 Itilxand tieSaxophone(Itsi4reill4ne,47,1,;:,,,,,,,, Tenor wIll oral Smshine (41 Call You SonshIne) V01.1/01. An the tom, sOra. 10 5961 AIL Cl; dryBlossom (Snytlfg--Es,%4L91..41c.. ..-grnAg7.1.=,..2- iii.v,.L.,,,,,0u,T_nj..,... 43427 ,,nt.tr.1.1I:nt 131ene:.Z.I.P;i1, ZcZek, Comedians 10 5.114.1 44'.... .1..Beat')(Snyder. ,),.... Snitch Folk Sore.- lIdalerdOtiyd"A'4 Van and Schenk, Comedians 10 Latier.I.Ogy.Klapholal-bosoot,lord,Imit,t,, AJ4/5 L. You Et. Think of Met- Tenet Solo, )"," 3'11"0"0".... -.lc,II d'4.4.11 11a he h ( 51,1.... no l'arv1,;i'!,1!'" '.A.".41.1' Fred 11*Pho. 10 25005 Emaline Joanna (51clinghMmunet --Emden, C Merlon Quad et You Made hie Yaeger Hew to Cry -Tenor MI, for dancing )slum .1.-,.. Orchestra 124* Pickaninny mid Modell -Sopron. Made, Ilad i um 10 Ti...han-IdlingI Trarelleols.51coo0110 - Bd. Lane VetMerd Eggs,., 10/ .111111V. ii i I.I'). J""l?',...... MO, LightoftheWorldIs Rod (MOO -Mord 2120 Bring Pack My Illushilla Rod Onto: Sally, Vnices VICTOR TALKING MACHINE CO. Woe,l'ont me 112;1 -I,es"Ztvgfeld, 0 Happy Day (Rimbault)-Mderl"=". Q.°"" Fella. of 1921', ...... -ILO Zenen. Oohed. 1.11deomliran Ottarter POPULAR SONGS Leant re SM. Iludo, '9' uu..2II,IIl'.90.... 091° an65.1 Cawo Amooso(Lave Sane) (Sammartini. ISM, llon Made Me Fara. How to Cry-llowy DudIn "The 011no Cid", t od Edam s Oohed. Elman)-Violin ...... Mada doLa TOIII 10 %mon Milner t G 14( MI II 1 1. In MIN I'll Take You Mom Amin. Kathleen. La (..--S Ilenor Burr and Pork. Ou 10 AEOLIAN CO. 112731 T:A`llou (Rodenheek, and Kee 141t....Rtl:trod4" Me. the Cocn Is Wortne, Annte Deat, (Case)-Sopeanni, Anna Coo Ile ry Burr 4 Pori sQta rtI In Imo o ATI- c SELECtIONS- Wan Thoe's Only One Alrer"A11 '4 ' 4 4 50210 EtTed;11.4.V:d(ALtZ)-s'if'. F n a ySo5;t4110 51911 IM. del dessimme, Inkdie(Mmor. 11 Charles Ilan-F.11m Shan- 10 I G91-1,Wa1I;4ntt " Sleepy Ilead Peer.. Qs ..... 10 !.;,et,:t .(,1X,:.).D-SoPlmn. isItalian; V.mlim 11,11., ;stir I** Stmd Up and SIng for Your Father an Old. Rom RM. 12 Ballard. (Bird *nal-P.71.ot (Id es,4110)- Soprano. inTlahan "Cloud. Mos. I Vg,d1.1"\\.'illeiV;1434"4447.Sdre'll."4114d?Onne. " "1" 61,14Ty tr1".2-°(PtreTi.) 12'. 1.1.. d "42.'. 5079) Brazil(Fells.Shermanl-Fea treeforDancing Aileen Sim ley 10 Moe Fell,Della Rohl'. Oreh. DANCE RECORDS '04' ill 1"rt.iiie.ntran:rieM1delio 12 /117 44A.1.1.4 1:tffp&Fyanz.,;;1:24,114 .i.l,laeLeeM!,e4a Ore,ID STANDARD 611-1,";;V:: (hlolI-Thnmas F<04,1,1for Dana 5SELECTIONSSe Sams Erse (Id. in Springtime) lAte111)- 50794 nri411.11.°V.fib7e4a1; 12 5'1 6.04440 illItalian; Vocallon Ord, acemtp.. FINE. In. 110i 15779 i,l,',.11o_FAF,..,al.tjot,,,Tir: Dom May Peterson 12 Dearest One (Blaufuns).-Seprano and hiterhSo ' 'iqw 'a w., o 10 Vim We Two Woe Moyne* (Nesin)-ho .1,11.'6i.C*2 COO,,. :1,0:: 10.0,, Eel.Lane SfirnMrA and FIk0Mt4 intone 187117 You're the S1111.1 .1 1 50797 11'1;1.7*a:in" Ile4..011hesrea I o 4N°'Nellk rol So. Kon. 10 Green Area Nm.ehv *and Vane*. Rom-Ecadrat. bldlndn, VOCAL AND UI2'.2.'ART,J7...0ATO.4'....c(Ig-AV - I A Memo (Barelterl-Tenot, V«alien Oreh. P l; !kink, Ws Ma. and WV. Melody Rom 45051 There's a Corner Up Colin ()Mime 10 10105 DearLove MyMy Love -loneLove (Pros,. "'OM< KEneRts. Bither 10 SACRED SELECTIONS Soprano Elisabeth Spence, Olin 5,11..Elsic Dater 10 14,1 Little Ti, Soldier IThrow Mat the htfe Line (E. S. anUrod)-0.. Where lie Ley MississiPPI (De Fremel IMMO All the Way to Clime, .. 10 Ilan.,,HeLIO d Elliotw 10 -Taw ...... Charlet Hare and leo,. Tame' Wbe,e toe en (JesCus 141,1,Sha11Safe 50304 I've Go, the Trarelling "(leo-Om Elio... IA. MG4"r.. t1/71.17" Astelad.tforne: ROdebeaor, 10 Ilan.,,hledley. Part 21 Sholl inthe Anna of Rms. Guide Me, Ohs Great Von 1511.0 hlareueriteFarrell 45150 12114014. Fro,90-gtl, I. Arralt Go 'Leog Will Yen (De 1,nt Sr. A, Rho.* (Arr. by R.II. Pa=ne). (II. Von Thad). Virginian Judge-111rd S.111111-iipliilili.)lit. Shannnit Four 10 [,.en I. Me Eye?) RIIY In INSTRUMENTAL SELF.CTIONS "PAPER DOLL" AND NINE OTVIV1.141A11.'1.14?1,A1 11/70 My Treasure -Waltz (Tesoro 131.1 ,14:14:: .421/ RE.CRE ALIO. Marred* Waltz 10 11:1rG111....121etZ4t141214,1 ... 11112 ;: oll Instil 50751 Pue,her Up and WhitTll he Couds HAWAIIAN SELECTIONS II (Franklyn.Vincenstlle -( Pioemt. feel Dancing. 'V" Co." Unin4V1'ates hlari* Mold 10 14,11WM. of Love (Slortmed.N.O. Fro. 1 1441.141WIll Paper Doll (DavidP4V....ft1'.4.Tur.j)),1g,g0"'t" Tb, "le R` em"' -`44 u...1 10 Sommhere ilunolnk. (Shettreol.Vandersloot) Bn.1 RED SEAL RECONON Foe. & Fel.1,11 507.0 Dews Yonder ((IBA.. !ANL Fem.. Am, -/n 11.1.,, POPULAR SELECTIONS 041111 L. Wally-Ebben? Ne And. Lon.* (Fae.:al (Durr=E.111che)rr"" 10 14.`IJShores of the Shona. (O'Connor Filsgerald)- Jun Keep a Thought Lu My Joyous Motet) JNamld Murray -Loom. Bo* 200.110-1. 11212u0 Oreh. Otto*. Arthur Bur*II -Randone - - .. . AlN AST IS, 1921 THE TALKING MACHINE WORLD 163 ADVANCE RECORD BULLETINS FOR SEPTEMBER -(Continued from page 162)

50791 14; ih.,17,a1,,,,c1.,Se.,,,tcur/t.,,,I,nil,nz.,13,1,,,,,.,.,13ertHarvey REGULAR 1'A1H1 SEPTEMBER LIST 07; stolen 14.1.4.-Fordrok., OPERATIC AND STANDARD SoNOS Rn.ee G, nrrinura 10 Aiken Stanley 1.75 Marne.,111511erllyof Happy Tomorrows)io lootNomIty 5079: Pest. 0,5'1 (1'..'.11,F,',Videm :..)-.:nTleeM1le Chorus leo SrhIpa 12 10 1.014 Jorelm, (Gorlard1 "I ..boo.", In 4374 Vol.... Lullaby-Eytit4.,,,,,.... MileIs the Long (When _you,. Last Lillie Eros.. Gall 12 Longinf I. l)onw, Sem. 25061 Link White Cot .0 the Lane .... Wells Clary 10 Thrria 300,11.60 is Your Eyes. Wells Clary '"eeee -Feee'eOreen 0,400,0 Num. Rand ID 90793 7.0 N, MaD.deline- 20541 Golden Crown (Negro Spiritual,..WrIlrect Glenn;: 6 S T"""-Fox.11. loo Ile OE Ark's 0010)0. INedie 00.11=1, 401 e'"heen-Fe10"0...sde Kmegerh " ffeder B. Orebro. NY yes Cop Girl IW,IsoniFg.:,?,?h,,t4171:iittetteatra Glue 10 70563 Carry hie Bart lo Old Vi .. i . ny....0018 Bowers 4077 Ina Ibal Tea Wild Row 10 "PERSIA" AND ELF.V EN THER 011.1 Reed 10 9e.;:ir;" A 401:0 Eli. Eli (lowish Folk Song, Boll.Baker 12 507" J.c.,7-t" RingDavid'sFiddle Ilaneleehh dekt Belle Baker 10 50" Nor 20751 Maeual. '1,-F*W;r3. UreM10.1 You're the S.ennl Girl All she \amid ((Ia Clarks Munson 10 .114,,,.'. 30.. II Come Bark to Erin Char. (Judson 10 Jo. ''''''.-111;';tT'itadcr.,..' 34,0 Urel.tm QUARTET SINGS IRISH MELODIES 4153 Edda. Ean.-Irkh I I AlfRader mar's J.. Orchu(ro A.70561 Medley el . IrishMelodic., Pao 1 On., I, 50799 The Sidewalk (Gay)-Fondrol, 101 Comet% "Relic. Ale II All Mom Endearing P.n. Ennis (Irish. Pipm).johs Muller 111,111 10 Cl,,,,,': 2,''IIk IN,t Uncc T., 11,7,'1.1711,T111rt..101. Muller (Piano) Per. (Wbeeler.WalekYo.g)Lloe'el'Ot 07,0reelre 111 Dancing Tara's 3, The Minor. 11,"). 0113 Godords'eReel-Accordion sok. wills Shan., Four, Unaccompanied P.. 9.111.13 11 LION Be Sommer Lilt Y ' ""'" 10 Poe n. Conlm, (Amordion)-loMPh 1. Ilseryt-Fowleoi. Daneer0 IoW Nriod4s. Put 2.4110141.04.1; Garay Club d.VinoM Oreheitra et:arei0' t 10 1...Comc Bark io 1Pardyll'IlallertysJoe -Accordion rclo,ohth Lewes SbIp 'Say Ile Me") IN. Ir A. 111011,1110-111,1ky Waits. .1 Dan,. Shan.. Feu, Unmcompanied 10 NEW INSTRUMENTAL RECORDS J Cetfon (Aerowlion/Joemh .1. Gory 51006 14:2 fortheSi. lining le' FoUR DISTINCTIVE VIOLIN SOLOS )ePisaht Ileeen.10rears..Nlelaccurcrs1or.- A.205. hon.. Greaser 10 P orno Ray Perkins Serenade tOrdlal-\';0.l,, w1,. Emily Cu,,,, 10 OLYMPIC DISCRECORD CORP. Make Belies< Medley (Intro.,'Monnlight") A201.2 Traunserei-ViolinCm solo Rae Elms. 11.1 10 (511kretComad)Piano Perldos From Mr solo, DANCE for 50007 N CO.,,.Illeurom (Snyder)-Featrok Rae Elonor Bell 10 11111 A30 Carnival JO st ael.,01e Love (Immo "There L/004'No0ilesee'' 1" " ee""eLdutd re t ha (0 i4;;;;":1;:",17Arms ."0%;!10,.:', At Bernard You Konen. Around") (lIotroz.D..11. Cradle smiles(S. Cullal-Aecordion 5401.0.0 Medley Foe.. lor Dane. 40,0 Ibudini Brother, 5107 Lanin's Orchestra 20567 0,14 Calla 10 1311111.Op

eneGERMAN RECORDS 5:101 1 Pagliaccl (Prob.) 10414 Ain't We Got Fun (R... A. Whigy- 76214 .1.re.hen an Bache' 11Zik.la;11/,,, with Orch0Je 51 IJ 1...Joupb WaldoebAstoma Dane. Orch. 7:101FalsM o-Dir, Posse.* (Emu p .,b earl) 26315 Lielachen Ilkonnod1-13witone. "e'd". 111-'1T.:°;:,;,:. 0,01,00 1015 77201 L'FliairD'Amore-Quanle14C 06101 '0"1 1'7 Meee) 111111.1=4/Y.11OVI-Lebe2ra Just Little Lore (YmangDusel=1,5§11.1;.74-,.., PATHE FRERES PHONOGRAPH CO. 4111 Strut, Miss Liraie--11amone, with UrAellc,.. 10 1°7" Thi'llr'"" ..rop"SUPPLEMENT NO. 413 I BOPULAR VOCAL 1,',_,110,1i'dsr,1113rectc0t0tPd. AliefeTbrIlea7eII °""" l',1.741?-4::::12'.0104ie Masters A20600 Fn,. Y. lElly Jones 10 4375 AmM I. um/ans.-Tenor. with Oreh..Billy JonesII Stand Up and Sing for Vol., FalIn. Down $0 Me Old Swinmstri.41,1ole, "'end Ely 1'"" louom (Ted Se"eel'.1;10 ,[.'1011"6.... udlr dun,Ikanni.an-Tenor, In Robe)- A 20601 Wire. Lew{, Jam. 111 4179 Molly WI'""*""R' FrIS RsscsseOrehm. S Riser ...Lords JantesklElbott Shaw 10 0 10412 Shako Kisses IT. SnYekr,-,1114:1,..b...... A2.00 11 You Only Knew Emelt Hare 10 11'11`11A7,117,76;17ihsY7Zi... WI. vocal eh.. by Arthur Enid, My Sunny T.... Erna Hare 4300 Cornfield El,,., A20603 Melon Time in Diaieland....T. Hermonmers 10 Notiolli jam a:anel 10 Pre Micskm You (Ware-flati,-Wilson!-0-16:,,,,,,,, 01r. Sank Nice People-A0mn Stanley 10 52101 Cade a From Can..* in D 10001 Monk 11mIley IConradMariac4;177,71,0.102,7 DANCE origaLa:tt .1.24593 T. SHeeralla-Fo,11A.4. 72301 s;:(11:' PoFmeeir 10 Mel hiert /lolly on a Trolley-Femdrot. 43.2 11=17n Hotel-Ilawaliart 1101111.1411,;..k,1A.111?"1015 10 Nicholas Oelandn's Orcheatra 10 10 .1-70194 My Sunny Tennessee -Pow., Honolulu Rag -11a.d. 1ui,ar 0" 5,4tl'erd'e)ee U1' 01,11.04 Orc8e.l0 Neer, Nelody Men 111'dn1 I Senile Medley MB. O'llthe0 10 4.16. AllFor l'ou 1dGirrle(Louls A. IlisarM-Fo. Mot, Sunny -Side Sal-Fomleol-klerry Melody Men 10 (Intro., "Wither. Y'ow'l Niedky A.10595 One lass--Fowlrot...Casine Dance Orchesma 10 '0"eetirdode's 11;01 Pe...sylvan:a Orchestra Jento. el You-WallaCaelno Dance Orchestra 10 00003 A 'egolles,.Beflealeak;VI'L.i4f,?,0 .5,30596 Smorday-Fda.trol, llerhertra 10 0111,1 cc.s... Bennie Knioter gi His Orel.. 10 4351 Anomie. G ard-Plamb ...... Conway's (0,4 10 Selly, Won't Yon Come Beek, On., "Bring GrandFantasiaon Disk10fr,g0,1,(01 0. Baal, My 10 10415 Source Rose (George GersIssz,:).ir,s,12',,, Follies 1021,-Foctrot. knee "Eiegleld 4160 ri-"nr[301-Fo.tni. Fur Ihnole Krueger is HIa Oreheo,ra 111 ,1,11,61eiratelodio K. 0.6 11:, Mask an.1 had Beeause (SleceamFraaiwil-Foadres. El,0 Slott Four -0'70" 1Lowe WoZder 1.02 ItaMsetB. Like It?: Notey'sIn11.1 Oilman Orchesira 10 Cimino Dan. Ur... 10 4370 P.dlmw Porter .0,15911 Ain't We, Co. Fun-Foactob Joph Samuel.' Jar, Band Jere. Samuels' Mamie Masters 10 081 Boy II'.. 'V ONG 11175 ""c" r-4 Where (Rebel 10307 A.Liaes. IndianaID. andE. .rmen.Row/- Joseph Samuels' Musk Mast.. 10 4172 TI:etast Walls (Foolad.tilh',14:;;VZ Itr,lt;',1In Cool., N:05'19 learn io Smile (from "The O'Brien Girl")- 01,, Thc;'redS11.0,01eCe 1110aple (BrownVErek, Fee.1.1 Piedmont Danes Orebestra 10 IU Character 1,01.0. .00 Dilly Jo.. The c,;..i...J'Inttv7.1i71 '"`"r7 (Conlinurd 77. par, 164) Se)12n1d, -dr ctrRmP kdrnoomno Dance Oreheales 10 Frank s Sorra. Oecluktra PI 164 THE TALKING MACHINE WORLD Aur,o, If, 1901

ADVANCE RECORDS FOR SEPTEMBER Fralablut)--dosami, age, spoke opliinisticany of the business silt.. (Continued loon taw RA) bid 200. " non intheir respective territories, staling that !bey arc inakiug plans for an dolor Fall trade II.O.Sasi(Inv Tra=1, "Oerican bi?' Ciaon t,°;r1'"0 104034t13Trily G.72 k Von Oceiwir. George A. MIllesson, of the Millenson Piano ,,1l,17.M. 01 20055 Ile:(Aase 1.IrgIntlAti:ray Tied Ilillebiamd Co., Colombia dealer atCumberland, Md., was whao to Mr wvvr Youl the C Ner 111 1,1:sales offices nee (Johnny S. Illwela Ileraate rids urch. hValiaIngIs Spreadinfe'VC"c:"dierTu °Lrasn'd " a caller al "Nur. of.1 i ect")Wither Mr. Millenson toldAir. Hopkins. that Inchad 10.116 Irma11 Way :Yolks andI t'S'iI"le"'" t.a.ft. .1,1 more than twenty Grafonolas in three days ...... Slide 114 2001. Toldle t0W to the residents of a small town, situated near Orren7C1 ;Lei (]tiller Qua tyleSlole sier.ort..tr0caralsvr..T:ichi7eit; 111w. ankle t umberland. Findingthattransientbusiness afe. 3..1m RIM. 19104 StiLirmile 11rue101.051,1Linc101.,. li..m"'riKATia1a 05, 0,1k " was practicallyal astandstillAir.Millenson Oa rouse Annain .a ra 00 and visited thus Iowa or an intensive sales drive and, the KIS. OlurwirleAmbeiniWimil -Tenor wile, 11. I,.,,,. Kaufman 05. Mel 011, 0'in ill,tf(hrs "as a resellofhis efforts Columbia Grafonolas 111 10116 AinIfkl'fift.Co II ill (a I eiNV.Sewmanal- 01 Ore 14mly establishedin many homes iNthis '1"Elnrn Ilan Oal PRO: 11r,w'N'ac IIILlinig Rose '(V;U:tk'Ti4c;"particular locality. D:40 In. (11nulamC..,11. .;.war . Alas ral'. 10 Robert F. Porter, field sales manager of the 10.117 Cow Made Ile 3.440 now Ceylatanhains. /t y onh.awalic rouslaurgan)- Lew Truur ma. in.. eee. 0 111117 IU Columbia Co., returned to New York a few days Cent. lanlberi (Id 20010 .511 r>./d reltig Merlin)-Truirt, With ago niter visiting the Columbia brandies in the 11911 Middle West. 1.11?\ i.diiiIrrar21.!Xr, 6%721111'6r " 10101I Sly I.., (Luau T.Y4Sihol'un."." '14i. Jaime 10 ARTISTIC skitIFS0, I IOVIILeirt: VI11' 11NI (V 01 1 itdrai: ttr" TO TEACH SALESMANSHIP IN Sl ORES -Tenof gib '. learrImii"ALCIurb STANDARD HAWAIIAN AND OPERATIC II!!! Associated Advertising Clubs Approve Appro- SPLLITIONA kiss. Iuovn, Colevolur Sap rune Am 4.1026 ilandle (b. der Arira) ISuriTin Fre 12 priation for Education of Sales People An1111121IIIlarbIoe Solo II (Husain!) Cara "11!"Za9,0iir"All.T."''er diRatio,1.0 tie(Fraylchmein D< goeo-Tenor 310 wee" "" lawn. me flees) sa 1'111.4 Doom. AND MM. 1001.01,,. The executive committee of the Associated Ad- Salta/Ilcianne Clinalc Pere (All Nkni11,104.1ito'ri. .10 11010 1..ligliadel rep... (Donne.) Dwoici D welling Pureand Lowly)Iron "Pau us. "luninalana(D.11 Towto ued klanat vertising Clubs, at a meeting held in New York (C.O. Own,w1)--Tai. min iu French, coll. 12 NielsEau,Duro, an cacln dad Septa. id, lama.) inly 29, approved a budget for the year's work, Stankrr!rt,L',,f,'"II .1m 'fun, Luimonn (Wagner)(LIM. Sang andle which included $20,090 fora new edncalional divi- Luelte) 10 hi sion.One of the educational activities provides Tbe 1;:er. Altlbsaw...)-Ticluogh Cul. Due Am 11015 Der Freisektoia, Pregbara (Lam Leis.),. 12 forhe education of rclail sales people.A book 10101aeh 1'00 4" Same nut 4.1031 L'AIricana liilcycrlotii"DIqui si wade .tilled "The Human Side of RetailSelling." Sat, 118 Our Alley(Corey n'Ilidliarlairlarn" it 051 (V0u bier .eh 10 dos later) 12 ..,10 Cracnow Ilan Doric. by Ruth Leigh, has horn selected as a lest - 104119 S41yrr TY rerun Ammothe Cold (11.1fred book for this work.The book, which is heing Dallis,- V.034 solo, me by violinplenatam a d JULY BUSINESS INCREASES revised,willb.,pnblished bytheAssociated Clubs.Miss Letgliwill also prepare a booklet Wilat:"Ill(e'Srf"1.13;--4TI15110rbncdini:C.M117411T7.LITI:nr 7'"George W. Hopkins Repor- ts Growing Demand showing leachers how to base a coarse of lateen (non 11.:::j1;eeilleti Mara- I Inwaiirci for Columbia Products -New York Visitors and Frallchilli lessons on the book.Selection of leachers for 1,1. No and T7idani Referring to general - businessconditions, the stores macre the course isto be given will 31141171 George IV. Ilopkins, general sales manager ofbe made under the direction of the local adver- Lana of Moo grin, Mollry-alnqr the Columbia Graphophone Co.of New York, lisingclubs. S1.11[1 and bn staledlast week Mal thesalestotalsfor the Another educationalactivityconsistsof a mouth ofJuly showed asubstantialincrease short course in dthi[fliSing, based upon a book over .1 11110. kir.Hopkinsisnaturally',leased by Alex 11, Osborn.This course will deal with with this report, as he believes Mat itindicates Ile principles of advertising and educational 1.[Civat ofbuskiesswhichwillcontinue committee of the .Advertising Onbs will direct throughout the rest of Ilse year.The increases the teaching. were particularly noteworthy in the larger cities, New York and Chicago being among the leaders The European Music Co., nnew dealerlo- .Infong 1110 recentvisitorsalII,, ColumbiataefilliVe cated al Avenue A and Tenth street, New York, offices were E.Al.klorgan, nienthei is building up a large trade in the Victor foreign of the St. Loins twain -h. and R. L. Wilder, man- numbers. Red Seal and jazz records are also ager of the Onbilti branch.Both of these mam popular wok die foreigwborn population. You Ought to Know Incase you are contemplating expanding thesphereof your businesstoinclude departments devoted to Pianos, Player -Pianos, Musical Merchandise or Sheet Music, that you'll find news and comments about them all in THE tlIWADE viL ., ,,,,, ESTABLISHED 1876 The oldest and leadingmusictrade weekly, which covers every branch of theindustry It Contains Instructive and educational articles. flints on salesmanship and advertising. Editorials that are timely and authoritative.Facts about the nen, things in the trade.Trade happenings in all parts of the United States "Review the Music Trade WithUs" Send your $2 now for a full year's subscription to THE MUSIC TRADE REVIEW 373 FOURTH AVENUE NEW YORK THE TALKING MACHINE WORLD 165

Some Leading Jobbers of Talking Machines in America TEST IT. William Volker & Co., OUR VICTOR Record Service has a reputation for efficiency Suppose you try it. STA, DASD TAI.Alfil: Pri-esliC.111C../t E. F. DROOP & SONS CO. DISTRIBUTORS Of 1100 C. STREET, WASHINGTON. 12 C Camplai Poibmilmo mai P.16. Rmord Stmk. 251 N HOWAJID STREET. BALTIMORE. MD T. baa man 1...... Maim

The PERRY R. WHITSIT CO. Sherman ayR. CO. 9-Fran...A Loa Aamtm, Portland Smith. Malaise Victrolas and Victor Records PACIFIC COAST DISTRIBUTORS OF VICTOR PRODUCTS COLUMBUS, OHIO Where Dealers May Secure W.J. DYER&BRO. DYERB'IDG.ST, PAULMISS, Mickel Bros. Co. NORTHWESTERNDISTRIBUTORS COLUMBIA OF THE Product Omaha, Nebraska Des Moines, Iowa Igrosig, VICTOR Ready. Full Stocks, sod Prompt Donofrio. from C ant Skipping C ISDOSI Machines,Recordsand Supplies all over tbs. United Sista. Victor Distributors ktZ.1.P.7:°=:11 Distributors

ZS4.14b.7Vit" Wholesale Exclusively rre 101.04,le u4mu* .eele M momme..4le1.. ea 11.172,17,.. Orashoplane Co, It EASTERN TALKING MACHINE CO. nem. .est Imp M Medi. m 1m I. mama m.II.0104emi Mam,ag.01,Z1;i4abla Cmyhoyhonr CO., IOW 05 C.... Soo., 11100100 Dulr:1,:,./4,I.E. Columbia Grayboyborm Co, T37 VICTOR DISTRIBUTORS OraSimpliorm CO_ 2. W.

(1.1r ...... Crantionhone Co, SIT- Clentizasolk Columbia Granhophout Co 1812 ARTICLES OF INTEREST IN THIS DWu, Y.L. Celum b4 Crap/mph.. Co.,all Nora rraee BL ISSUE OF THE WORLD D .. Co11111.1.14 MOM* Co, kW Glao ads `3Ready Reference for Salesmen, Dealers and Department & D olrg:...1111.t. Columbia Orashopboue Co. 115 PA :c. -..wowLo.ys.-w-socaumaex-rssoromaggmq

. R":11,c-4;.1:.`z1-" °-°°-°- Value ofLetters From a Merchandising Sixteen Points of Cheer . 49 cLai,4-..0.1vai.bia1114.plop Pouf Standpoint Building Up the Weak Points.. ... SO Use of Color in Advertising The Kind of Advertising That Pays. . 51 heleina&O.11LMtr.. Columbia Oraphophone Co., Music to Be the Dominating Factor in Sac ..Let Record Say It for You" (Written New Ind, L., Columbia ces,ful Talking Machine Salesmanship EspeciallytoAppeal toWide-awake b11A26 15050 B1. ""P"'°- Six Fundamentals of Display... Dealers.. . 56-57 NrinAhnr,h 2tnIV.,4::olunibla GeapboploMe Co, 121 Planning the Successful Fall Campaign. Successfully Bleaching the Sal:sown, Developing Interest Among the Sales Force 8 "Blues"...... 64 Eighth 9 °"E".i,ga lItt.et.'7,..'"°""*"-''''' The Debut of the Patronage Promoter Robert Gordon's Page ofPractical Mer- Columbia Oraphophom Co. The Talking Machine an Important Orches- chandising Ideas 65 tralPastor in Smaller Moving Picture iit.7t,1,.. Co4nChla Oraphopboine Co, Al2 MO ConstructiveTalks at Knight -Campbell Houses 11 Convention...... 68-60-71 Maltdabs City, C Co-operation Among Talking Machine 221 South Westfah, Temple Columbia Starr Export and Import Trade in Talking Ma- DealersandtheBenefitstoBeDe- tee., ColuisibM Grapboplimni chines and Records. 119 rived. 15-17.18 The Salesman Who Is Game...... 91 OraphophoM Co. Ill Plow to Increase Talking Machine Sales by 95 the Repetition of Selling Points. ... 19 Sending Customers Statements S pol,t4. Columbia Storm Co., 1111 South Aid of Hoover Sought in Fight on Excise Great Educational Campaign...... 29 Tans 97 ID. Igtao Colionibla Granhoplione Co. 11M Michigan toCelebrate Statewide Music BL Survey of Trade Conditions in Canada IOS Week 29 Tampa SM. Tampa Hardman Op. 112 Business Success Is Absolutely the Result The Mid -We. Point of View Ilearbivariera for cases.: 31 The Pageant of Progress in Chicago 124 of Human Activity and End . .1.ml.. 5...0 *JAW& The Importance of Keeping the Customer Moving of Surplus Music Stock 129 Interested Until His Demands Are Satis- The Passing of Caruso. 133.135 fied..., ...... 37 Talking Machine Situation in Europe 157.159 C....N..OM. Concerts a. a Selling Medium...... 37 Late Patents of Interest to the Trade 160-161 COLUMBIA GRAPHOPHONE CO. Advance Listof SeptemberBulletinsof Nor Tank Has Aggressive Yankee Salesmanship Gone Coil.. Nosloml Boras Barldim 39 Talking Machine Records. . _162-164 to Seed,.... . 166 THE TALKING MACHINE WORLD A1.101./32 15, 1921

.

F .A E'C ; quipVGMFAmapirmommummigw. o.

G 57.1'

.3 INDEX -ro ADVERTISERS aN. .ck DM . OF G 1 9477.10 0 S -T21,0, Y br 43. -9 1.4 12 7117529 R PI srPA C 11r F ra24; O.

PeeLlsoo Mfg Co 33 A GrAds Hann Co.. Ii I:rune; Ilrys. 141 Acme Dia Cam.; i H American Fell 174 136 American ldka Work, 11(41 All,. Cc Ilarpor 4 ilrot. American Odeon Corp. . 31

.440eri1an TRH. Alachilie Co . . 67 F16, Tone T. AL C^ . Cnicitle Co... .11welim Widow 811.05.,,, 11 Ilrrylo Ellis DrugCo_. 41 Au.., Cools 14 151 111.71ry Mono. Co.. 49 .69810 0.. 154 Hon.., Gallo Cronwer Co. . 4....d0.1 14109441191P9 Sappry Cu R A*, 11440.1114e'Sorr4te IL nigh, 1. IS Iltuchr Elora. Rern.no. Ihor k %JAM T.01.6 11451499' 144 11.or 113norhoirio baniset 314.40 Sphobr 33, 44. 19. IU, 121. 141 Illsnois Phonograph( 115 lhalo th.o Co44 Miry11...1.1,14, A . Intorontrryird liwa i. Ad,.., 1l41i3l6 boob.- Co - Zoom boot Co oe Boadforb h... P.o. S Irmo & Son. loe.. C...... 107 Ill 145 Jrnhi. Sc,,. Mush Cu. I. W Num5.1. A to, PhoworialCir. . . 37. 1.4 linsmalek.RallreColkoder Co....14mer1 following Page 34 Jorrel 11: Ilm.clesen & Jacobson 1324 1448 ToY 111116Co .

79 1 M. Or K 123 Kum TAU. 11.1mli.Sunni,.1,, C Konnedy Green Co , ahinel Arcomorim Co 102 Nrysitmc /Amends Co.. Cardinal limns Co Nemirow Prinlml Sprmaltim 1 Celina Spec. Co "IA Roder gleonm . Clormaphone Co Konhall Co., 11' 15. . .91. 116 "1: llwary 10141,12 44..,b. Cl Knkkerhorker T. 51. Co Clgrogo Talking 1116415i. Co Km1,14.1.Cam0611 81.11 Groin Cu l'; Krn(1.11.1.,,6/ %one,. 111, Claremont Mfg. Ca Kroll 1,111.11.11,1) 31 Clar +Mg' Wino Ads ..... 1:6 Came & 3tuglrs 110 1. 17 Collings & Co. game. 5.1.,. Co so Colombia Grapbuplront Cu 1'13, 26, 32, 42, 47, 60 Andremen 11,1, Co 1411 &A 7d 149.106,144.151. 155I . Comoilibryal Ilaykior C 1w1wryr Prodrirry 1.3. Crrywy & Allen 11 Corm Callinti Co. 116n ( rilemou Rrenmb, 14 Io,c,,,l,cc,Ii K 1M W R 1.11,11. D is M Pillion T. Al. Co .., .49 I lancing Doll C. 137 51.1linittrn, 11. N.. . 64 11441141.1. CU. ... Dioon h Co., Chas. 11 Ilmonla Talkirm Ildrhow Ci. . , A (III.III CO.,114iver 123 gg alumirilmor Corp...... Iliwtortor, IL 14 Marshall Co .Inc.. C L . .. 161 Ilmlim Andrew U NlatlheoroF. W ...... Droop & Saes Co, F. F 163 0111, 4111111 111 ...... ',II,i lion/. Ne/.116 WI t RR ...... 121 Drying Systems. Inc Mellor's T llowinne Cs. 24 Melody National 5.,16, Co. 1211 1.r. Dyer h Co., 00.7 III 11erchandiw Inwriliolora Co . talking 54.4,,.,ne WorldLIr do hr.... Alermiid A Cu ',AA TrAgiry Ilion.. Salry C 147 li 116 Toledo raking IlaciiimI II1/ /I kid 1111,1CO...... TrianOr 111..n., Par., . 1M E.6.4mo Tallong Machine Co. I 11014, il Inc lark .. - - Eclipse Malawi Co 31 Ililonolsee T.IIMfg Co 46 I: Edison,Inc., Tie. A.. Ilark rover Alinocapull Drug Co. 41 1 hlell Worl ...... 69 63 Eigkl Famous Victor Arlids Lor. III

. 119 EmenOn rhammtapti Co 44 klonlugneo L. A U, 14, Unit., III .5.A Doi.C.. .

. . Fd opire Phones Pan* C. . 34 ...,,,..5b,d sec.

Everybody's 71.7544.4 11.434.,, Cir. . . 11 A. A 3" . 31ies1c Trade &grow . 164 IiV 5..m, F gm. pry N Feist. Leo...... 62, PA.103,1116. 126..34. 'ran Vren & , .. 76 45, 117 FlOckerWirym Co.. National Co. ... . '',,:0111.11:, I.11,k0.11. 1., 51..I1(1,1111,I. 165 144.70,,, Slgo Co 60 11NIIII/11.10,11,4,111.1111,1 I Nalionol Pobloloirg Co.. . In Forrler, hlosie 140114aher 129 . . .. 36 Frank Cory, Lawio C V, 75 Nelsherl, Frank w New '3 4'I Talking 44I,,, 1 ii Franklin Mono. Co. . Wade Co..R.C... 51 Nov YorkYorkAlhorn h (Ord 1 ii o, Fiiehr A Stemmer Pi71,.,. Co New Talking lIncnclei li. .9 . Itgige 1";::VirtinnMe,AkItir".1.' . II, Volum Talking Machine Co . ... . Norton Co, 1.660 ...... 6.2 .. 6/1 Nye, Wm. F ..... 32 o Wry & Rough, 1 .. Worrunn & Sm. IL A 95 General Phorrocrald. Corp los pa following Palm U. 30 0 165 16 Gentral Phoonospb 4111' 0' '' OmIcn Smtional1 all.nr1 Co, tun . 14 "Vdihrli'd'ii.gomr:'14urAiTur ep .1..'O rldoonSnow Co. 44 Dimoui Dim ((coed Corp .. &rode 4341. I0cC1 Wdltams Co., C. T.... 67 ill,on, W. 13., DisMgmling Co 41 14 16 Gramophone Co, lid III OmToen Cu...... I 11 , 122. I, \::ni1 m171:t'il a1l1 r 'O. t, "A. ' 120 Granby Plaano. Carp 20 Windsor Euro. Cu . .. Wiornark & Sow. NI ..112,133 Gray Co., Wober 5 73 P

Cray & Dudley Co 24 Cato ph.o. Co . 141 V fireder City Promo. Co 44 Parks & Park .. . . limaryr N.. York Novelly Cn M 3a150 F ' rhonograph 4,. Calm & Lamm Drug Cn . 14 53 1,a1all Co., Silas E li ..... h Mfg. Co., 1re5 ..... °6',c.II 41 THE TALKING MACHINE WORLD Let Us Prove to You that OUR PHONOGRAPHS WILL IMPROVE ANY RECORD

25%to30% We sell to the Dealer Direct One Dealer to a City

REMINGTON PHONOGRAPH CORPORATION 1662-1664-1666 Broadway New York No connection with any other company using the name REMINGTON

Try a Sample OLYMPIC Set RECORDS are Sold Through Write for DISTRIBUTORS Open Territory

or_yr eo REro ryprR3 OLYMPIC DISC RECORD CORPORATION rET707tr _ an=aw ..111.1.-

iii;;;,

Edison Ile.ssage A 0.9.

If theExciseTaxonphono- graphsisincreased,theprice ofEdisonPhonographsmust beadvanced.

THOMASA.EDISON,Inc. ORANGE,NEWJERSEY

JOBBERS OF THE NEW EDISON, EDISON RE -CREATIONS, THE NEW EDISON DIAMOND AMBEROLA AND BLUE AMBEROL RECORDS CALIFORNIA LOUISIANA NEW 0000 Trxns 1,,,.. !two-Edo.. lenottocohs.. '4ettlo.,GiItEro-UwEiiii, Ma.' Ca.. Mtone-Arne nonEnenormin Ltd. sopa C., S.. Fleacwo-EdOuts Plutonic.... SIASSACIIUSETTS S, o To0-I lienano/teed UTAH Ltd. Flor,u,n-r illonto,c,,EiRE,..,.,,,,,,z cnc.. Loo orSOnlower. s,,, ,n,, & 5,n. Onden-Proud Sono., Oce.se COLO RA DO Co. (Amato, only, Inc W D Ando cotie Co Deo or-Meow Do Goode L., t Ando colsonly i VIRGINIA MICGIOAN 01110 Sliemnond-Tee C. Ft Haynes CONNECTICUT Deteult-Elionorwpa to of Co.. Inc NiRoo - Paldew.Eitenlyerget dot,. c.nortnau-TIse Penne/pop l. a. re.. Iad Lie 'eland-I-be lannogresh t o WISCONSIN GEORGIA MINNESOTA Yid...tato-Tin Phoollon. G. Attatt-lOworosdw. Inc lIcanespolcy-lAuyeitee N OELCON Mil.olee. I.ucittr Vortlx..1-£,I,,r1Pfinsoaranni ILIJNOIS MISSOURI Ltd CANADA PENNSYLVANIA NIsnotal-11. S. Willistrete 111 Sons Co.,Ltde C'tV"mr. K.Ln4... 71°.:a.7.^... ':,-;,.,,(Z7'74.'''''''"r"b' - l'als14-God Panto Si Louie-Silverstone Lido oat. Co. Scl i1ah H. none aCo, INDIANA Co Pooloryn-lluelinPhotIngeod, Osilanotatilisio-EOW Pliwootata Co MON TANA : oronro-li.S Williams Suns Item-Monona Phonon.. Williewatoit-W'''. A MOO IOWA RHODE ISLAND ,n< ,.-RCanto Lo.Ltd Ilo NEBRASKA tY nite. -RS. M alien.H Sow alutoww-Moree a.'Wt- (Voodoo-I A Powerl.. C.... Ltd Soy C1s,.14 wan IB B,A 'Amu,. -SI, tsRio t Awaeole aolyi Festoon Bros.I Adab.erola ouly)

OBAI I."