eadad ja.a.c7-11nie · 2019-07-17 · printing her interview called it a victrola, and so it must...

VOL. X. No. 9. SINGLE COPIES. 10 CENTSPER YEAR. ONE DOLLAR

eg.*:T'a&L.,1CINO eadAD

A N D JA.A.C7-11NIENOVELTY

NEWSelL9etu

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

Victrola XVI, $200Mahogany or oak

The instrument by which the value ofall musical instruments is measured

1,7 11. nc, nfi; 'o at New York. N. Y.. under the act of Coneress of ?k1.-tr,h

THE TA LK I NG MACHINE WORLD.

DEATH TO STEEL NEEDLESTHE SONORA JEWEL MULTI -PLAYING NEEDLE

A RELIABLE and IMPROVED SUBSTITUTEMARKS

The Beginning of the End of the Steel NeedleBECAUSE IT

Eliminates the necessity of changing after each playing,Plays on all makes of disc phonographs,Improves on the tone -quality of the record,Reduces to a minimum the scratch and any imperfections which may exist,Increases the life of the record,Gives new life to used records,Permits different tone volumes without the aid of other attachments, andIs guaranteed for three months.

PATENTS PENDING.

PRICE, $1.00

Five years ago the Sonora Phonograph Co. introduced the first perpetual Jewel Disc Record made in the United States. Since that time,by continual, efforts, wonderful improvements have been made. Encouraged by the success of this record and the needle used thereon,and realizing the trouble, annoyance and damage which the use of steel needles causes to disc records, we have now perfected this JewelNeedle, which eliminates the necessity of changing after every record and still does not injure the delicate grooves of the record, as the useof the steel needle does, and at the same time greatly improves on the tone.

All owners of talking machines dislike the requirement of changing the needle after each playingand the SONORA JEWEL MULTI -PLAYING NEEDLE will be welcomed by them all.

Every owner of a talking machine will want one or more of these needles, and with the SONORAJEWEL MULTI -PLAYING NEEDLE it will be " Once a User, Always a User."

We want dealers in every city to handle this needle. Be first in introducing it in yourcity and have the advantage over your competitors. Exclusive representation granted.

Write for descriptive circular, also new catalogue of phonographs and prices to

SONG' A PHONOGRAPH CORPORATION, Mfrs.57 READE STREET, NEW YORK GEO. E. BRIGHTSON, Pres.

(The attention of our Legal Department will be called to any individual, firm orcorporation wilfully making false statements regarding the merits of this needle.)

44

The Talking Machine WorldVol. 10. No. 9. New York, September 15, 1914. Price Ten Cents

NEW USE FOR TALKING MACHINE.Humanitarian of St. Louis Uses Victrola for

Entertainment of Homeless Cats and Dogsand Demonstrates Plan for Reporter.

(Special to The Talking Machine World.)ST. Louis, Mo., September 8.-Miss Lillie Nagel,

a practical humanitarian of this city, has found anew use for a talking machine. The newspaperprinting her interview called it a Victrola, and soit must have been that machine.

Miss Nagel is locally famous as conducting ahome for stray dogs and cats in the best resi-dence district of the city. All of the neighborsknow that if a stray bothers them the place to sendit is to Miss Nagel's home, where it is fed anddoctored until in fine condition, when she finds ahome for it. Recently she was named in a trustdeed to superintend the construction of a dog andcat charity hospital. A newspaper reporter wentout to learn of her plans, and he found MissNagel enthusiastic over the discovery that cats anddogs appreciated music.

"Isn't it fine that I have made this discoveryjust as we are going to build the hospital?" sheexclaimed, "for we will have a music room in thenew building and to it will come the cats and dogsfor enjoyment as their favorite numbers areplayed, for they all do not like the same sort ofmusic."

Then Miss Nagel took the reporter into thehouse and put on a Caruso record to show thatsome of the forty or more stray dogs on the prem-ises would dance to it and otherwise show theirappreciation. Next she put on some soft and lowmusic and called attention to other cats and dogs.A third trial was for ragtime, and some other ani-mals showed their appreciation sufficient to con-vince Miss Nagel, if not the reporter, that theyliked the tune. Then she explained the plans forthe music room in the hospital. Now all live talk-ing machine dealers can advertise their wares forcats' and dogs' entertainment and refer to NlissNagel.

THAT BAD CHECK GAME AGAIN.Ray Bros., Louisville, Ky., Nearly Lose $300

Victor Outfit on Bad Check Transaction.

(Special to The Talking Machine World.)LOUISVILLE, KY., September 8.-Ray Bros., who

handle a large Victor business here, had a narrowescape from being swindled on a bad check lastweek. A man visited the company's store andselected a $250 Victrola and about $50 worth ofrecords, for which he tendered a check that hehad made out in the presence of the clerk. Headvised that the bank be communicated with inorder to establish the value of the check, andthat fact drew the salesman off his guard. Thehank was called up, however, before the goodswere shipped and the check was declared no good.It was learned that the man with the check wassomewhat irrational and had made a practice ofdistributing worthless checks among tradesmenapparently without a desire to profit by thescheme.

BEN L. BROWN NOW MANAGER.Ben L. Brown, formerly assistant manager of

the Cincinnati store of the Columbia GraphophoneCo., has been promoted to the management of theLouisville, Ky., store of that company, succeedingD. S. Ramsdell. and took up his new duties onSeptember 1.

ENLARGES VICTOR DEPARTMENT.

The West Music House, one of the oldestmusic houses in Joliet, Ill., has recently remod-eled its quarters to make room for new demon-strating booths in the Victor talking machinedepartment.

TWENTY=FIVE YEARS OF SERVICE.Mr. and Mrs. Frank Dorian Guests of Honor

at Dinner Given by Mr. and Mrs. Easton toCelebrate Mr. Dorian's 25th Year of Servicewith the Columbia Graphophone Co.

Mr. and Mrs. Frank Dorian were the guests ofhonor at a dinner given on September 3 at the

Arcola Country Club, Ar-cola, N. J., by Mr. andMrs. Edward D. Eastonto celebrate the comple-tion of Mr. Dorian'stwenty-fifth year in theservice of the ColumbiaGraphophone Co. Otherspresent at the dinner wereGeorge W. Lyle, generalmanager of the ColumbiaCo.; Mr. and Mrs. C. \V.\Voddrop and Mr. and

Frank Dorian. Mrs. Mortimer D. Easton.Mr. Dorian entered the service of the company

as a lad of nineteen in Washington, D. C. He wasat that time a typewriter operator of extraordinaryability. He served for some years in minor capaci-ties, afterwards became private secretary to Mr.Raton, then Baltimore manager, Washir.gton man-ager and later general manager of the company,from which position he was in P.497 transferred toEurope as the general manager of the company'sbusiness there. He had his headquarters for threeyears in Paris and for nine years in London andthen returned to the United States and took chargeof the Dictaphone, of which he is now manager.Ile has been signally successful in all his undertak-ings and has a host of friends throughout theworld who admire his personality, business acumenand sterling character.

In view of Mr. Dorian's youthful appearance itis hard for his friends to realize that, with the ex-ception of President Easton, he is the oldest livingemploye in continuous service with the ColumbiaGraphophone Co.

NEW DEPARTMENT FOR MILWAUKEE.

Victrola Section to Be Feature of New BuildingNow Being Erected by Edward Schuster &Co.'s Great Department House in That City.

(Special to The Talking Machine World.)MILWAUKEE, Wis., September 8.-Edward

Schuster & Co., operating large and successful de-partment stores at Third and Garfield and Twelfthand Vliet streets, will install a Victor talking ma-chine department in the new department storewhich it is erecting on the south side, and whichwill be opened some time in October. The Schus-ter concern has met with such success in handlingthe Victor line at its two present stores that itmade arrangements several months ago to carrythe line at its new store. The company recentlyinstalled piano departments in its stores, whichare in charge of Mr. Marks, formerly well known

St. Louis.

W. E. DEWELL MAKES A CHANGE.\V. E. Dewell, who established and for some time

was manager of the successful Edison phonographdepartment of Martin & Co.. Sioux City, Iowa,recently severed that connection to take charge ofthe phonograph sales department of the Huse Pub-lishing Co.. Norfolk, Neb.

PROMOTED TO MANAGER.

Walter G. Young, a salesman in the Victroladepartment of the Stewart Dry Goods Co. store,Louisville, Ky., has been appointed manager ofthe department, to succeed L. M. Knickerbocker.

The man who is on the winning side is most aptto preach the triumph of right.

ACQUIRES MUSICAL KNOWLEDGE.How the Talking Machine Has Brought Opera

and the Best Class of Music Into the Homesof the Every Day People in the Country asWell as City-"Ain't No More Country."

It has well been said that there is no longer any"country." In other words, country folks havebecome so citified, so up-to-date with their auto-mobiles, their telephones and talking machines andlatest styles of dress, that the old time distinctionsbetween the people of the city and country aregradually diminishing.

Through the medium of the talking machine allthe latest music now finds its way into the homesof the farmers, and they discuss the latest operaswith as much interest as if they had seen and heardthem. All of this makes for culture and progress,and it shows what an uplifting factor is the talk-ing machine. This apropos the following clipping,which we take from the "Office Window" depart-ment of the Evening Mail:

l'A little girl of five or six years, out at Tucka-hoe, astonished a company of people the other dayby singing several operatic selections as she playedabout the floor. Perfectly unconscious, shewarbled the most complicated airs with her almostbaby voice, accompanying them with a queer jumbleof words, which were a sort of childish reflectionof the words that really belong to them. "Why,the child is singing grand opera !" someone ex-claimed. But why should she not sing grand opera?She had heard it on the phonograph ever since shewas born. Possessing a musical ear and a voice asa gift of nature, the oftrepeated songs of thephonograph had easily effected a lodgment in hermemory, and she sang them as a matter of course.

"Probably there are many childreri like her. TheOffice Window man has heard a farm boy, awayup ill Vermont, whistling operatic greatfluency. They had come to his ears, too, throughthe little machine that nightly filled the home sit-ting room with its thin, metallic notes. Now andthen a child is born with a talent for music. Sucha child will pick up opera from a phonograph asreadily as it picks up the ordinary phrases ofspeech from its companions.

"What will be the effect of the phonograph onthe musical cultivation of the American people?Undoubtedly it will spread the knowledge of themechanism of music. It will take time to tellwhether it will increase the musical taste of thepeople, upon which, and upon which only, a realnational music must be founded."

CO=OPERATING WITH MANUFACTURER

A clean shaven, quiet looking fellow standingon the outskirts of the gathering when the discus-sion started, worked his way in and said everymonth his store sent out at least 3,000 distinctivecirculars ; these were in addition to statements andinvoices. There is not a week that goes by that hedoes not get some returns from circulars sent outin the manner described. The circulars cost onecent each. The talking machine dealer who doesnot take advantage of the manufacturer's advertis-ing matter sent out is certainly slow. They adver-tise the things that customers want to know about.If the circulars are short and pithy, and get intothe hands of the ladies, they will bring results.

MILWAUKEE HOUSE CHANGES NAME.(Special to The Talking Machine World.)

MILWAUKEE, \Vis., September 8.-The HoefflerManufacturing Co., 306 West Water street, whichhas maintained a large and flourishing Victor de-partment for several years and has carried on alarge business in a general line of automatic mu-sical instruments, has filed an amendment to itsarticles of incorporation, changing its name to theHoeffler Piano Co. The Hoeffler house took upthe agency for a well-known line of pianos aboutthe first of the year.

4 THE TALKING MACHINE WORLD.

FALL TRADE OPENING UP WELL IN MILWAUKEE.War Disturbance Has Little Effect on Business in That City, Is Report-Dealers Ordering

Very Freely as Result of Good Crop Outlook-Anti-Tuberculosis Association WantsRecords-Badger Talking Machine Co. Succeeds-General Trade News of Interest.

(Special to The Talking Machine World.)

MILWAUKEE, Wis., September 8.-The disquetingeffect of the European war does not seem to behaving any adverse influence on the talking ma-chine business in Milwaukee or about Wisconsin.Jobbers and dealers say that the fall trade is open-ing up very satisfactorily and that there is everyindication of a good business being received fromnow until after the holiday season.

The fact of the matter is that the war is doingmuch to improve general business in Milwaukee,and this is reacting with favor upon the talkingmachine trade. Milwaukee and Wisconsin manu-facturers recently held a big meeting in Milwaukeeto discuss the possibilities of an increased exporttrade, especially in South America, now that Ger-many is forced to withdraw some of her attentionsfrom that country. A committee was appointedand general plans made to further the export tradein South America. The result has been that therehas been increased activity in many lines.

Jobbers say that dealers about the State havebeen ordering rather freely in both machines andrecords. Sticks in dealers' hands have not beenlarge during the summer, and now it is necessaryto order for the fall trale. Conditions about theState are especially favol-able at this time. A

bumper grain crop has been threshed and is beingsold at record -breaking prices, resulting from theEuropean war, and the outlook for the corn cropwas never better. Farmers and dealers in thesmaller cities and towns about the State seem tobe prosperous, and this ought to result in a goodbusiness.

Appeal for Used Records.The Wisconsin Anti -Tuberculosis Association,

with headquarters in Milwaukee, has appealed tothe citizens of Milwaukee to donate any old talk-ing machine records which they may have to thepatients of the Milwaukee County TuberculosisSanatorium. A. G. Kunde, well-known Columbiajobber and dealer, 615 Grand avenue, won publicapproval some months ago by presenting the tuber-culosis patients with a Columbia machine after aportion of the sanatorium had been destroyed byfire and the only available talking machine hadbeen lost. Only a few records are owned by theinstitution, however, and the board of trustees ofthe sanatorium cannot well afford to spend moneyat this time for new records, so the Anti -Tubercu-losis Association suggests that a gift of recordswould do much to brighten the existence of theinmates.

Mrs. J. H. Becker on Road to Recovery.Mrs. J. H. Becker, wife of the enterprising

manager of the Victor department of the HoefflerPiano Co., 306-308 West Water street, is slowlyrecovering from the effects of a serious operationrecently performed at one of the Milwaukee hos-pitals. Mrs. Becker has been ill for more than amonth and her life was despaired of at one time.

Record Sales Unusually Good.Record sales at the Hoeffler Piano Co.'s store

have been unusually good of late, largely as aresult of an interesting advertising and publicitycampaign conducted by J. H. Becker, Jr., managerof the Victor department at the store. Mr. Beckerarranged a large number of attractive show cardsfor his windows, made up of the title pages fromthe sheet music of various record selections, onwhich was printed the number of the particularrecord carrying the piece in question. Thisscheme did much to increase record sales, aidedby the plan of printing some of the leading rec-ord titles on the outside of the regular mailinglist envelopes. Mr. Becker reports that since theEuropean war began the sale of the Victor rec-ord, "Die Wacht Am Rhine," No. 16,423, has at-tained a new high mark. This is not to be won-dered at, in view of our large German population.

Visitors from Chicago.Roy J. Keith and D. C. Prescott, both of the

Talking Machine Co., of Chicago, recently calledupon the Milwaukee trade. Both were optimisticregarding the fall outlook.

H. R. Fitzpatrick to Travel for Victor Co.Wisconsin talking machine dealers are well

pleased over the fact that Harry R. Fitzpatrick,who served for several years as manager of theWisconsin Talking Machine Co., the predecessorof the Badger Talking Machine Co., Victor jobberin Milwaukee and Wisconsin, has been appointedtraveling representative of the Victor TalkingMachine Co. in Wisconsin, Illinois and northernMichigan, succeeding S. W. Goldsmith, vice-presi-dent of the Badger Talking Machine Co., whotraveled over this territory for eight years. Mr.Fitzpatrick made a host of friends among Wis-consin dealers while engaged in the jobbing busi-ness who are wishing him success in his newposition. Mr. Fitzpatrick formerly traveled for.he Victor Co. before coming to Milwaukee sev-eral years ago. He will make his headquarters inMilwaukee.

Large Types of Machines in Demand.Paul A. Seeger, manager of the Victor depart-

ment of the Edmund Gram Piano House, reportsthat the demand for the large type of Victrolas isunusually good at this time. Mr. Seeger and hisfamily recently returned from a three weeks' vaca-tion spent at Sister Bay, Wis.

II. H. Schwenker, traveling repair man of theVictor Talking Machine Co., spent a few daysin Milwaukee recently, making his headquartersat the office and warerooms of the Badger TalkingMachine Co., jobbers in \Visconsin and upperMichigan for the Victor line.

New Concern Starts Off Well.The new Badger Talking Machine Co., suc-

cessor to the Wisconsin Talking Machine Co. asjobber in Wisconsin and nothern Michigan forthe Victor line, experienced an unusually goodbusiness during the first month of its existence.Moth S. \V. Goldsmith, vice-president, and HarryA. Goldsmith, secretary -treasurer, report that theutlook is bright for a big fall trade."\Visconsin dealers are buying exceptionally

well," said S. \V. Goldsmith, "and I am confi-dent that the Victor will meet with a big businessin this State this fall. We have located severalnew Victor dealers in our territory during thepast month. I have just returned from a busi-ness trip to Minneapolis and St. Paul, and con-ditiolis in the Northwest are favorable."

George F. Ruez, president of the Badger Talk-ing Machine Co., has moved to Milwaukee fromIshpeming, Mich., and will now devote his entiretime to the jobbing business.

F. H. Hochmuth in New Quarters.F. H. Hochinuth, one of Milwaukee's well-

known music dealers, who has been engaged inbusiness at 311 Chestnut street for many years,moved into a handsome new building at 347 Thirdstreet soon after September 1, where he hasbroadened his business in several lines. Mr.Hochmuth has secured the retail agency for theVictor line of goods and is displaying them inspecially arranged quarters in his new building.A new piano department has also been installed.

New Edison Disc Dealers.Several Edison disc dealers have been placed in

\Visconsin and nothern Michigan during the pastmonth, according to William A. Schmidt, generalmanager of the Phonograph Co., of Milwaukee,jobber in this territory for the Edison line. Goodretail sales are being made at the Edison Shop,213-215 Second street.

To Move Into New Quarters.A. G. Kunde, Columbia jobber and retailer, 615

Grand avenue, hopes to be able to move into hisnew quarters at the new Miller building at thecorner of Grand avenue and Fifth street by Sep-tember 15. The new structure has been erectedon the site of the building formerly occupied byMr. Kunde, who will have his former address,516 Grand avenue.

The Success of Your Talking Machine DepartmentIs to a large extent dependent upon the service your distributor gives you.This admitted makes it important that you secure the best service obtainable.

AND THAT IS EASTERN SERVICETo use it is to swear By it not At it.

May we not have the opportunity to convince you that our service is exceptional?

EASTERN TALKING MACHINE COMPANY

EDISON

177 TREMONT STREET, BOSTON, MASS.

FOR NINETEEN YEARS TALKING MACHINES EXCLUSIVELY VICTOR

a

THE MUSIC TRADE REVIEW 5

Victrola X, $75Mahogany or oak

Victrola IV, $15Oak

Victrola VIII, $40Oak

Victrola XVI, $200Mahogany or oak

Success in the music trade is measured by theVictrola.

The dealers who are the most successful are thosewho make the most of the opportunities the Victrolaoffers them.

Victor Talking Machine Co., Camden, N. J., U. S. A.Berliner Gramophone Co., Montreal, Canadian Distributors.

Always use Victor Machines with Victor Records and Victor Needles-the combination. There is no other way to get the unequaled Victor tone.

Albany, N. Y Finch & Hahn.Altoona, Pa. W. F. Frederick Piano Co.Atlanta, Ga. Elyea-Austell Co.

Phillips & Crew Co.Austin, Tex. The Talking Machine Co., of

Texas.Baltimore, Md Cohen & Hughes, Inc.

E. F. Droop S.: Sons Co.IL R. Eisenbrandt Sons.

Bangor, Me. Andrews Music House Co.Birmingham, Ala Talking Machine Co.Boston, Mass Oliver Ditson Co.

The Eastern Talking MachineCo.

M. Steinert & Sons Co.Brooklyn, N. Y American Talking Machine Co.Buffalo, N. Y W. D. Andrews.

Neal. Clark & Neal Co.Burlington, Vt American Phonograph Co.Butte, Mont Orton Brothers.Chicago, Ill Lyon & Healy.

The Talking Machine Co.The Rudolph Wurlitzer Co.

Cincinnati, 0 The Rudolph Wurlitzer Co.Cleveland, 0 The W. H. Buescher & Sons Co.

The Collister & Sayle Co.The Eclipse Musical Co.

Columbus, 0 .Perry B. Whitsit Co.Dallas, Tex Sanger Bros.Denver, Colo the Ilext Music Co.

fhe Knight -Campbell Music Co.Des Moines, la Chase & West Talking Mach. Co

Mickel Bros Co.

Victor DistributorsDetroit, Mich Grinnell Bros.Elmira, N. Y Elmira Arms Co.El Paso, Tex W. G. Walz Co.Galveston, Tex Thos. Goggan & Bros.Honolulu, T. H Bergstrom Music Co., Ltd.Indianapolis, Ind Stewart Talking Islachine Co.Jacksonville, Fla Florida Talking Machine Co.

Kansas City, Mo J W. Jenkins Sons Music Co.Schmelzer Arms Co.

Lincoln, Neb Ross P. Curtice Co.Little Rock, Ark 0 K. Houck Piano Co.Los Angeles, Cal Sherman, Clay & Co.Louisville, Ky Montenegro.Riehm Music Co.

Memphis, Tenn 0. K. Houck Piano Co.Milwaukee, Wls Badger Talking Machine Co.Mobile, Ala Wm. H. Reynolds.Montreal, Can Berliner Gramophone Co., Ltd.Nashville, Tenn 0. K. Houck Piano Co.Newark, N. J Price Talking Machine Co.New Haven, Conn Henry Horton.New Orleans, La Philip Wedeln, Ltd.New York, N. Y Blackman Talking Machine Co.

Emanuel Blout.C. Bruno & Son, Inc.I. Davega, Jr., Inc.S. B. Davega Co.Chas. H. Ditson & Co.Landay Brothers, Inc.New York Talking Machine Co.Orme, Inc.Silas E. Pearsall Co.Benj. Switky.3. B. Greenhut Company, Inc -

Omaha, Neb Nebraska Cycle Co.A Hospe Company.

Peoria, III PutnamPage Co., Inc.Philadelphia, Pa Louis Buehn.

C. J. Heppe & Son.Penn Phonograph Co., Inc -The Talking Machine Co.H. A. Weymann & Son, Inc.

Pittsburgh, Pa C C. Mellor Co., Ltd.Standard Talking Machine Co.

Portland, Me Cressey & Allen, Inc.Portland, Ore Sherman, Clay & Co.Richmond, Va The Corley Co., Inc.

W. D. Moses & Co.Rochester, N. Y E J. Chapman.

The Talking Machine Co.Salt Lake City, UtahConsolidated Music Co.San Antonio, Tex Thos. Goggan & Bros.San Francisco, Cal Sherman, Clay & Co.Savannah, Ga Phillips & Crew Co.Seattle, Wash Sherman, Clay & Co.Sioux Falls, S. D Talking Machine Exchange.Spokane, Wash Sherman, Clay & Co.St. Louis, Mo The Aeolian Company of Mo.

Koerber-Brenner Music Co.St. Paul, Minn W. J. Dyer & Bro.Syracuse, N. Y W. D. Andrews Co.Toledo, 0 The Whitney & Currier Co.Washington, D. C Robert C. Rogers Co.

E. F. Droop & Sons.


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THESE ALBUMS ARE THE BEST FOR VICTOR, EDISON,COLUMBIA AND ALL OTHER DISC RECORDSWrite for samples of our Albums, which are superior to all others

Address NATIONAL PUBLISHING CO.. 235 South American St., Philadelphia, Pa.FALL TRADE STARTS IN CINCINNATI.

Dealers Generally in Optimistic Mood-Vic-trola Department of Cable Company Openedto the Public-Steubenville Dealer in Trouble-Liberal' Advertising the Rule-What theManagers Report Anent Conditions.


CINCINNATI, 0., September 9.-From all appear-ances Cincinnati is no worse off than the otherimportant communities of the United States. Thereis a most optimistic feeling among 'the managersof the various talking machine departments aboutthe city. In a general way they feel that the busi-ness for this month will off -set the losses of Julyand August. There was just a fair amount ofbusiness during these -two months. More than theaverage number of Cincinnatians appeared to havebeen away during the past sixty days. Now oneagain hears the music of the talking machines.

After much delay the Victrola department ofthe Cable Company, on West Fourth street. will bethrown open to the public on Monday. Whole-sale Manager Summey has engaged Kenneth Bart-lett, a former Cincinnati boy and lately of Tampa,Fla., to take charge of the new business. Mr.Bartlett is already on the job and is patientlywaiting for the disappearance of the workmen sothat he can get busy. The demonstrating boothsare located on the ground floor and help give anartistic appearance to this big music shop.

News comes from Steubenville of the financialdifficulties of Lambert Friedl, owner of the Na-tional Talking Machine Co. On Thursday heposted a notice, announcing the closing of the busi-ness due to a "depreciation of stock." He an-nounced that his liabilities are close to $38,000,and that his assets will pay him out clear in time.

Manager Whelen, of the local Columbia grapho-phone store is still optimistic about the fall business. He said "During the month of August wesimply held our own, but September opened upgood, as the opening of the schools is bringing

many families home from their vacations, whichnaturally acts as a stimulus to business. The re-opening of the schools is usually the signal for re-newed activities in all lines of business and notime will be lost from now on in getting ready tohandle the fall and winter business."

The Otto Gran Piano Co. is most consistent inadvertising its Victrola department. PresidentGratz states that this has brought the company busi-ness which it would not have received by an oc-casional advertisement.

The Aeolian Co. is doing considerable ad-vertising and is getting ready for a big fall trade.

Manager Stotler, of the Milner Musical Co.,leaves Monday for Wisconsin, where he expectsto put in two weeks, seeking some gamey fish.

Manager Dittrich, of the talking machine de-partment of the Rudolph Wurlitzer Co., says:"August was a month of exceptionally heavy recordorders at a time when shipments of records wereheaviest from the manufacturers. Machine orderswere also very good, and this would indicate thatdealers not only are enjoying an exceptionally goodsummer trade, but are stocking up for the fallbusiness in spite of pessimistic reports from otherchannels of trade. Retail business was excep-tionally good during the month of August. Weare not losing any sales on account of the war con-ditions, and we do not expect to be effected by con-ditions later on in the fall. There is a plentifulstock on hand and we look for big results duringthe coming season."

THE MAN OF GRIT WINS.The fellow who says "I never had a chance" is

almost invariably a man who never had any grit.Grit wins. To have grit means to have determina-tion enough to keep going, to plug away until theaccomplishment of your purpose. This requiresplanning, studying, working with all the concen-trated force that is in you. Winning means work-ing in the superlative degree, not shirking in anydegree.

GRAFONOLA RECITAL IN CHURCH.Large Crowd of Church Members and Friends

Turn Out to Enjoy Most Delightful ConcertArranged in Laurel, Md., by R. H. Sadler,Jr., a Local Grafonola Enthusiast.

(Special to The Talking Machine World.)LAUREL, MD., September 5.-R. H. Sadler, Jr., of

this town, had heard on various occasions of theuse of talking machines in churches and deter-mined to make the experiment for his own satis-

Showing Grafonola Used in Church Work.faction. He was the possessor of a ColumbiaPrincess Grafonola, and after arranging a com-prehensive program of various kinds of music se-cured the use of the Laurel Presbyterian Churchfor the concert. The concert, or recital, was inthe nature of a free social for the church peopleand their friends, who attended the affair in largenumbers. So successful was the first recital thatMr. Sadler was compelled to follow it with othersto meet the demands of the local music lovers. Theaccompanying illustration shows the Grafonola inposition beside the pulpit.

PROGRESSIVE JOBBERS ADVERTISINGIN THE TALKING MACHINE WORLD. CON-SULT THEIR ANNOUNCEMENTS.

THE TALKING MACHINE WORLD. 7

Victrola IV, $15Oak

Victrola X, $75Mahogany or oal

Victrola VI, $25Oak

Victrola VIII, $40Oak

Victrola IX, $50Mahogany or oak

To the public, " Victrola" means theworld's best music.

,To the music dealer it means all that

and more. It is the very foundation of musictrade success.

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

Berliner Gramophone Co., Montreal, Canadian Distributors.

Always use Victor 'Machines with Victor Records andVictor Needles-the combiHation. There is no otherway to get the unequaled Victor tone.

Victrola XI, $100Mahogany or oak

Victrola XIV, $150Mahogany or oak

Victrola XVI, $200Mal.ogany or oak


Good pioduct sold to the dealer and bythe dealer, strictly on its merits, co-operation always, and protection as amatter of course-that's business,Columbia style.

(Write for "Music Money," a book "full of meat" for thosedealers interested in quick and frequent turnover of capital.)

Columbia Graphophone CompanyWoolworth Building, New York

TRADE IMPROVES IN PITTSBURGH.Attractive New Stores and Departments Opened

-Recital Hall in Kaufmann Bros. Store-Schoen Music Co.'s Department a Success-Reports from Other Members of the Trade.

(Special to The Talking Machine World.)PrrrssuRoll, PA., September 10.-The consensus

of the opinions of the Pittsburgh talking machinedealers indicates a marked improvement in tradeduring the first part of September, in fact severalreport a slight advance in sales over the sameperiod of last year. The record business is on tneincrease and many of the houses have materiallyincreased their lines.

New Dealers in Line.During the past ten days two newcomers have

made their appearance in the circle of local deal-ers. The Peloubet Co. has opened an up-to-dateestablishment on Forbes street, near Oakland, andis handling the Victor exclusively. The openingtrade has been very encouraging and a splendid fallbusir.ess is looked forward to, as the Peloubet storeis located in a section of the city that is a compara-tively new field for the talking machine.

A talking machine department has been installedby the Story & Clark Piano Co., 539 Wood street,who will specialize exclusively in the Edison. Sev-eral practically sound -proof booths have been con-structed and are fitted up in a complete and con-venient manner. The department opened for busi-ness during the week of September 7.

Pleased with Business Conditions.The Boggs & Buhl Victrola department has been

enjoying an exceptionally good business, and Man-ager J. A. Phelps reports a steady increase sincethe first of September. The location of the de-

partment on the fourth floor with the piano de-partment is proving to be equally as convenient andattractive to customers as the old situation on thesecond floor.

To Open Concert Hall.Manager H. N. Rudderow. of the Kaufmann

Bros. Victrola department, expresses much satis-faction over the trade of the past few weeks,which, although not brisk, has been of a substan-tial character. Mr. Rudderow has just returnedfrom a week's vacation spent at Niagara Falls andother points of interest.

The Kaufmann Bros. store opened its con-cert hall to the public on September 7, and in thenear future Victrola concerts will be given atregular intervals.

The Schoen Music Co., 119 Federal street, NorthSide, reports its new Columbia talking machinedepartment as making good strides in both theinstrument and record sales. Callers have beenparticularly numerous recently and many fine pros-pects for the higher priced machines are in evi-dence. The new display window is being used ex-clusively for the display of the Columbia and isalways kept freshly and attractively arranged,which is doing much to draw prospectivecustomers.

The S. Hamilton talking machine department re-ports a very fair summer business in its three lines,the V. E. C. triplets. The store's show window,which is one of the largest and handsomest in thecity, has been given over almost entirely duringthe past week to the Victor, Edison and Columbiahigher -priced instruments. An Edison diamonddisc, special case, instrument selling at $400, anda new Victor No. XI, are shown to excellent ad-vantage.

ORIGINAL PUBLICITY STUNT

Inaugurated by the Landis Music Store,Waynesboro, Pa., Brings Deserved Results.

The proper use of the original and unique inup-to-date publicity matters is the goal of everyadvertising man, and the unusual advertisements,car cards and publicity stunts that are turnedout regularly bear eloquent testimony to thissearch for the distinctive.

In line with this embodiment of the originalin advertising, the idea recently presented by theLandis Music Store of Waynesboro, Pa., livewire Victor dealer, is well worth attention. Thiscompany sent out to its :nailing list a letter ad-vertising the Victor, and- enclosed a check fortwo cents "to pay for a minute of your time."The novelty of this plan was the subject of gen-eral comment, and was a material factor in thesales success of the letter.

SILAS E. PEARSALL CO. EXPANSION.

New life has been added to the Silas E. PearsallCo., Victor jobber, 16 West Forty-sixth street,New York, by the appointment of John A. Snyderas general manager, and of Thos. F. Green as man-ager of sales. Mr. Snyder comes from Philadel-phia, where he has had considerable experience inbanking lines in connection with his talking ma-chine experience, while Thos. F. Green, formerlythe Victor man of New York, needs no introduc-tion. Plans are rapidly being shaped by these twogenerals for a campaign for both wholesale and re-tail business that should increase the scope andprestige of this company.

The DITSON Pledgeis to see that our clientele has a better service than ever-setting a new standard inVictor jobbing deliveries. The demands of alert Victor dealers-the kind that grow-are many and varied, and we furnish the "first -aid" in every instance.We believe this year's Victor business will be of tremendous proportions, and it willpay you to have

The Fastest Victor Servicewhich is a requisite in this hustling age. We possess the largest stocks, the best organi-zation and most up-to-date equipment in the Eastern half of the country.This covers Victor machines, records and supplies of every kind.Will you let us tell you more about Ditson co-operation? A postal gets thisinformation!

OLIVER DITSON CO., Boston, Mass.


PACIFIC COAST DEALERS CONFIDENT OF THE FUTURE.Effects of European War on Fruit Shipments Being Overcome with Good Results-Phono-

graph Co. Occupies Handsome New Quarters-George W. Lyle Inspecting ColumbiaBranches-News of Travelers-Higher Priced Outfits Most in Demand Is the Report.

(Special to The Talking Machine World.)SAN FRANCISCO, CAL., September 4.-Notwith-

tanding the diverting influences of the Europeandisturbances the past month, business in the talk-ing machine stores here held its own fairly well.and with the first excitement of war conditionswearing off now to a considerable extent, greateractivity is anticipated for September. The pros-pects for fall and winter business in this section,except in special cases, have not changed mate-rially in consequence of the recent developmentsin foreign affairs. The first effect here was astoppage of shipping, which seriously interruptedthe export movement of crops and manufacturedgoods, thus tending to retard current businessgenerally, but quite a lot of ships have left forforeign ports the last few days and the difficultyof financing the export movement is not so pro-nounced as it was. Other operations temporarilycurtailed on account of the unsettled general con-dition are being resumed and the trade expressesrenewed confidence of gradual improvement, anindication of which is the appearance in the dailypaper this week of a little more advertising spacedevoted to musical instruments. Dealers did butlittle advertising the past month on the groundthat it would be money thrown away, as the publicwas too absorbed in other matters to read ads, theprimary election tending to distract attention frombusiness in addition to the reading, thinking anddiscussing of war topics.

Phonograph Co. in New Quarters.The principal event in the local trade the past

month was the removal of the Phonograph Co. ofSan Francisco from its old Post street location tothe new Edison Shop on Geary street, facingUnion Square. Final touches in decoration andminor details of furnishings were still to be madewhen the place was opened for business, and forthat reason the formal opening will not take placefor two or three weeks yet. The management ofthe business takes just pride in the new establish-ment.

One of the highest compliments that canbe paid any establishment is probably that every-thing is in good taste, and that can truly be saidof this new Edison Shop. The woodwork is redgum finish, which harmonizes with the sand -tintedwalls and matches the furniture. The arrange-ment of the store was given much thought in

order to combine attractiveness with convenience.In front is a large display and salesroom,, followedby a lobby for the accommodation of visitors;then the offices, back of which are record roomsfor stock and eight sound -proof demonstrationrooms. The store is 110 feet deep, the displayroom is 22 feet wide, and the remainder is 25 feetwide. A mezzanine floor has been installed, ex-tending f mum the rear to the display room. It hasbeen fitted up for a concert hall, and its approachis one of the most elaborate features of the estab-lishment. A stairway leads up from either sideof the display room, forming an archway. In thebasement are provided storage and shipping facili-ties. As the name signifies, Edison products arehandled exclusively, and one of the chief pridesof the place is a signed photograph just receivedfrom Mr. Edison, extending his best wishes forthe success of the new Edison Shop of San Fran-cisco.

George W. Lyle on Inspection Tour.W. S. Gray, district manager of the Columbia

Graphophone Co., expects to leave shortly forSpokane, Wash., where he will meet George W.Lyle. From that point he will accompany him onhis tour of inspection of the company's PacificCoast interests. Word has also been received herethat Marion Dorian, ,of the Columbia Co., willvisit the local headquarters some time in Septem-ber. While here he will go over plans and speci-fications for the Columbia booth at the expositionnext year, and look after other matters pertainingto the .company's exhibit.

M. J. Sittenfeld to Travel for Columbia.A new traveler has been added to the local

force of the Columbia Graphophone Co. in theperson of M. J. Sittenfeld, who was formerlymanager for the company in Sacramento, Cal. Hehas been assigned the central part of the Stateas his territory and is giving good account ofhimself on his initial trip, according to WholesaleManager F. R. Anglemeier. The. other travelersare out also. C. P. Le R. -)y is in the southern partof the State, and C. J. Moore is back on duty inthe San Francisco Bay district, after a two weeks'vacation at Skaggs Springs, in Sonoma County.Mr. Anglemeier says business has kept up nicelythe past month in both machines and records, andhe looks for improvement from now on until theholidays.

A. R. Pommer at Golfers' Meet.A. R. Pommer, proprietor of the Pacific

Phonograph Co., and Mrs. Pommer, both ofwhom are golf enthusiasts, are spending the earlyPart of September at Del Monte, where golfersfrom all parts of California have assembled tocompete for State supremacy.

New' Traveler for Edison Disc Line.The Pacific Phonograph Co. has enlisted the

services of E. C. Howard. His official title is spe-cial representative and his sole mission is to solicitnew business for Edison disc products. He willcover the entire Pacific Coast, and as Iris effortswill be confined to opening new accounts, he willwork principally in localities heretofore not ex-plored to any extent by the company.

Does Lively Business at Summer Resorts.Special Representative Francis Raymond, of the

phonograph sales department o f Thomas A. Edi-son, Inc., in this district, spent most of. the pastmonth at the summer resorts south of this cityin the interests of higher priced Edison disc phono-graphs. Ile conducted a writ.: of recitals at OK.leading hotels offering special inducements tosummer visitors, and no doubt Edison dealers willreap benefits from his campaign.

Get Good Stock of Victor Records.L. S. Sherman, of Sherman, Clay & Co., Coast

distributers of Victor goods, says they have beenunusually busy in the record department the lastNyeek or two filling back orders following the ar-rival of a large shipment from the factory, con-taining certain records which have been anxiouslyawaited for some time. Ilere machine businessis reported quite active also, and preparations arcunder way for a large holiday trade.

Says August Shows Substantial Gain.11. P. Rothermel, manager of Eilers talking ma-

chine department, which was installed the firstof July, says August showed a more substantialgain over July than he anticipated. Stocks havebeen increased in all three lines-Victor, Colum-bia and Edison-and all grades of machines havebeen selling. Edison disc products have been fea-tured, and 3.1r. Rothermel says they are in par-ticularly good demand.

Many Large Cash Sales.P. II. Beck has enjoyed a satisfactory month's

business in the Kohler & Chase talking machinedepartment, a feature of which he says was theincreased number of cash sales for machines un-der $100. He considers this an indication of im-proved conditions, as in his experience cash saleshave been largely restricted to higher priced ma-chines.

R. E. Wolfinger, of the talking machine depart-ment of the Wiley B. Allen Co. in Los Angeles,Cal., spent a few days in San Francisco recentlywhile on his vacation.

To the man who is always waiting for somethingto turn up, success is always just around the cornerof the next street.

A man is known by the company he keeps, whichmay explain why some of use hate to be alone.

LansingKhakiMovingCover

is the only safe protectionthat you can use forwrapping machines forshipment, for it insuresperfect delivery condition.

It is the same as packingeach talking machine orrecord cabinet in fourthicknesses of heavy felt,with cotton flannel on theinside to keep the var-nished surfaces right, andGovernment khaki on theoutside to insure wearingdurability of the cover.

Gives Protection AgainstDustFinger PrintsBruisesScratches andBeat or Cold

You save all bother of re-finishing each machine, soeach cover saves its costwithin a week after youbuy it.

Place for your name andaddress on the outside, soyou also get advertisingvalue.

Ask us to send you aLansing Cover and test ityourself. Also get ourBooklet No. 6 giving youfull details.

Better send forthese to -day.

E. H. LANSING611 Washington St.

BOSTON, MASS.


A new Columbia at a war -time price-the "Meteor," $17.50. It has all the ear-marks of Columbia quality-quality ofappearance, quality of workmanship,quality of tone. That is enough to ensurea market for this new instrument.



LOOK FOR GOOD FALL TRADE.

Indianapolis Dealers Optimistic Over Outlook-Columbia Co.'s Unique Display in WaterCarnival - Kipp -Link Co. Activity-E. L.Lennox Wins Golf Honors-What the OthersReport Regarding Current Conditions.

( Special to The Talking Machine World.)INDIANnyous, IND., September 9.-Talking ma-

chine dealers here are looking forward to a pros-perous fall trade. The European war has notaffected the local talking machine trade and thedealers can assign no reason why it should.

The Columbia Graphophone Co., 27 NorthPennsylvania street, won honors recently in thewater carnival held under the auspices of theRiverside Canoe Club on White river, near River-side Park. While the Columbia's entry in thecarnival did not take the grand prize-simplybecause it was not entered as a contestant-it re-ceived more applause than the triumphant entry.H. M. Wright designed the Columbia display.Taking two large canoes as his foundation, Mr.Wright built a living room scene which won appreciation on every hand. On the two canoes a

platform ten feet square was placed. A six bynine rub was laid on the platform. A table.three comfortable rockers and a Grafonola De Luxemade up the furnishings. The pictures of MaryGarden. David Bispham, Emmy Destinn and LinaCavalieri were placed along the front of theplatform. Storage batteries supplied- the electriccurrent for the lights.

The "movie" men were on hand at the carnivaland the moving pictures of the "parade" are beingshown at the local theaters. The Columbia dis-play shows up especially well in the pictures. A

free exhibition of the pictures was given in Monu-ment place the week of the Indiana State Fair,September 7-11. This week was also "Made inIndianapolis Week."

A. W. Roos, manager of the Columbia store,said business was good the latter part of August,and that the indications are that there will be abig fall business. Dance records continue to be

the best sellers, it being almost impossible to getas many as needed.

Thomas Devine, manager of the Dictaphonedepartment of the Columbia store, is in Ottawa,Canada. Friends of Devine are worried lest theCanadian Government should pick him up andcompel him to go to war for England.

W. C. Fuhri, of Chicago, district manager, vis-ited Mr. Roos recently. Mr. Fuhri and Mr. Rooswent to Terre Haute in Mr. Roos's automobile.They had a very pleasant trip and in additionattended to business there.

The Kipp -Link Phonograph Co., jobber for theEdison line of phonographs, find that it does not

Columbia Display in Indianapolis WaterCarnival.

.have to do very much pushing to sell the Edisonline. It's more of a pulling game to get themachines and records to supply the demand.

W. S. Barringer, of the Stewart Talking Ma-chine Co., jobbers in Indiana for the Victor Talk-ing Machine Co., expects to have this fall the besttrade his house has experienced. Preparation hasbeen made by the Stewart Co. to take care ofheavy demands for records and machines fromthe dealers throughout the State.

The talking machine department of the Aeolian

Co. had a very good August trade and a largefall trade is expected.

Edwin L. Lennox, of the E. L. Lennox PianoCo., which handles the Edison line of disc pho-nographs, won second honors in the State golftournament held recently at Marion, Ind. Mr.Lennox is a veteran both in the music game andin the game of golf.

PREPARING FOR NEXT CONVENTION.Press Committee of National Association of

Talking Machine Jobbers Reports Start ofWork for Reunion in San Francisco.

J. C. Roush, chairman of the press committee ofthe National Association of Talking Machine Job-bers, in a recent communication says:

"Tentative plans are already being prepared fora banner convention at San Francisco July, 1915.Pamphlets showing special trips with privilege ofreturning different routes are being prepared, pro-fusely illustrated, and will be mailed to every mem-ber of the association shortly.

"Plans for entertainment of the jobbers and theirfriends are being arranged, and there is no questionbut what the next convention will be one that everymember can well be proud of. Many members havesignified their intention of being present, and the at-tendance will no doubt be quite large, as many mem-bers will use this as an excuse to visit the beautifulCoast, Yellowstone Park and the Yosemite Valleyinstead of putting it off from year to year.

"Special Pullmans will be arranged for, makingthe trip practically a family party and members willreturn home with a better knowledge of their owncountry than they could obtain from constant read-ing and studying. Every member is urged to makehis plans' take in this beautiful trip with his familyand friends."

The live -wire Victor dealer is "always on thejob," as witness the aggressiveness of John J. Car-roll, Victor dealer at Newark, 0., who on a re-cent trip around the world stopped at Rome for afew days and picked up a fat order for a VictrolaXVI. and a good-sized record library.

SECRETlive Sound

Elbert Hubbard, writing in the Julyissue of "The Fra," says of the LittleOne -Der attachment for talking ma-chines : "It restores lost chords andtakes the wreck out of records." Thisis only one of the many very strongendorsements we have received for ourpatent needle holder (shock absorber)

from the hundreds of delighted ownersof talking machines. A $Io,000 manwrites that he is able to play perfectlywith the Little One -Der attachmentrecords 10 years old.

Here is a "Little Hint" for thedealer : In addition to trying out asample on your own perfect demon-strating machine, using perfect newrecords, and getting demonstrations ofthe fine color -value, ask your custom-ers to bring in their old records.

You will thus make a sale of an at-tachment and yourself get enthusiasticover our patent.

You will bring old customers intoyour store to investigate, and it is asimple matter then to get them to tryout some of the new records. Result,

sale of a Little One -Der and of severalnew records.

Another, way to sell attachments, ifyou cannot induce all your customersto come infor a demonstration, offerto send one out to the home for trial.We guarantee you will make a saleevery time.

Write for 2 or 3 dozen attachments,xvhich we will send on approval. Atthe end of 3o days return those youhave not sold, and we will not chargeyou for them. Our introductory priceon this trial offer is 6oc. each, and youretail for $i. Special price on quan-tities.

Sole Maker

A. S. B. LITTLENashville, Tennessee

The Wonderful FreightService of Saint LouisOOK at the map!

Each circle about Saint Louis represents the limit of aday's travel of the fast freight service from here! Twelve

hundred cars and more leave Saint Louis daily, carrying packagefreight to break bulk at car destination, and all of these cars moveon SCHEDULE!

See how far freight, moves from Saint Louis in One Day inTwo Days in Three Days!

Think what a wonderful accomplishment this is how NEARSaint Louis is to YOU by freight!

And think how much faster our Express and Parcel Post servicebrings goods to you!

We are AT YOUR DOOR and here in Saint Louis we havethe BIG Victor Stock able to fill the orders for shorts that otherjobbers can't fill. If anybody in America has the Victor Records,Machines or Accessories you need -WE have!

Send us your shorts even if you get the bulk of your Victorgoods from somewhere else. Send US the hard part to fill!

Koerber-Brenner Company

Harry G. KoerberPresident & Treasurer

Victor Distributors

Saint Louis Edwin C. RauthVice -President & Secretary

The Goods, andNOT "Regrets"THAT'S our policy.

It compels us to carry a largerstock of Records, Machines, andAccessories than most Jobbers butwe FILL orders instead of sendingour regrets, which is what you areafter.

You send in orders for Victor goodsbecause you NEED 'em. A jobberwho is always "short" doesn't helpyou much.

So, if you're short anything now,instead of waiting for your regularjobber to get it, send us the order. Ifanybody in the 'country is stocked onthe item, WE are.

We just "dote" on these "Short"items others send regrets about.

We will appreciate your shortbusiness, even if you place your reg-ular orders elsewhere.

Koerber Brenner CompanyVictor Distributors

Saint LouisHarry G. KoerberPresident & Treasurer

Edwin C. RauthVice -President & Secretary


PHILADELPHIA TRADE SHOWS PLEASING INCREASEOver Business for Same Season of Last Year Despite General Conditions-Dealers Make

Elaborate Preparations for Capturing Trade During Coming Months-Recitals andLiberal Advertising Planned-Louis Buehn Reports Steady Business Growth.

(Special to The Talking Machine World.)PHILADELPHIA, PA., September 9.-The talking

machine business in Philadelphia during the monthof August was most satisfactory, and while therewas not a very large increase over 1913, andespecially not as large as several previous months,yet it was sufficiently so to be encouraging andto give bright prospects for the remainder of theyear. Thus far nine -tenths of the talking machinedealers in Philadelphia have experienced an in-creased business for the first eight months of thisyear, every month over the corresponding monthsof 1913.

There is not going to be any material change inthe aspect of the talking machine business inPhiladelphia this year despite the harmful in-fluence of the European war. It has reached sucha staple basis that little change is necessary.

The Edison disc dealers are prepared foran active fall campaign and have thousandsof circulars already addressed and ready tobe mailed just as soon as they feel theproper time has arrived. They will also in-augurate an elaborate series of concerts in whichthey hope to reach a large number of talkingmachine purchasers who would understand andappreciate the Edison qualities.

The talking machine department of John \Vana-maker's has enjoyed an unusually good Augustbusiness. The new record racks are in place whichfacilitate work very materially. The sales forcehas been divided in such a way that at presentthere is an exclusive sales force to sell Victors andan exclusive sales force selling records. Concertsare being given ever day in the large concert hall,in which a piano, an organ and a violin arc usedwith a Victrola. These concerts are very largelyattended. Among the Wanamaker visitors the past

week were L. C. \Viswell, the general manager ofthe talking machine department of the Lyon &Healy store, Chicago, and Miss Golden, a younglady who conducts a talking machine store in In-d:anapolis. Mr. Kingsmore, of the Wanamakerselling force, will be married the coming week.

Louis Buehn, who handles the Victor machinesand the Edison Amberol, has increased his busi-ness very materially during August. Mr. Buehnspent the latter part of July and most of Augustat Ocean City, and last week made a tour of the.Eastern shore of Maryland in his automobile. Mr.Buehn says his business has run steadily ahead oflast year, every month showing a gain over thecorresponding month, and he looks for an in-creased business in the fall and winter. Edisondictating machine business also shows an improve-ment over last year, and among the leading houseswho have taken on this instrument are: The Key-stone Type Foundry, the Ford Motor Car Co., Dis-ton & Sons, the saw manufacturers of Tacony;Berger Brothers, and the Gurber Engineering Co .of Bethlehem.

Burkhart & Blake, at Eleventh & \Valnut streets.have a most artistic and attractive window displayof the Edison, and are about .to erect a large dis-play sign on their building, 13 feet wide, on theEleventh street side. They have also built anadditional booth. They report that their business onthe Edison thus far has gone considerably aheadof their expectations, and they are most optimistic.

Ramsdell & Son, also Edison agents, are makingarrangements to have a series of fine booths placedin their warerooms and are going to give the talk-ing machine end of their business equal attentionwith the pianos. Both the Cunn:ngham and Stet-son companies are going to place experienced menin charge of their Edison departments.

The Talking Machine Co. expects to have allalterations finished by the middle of this month,and it is going to have as fine a store as is inthis city on Broad street.

Walter T. Eckhart has been. spending severalweeks at Atlantic City. He came up to the citylast Friday and returned on Saturday after hefound that everything was working along in a satis-factory way. As the Philadelphia -Chicago OperaCo. will not give performances this winter on ac-count of the war, it will give the PennsylvaniaTalking Machine Co. additional room for its busi-ness. The Opera office took up quite a little spaceat the front of the store, but it was a good adver-tising medium.

Lit Bros. are continuing to enlarge their de-partment, and it now covers close to three timesthe space it occupied a year ago.

Gimbel Bros. have not yet found time to makethe enlargement to their department so long contemplated, but their business is growing so rapidlythat they cannot delay much longer.

Strawbridge & Clothier are more than holdingtheir own, they report, and with their new rackfacilities they are finding it much easier to handletheir rapidly growing business on records. Man-ager J. E. Priestly believes that the business isgoing to be very good this fall.

SUSTAIN THE PRICE.You will notice that those business men who have

'really made good are in a position to make a priceand sustain it, because their reputation is such thatthat course is justified; they are men who havebeen very careful to make good all business trans-actions by having always sincerely tried to deliverquality in proportion to price.

RETURN FROM VACATIONS.L. A. McChesney, advertising manager of Thos.

A. Edison, Inc., Orange, N. J., has returned fromhis vacation, which he passed in the Adirondacks.

Credit Manager Philips, who has been sojourningat Asbury Park, N. J., has also returned.

FOR SALEMy high-class retail Victor business;Established 11 years; Centrally located;Store thorOughly equipped, with well -trained sales force. Genuine opportunityfor investment of $10,000 to $15,000capital. Am retiring from retail business.Further details on application.

BEN J. SWITKY9 WEST 23rd STREET NEW YORK CITY


111111111111111111111111111111111111111111111111111111111l

LOUIS XVIModel A450, Circassian

Walnut, $450.00Model A400. Mahogany,

$400.00

11111111111111111IMP

SHERATOModel A275, a

hogany, In idPlain, $275 )

As Easy As Selling High Hatsto Aldermen:-

That's how easy it is to sell an Edison Phonograph to a manwho knows real music when he hears it.

As soon as a few records are played, your music -lover knowsthat here is a true musical instrument that reproduces all the beautiesof the original music. He knows that he is hearing the overtonesthat elude reproduction on other phonographs.

To him the advantage of having a permanent point that doesaway with the bother of changing needles, is instantly obvious. He

Model A80, Mahogany,$80.00

1111111111111111111111111111111111111111111111111111111111

Model A200, Mahoganyand Oak, $200.00

Thomas A. Edison, Ir:

1111111111111111111111

Model A300, :ir-cassian Wuut,

$300.00


11111111111111

kTON:90, Ma

Inlaiduetry

1

1111111111111111111111111111111111111111111111111111111,

LOUIS XVModel A425, Circassian

Walnut, $425.00Model A375, Mahogany,

$375.00

tsps the mechanical superiorities of the Edison put into it by thatester inventor who gave the phonograph its name.

The smooth running motor that gives the music its steadych, the indestructibility of the records, the clear tone that makesEdison so indispensable for any out -door affair where music is

sired, the beauty of the cabinets-all these merits combine to)rk on the buying instinct of the music -lover until he feels that he,ply cannot get on without an Edison.

Thert cornist nocause

Edison does this for itself-it is its own best salesman. Youres in seeing to it that you have the full Edison Line. Yout let that buying -instinct find its outlet in another storeyou have not the type of Edison your customer desires.

,akeside Ave., Orange, N. J.

1111111111111

50, Ma-and Oak,

Model B60, Oak, $60.00

111111111111111111111111111111111111111111111111111111'

Model A150, Mahoganyand Oak, $150.00

110

Ir


.-or Theemaker iv

Malkinsellers of

W -C.-.2,110 cit9eb"rnaczes

EDWARD LYMAN BILL, - - Editor and Proprietor.J. B. SPILLANE, Managing Editor.

Trade Representatives: GLAD. HENDERSON, C. CHACE, L. E. BOWERS, B. Bert -rain WILSON,A. J. NicxLIN, AUGUST J. TIMPE, L. M. ROBINSON.

Boston: JOHN H. WILSON, 324 Washington Street.Chimp° Office: E. P. \'AN HARLINGEN, Consumers' Building, 220 South State Street.

HENRY S. KINGWILL, Associate. Telephone, Wabash 5774.London. Eno., 011tce: 2 Gresham Buildings Basinghall St. W. LIONEL STURDY, Manager.Representatives foe Germany and Austria: VERLAG NEC Sten, Berlin C. 19, RossStrasse

Germany. GEO. ROTHGIESSER, Director.The Talking Machine World has regular correspondents located in all of the prin-

cipal cities throughout America.

Published the 15th of every month at 373 Fourth Ave., New York.

SUBSCRIPTION (including postage), United States, Mexico, $1.00 per Year; Canada,$1.26; all other countries, $1.76.

ADVERTISEMENTS: $3.00 per inch, single column, per insertion. On quarterly or yearlycontracts a special discount is allowed. Advertising pages, $100.00.

REMITTANCES: should be made payable to Edward Lyman Bill by check or Post OfficeMoney Order.

tir NOTICE TO ADVERTISERS.-Advertising copy shouldreach this office by the first of each month. By following this ruleclients will greatly facilitate work at the publication headquarters.

Long Distance Telephones-Numbers 5982-5983 Madison Sq.Cable Address: "Elbill," New York.

NEW YORK, SEPTEMBER 15, 1914.

WAR talk has been dominant throughout this land duringthe past month, and even a trade publication has to de-

vote a certain amount of its space to the discussion of war andits effect upon trade.

So closely is the world bound together by ties of businessand friendly intercourse that what affects one nation is boundto affect the others. We cannot have half the world engaged inthe most destructive conflict of all the ages without having animmediate effect upon the interests of other countries.

There is inconvenience and loss and suffering for the peoplesof all continents because the European nations have drawn thesword.

The organized interests of man everywhere are so inter-dependent that commerce, finance and industry suffers loss, andmust suffer more and more as the conflict deepens.

We talk about a neighborhood of nations, and yet it is aneighborhood without brotherhood; and by the awful scourge ofhatred all nations are learning that neighborhood without broth-erhood is hatred and death.

The sciences and arts of peace are made to belie themselvesin the ruthless service of carnage and slaughter.

Something must be wrong with our civilization when, in1914, millions of men confront each other on the battle fieldtrying to decide the quickest way of wiping each other out.

All our talk of close brotherhood-all our talk of arbitra-tion, of treaties was backed by the preparation for war.

Armed peace is .forever disproved and doomed as an instru-ment of international safety. There can be no such thing asarmed peace. It contradicts itself, for peace that must arm isno peace. In spirit, in motive and all of the moral qualities ofconduct it is war. All it lacks is opportunity. Give it occasionand the brute -force war features are made manifest.

If "war is hell," then it is plain that armed peace is hell'swide-open gate.

THE industrial conditions throughout Europe are sadly dis-rupted. Business organizations are broken, and the ques-

tion is how soon will they be reorganized. Some never, becausethe brilliant minds which once directed them are no more, andthe losses of the warring countries of Europe, in fine citizenship,cannot be reckoned in money standards-it is beyond pricing.

But the responsibilities of America in this great conflict aregreat, for in this crisis it is to the United States, with her vastresources, her fields of grain, her great stores of riches and gold,

manufactures and human energy, that all the world is forcedto turn for leadership.

The countries at war must have American wheat and Ameri-can meat. They will want, and try to obtain, munitions of warfrom American factories. With their own shops closed, theworkmen at the front, rifle in hand, will need American cloth,iron, steel, shoes, saddlery and products of every kind, andbound as we are by ties of blood and business to every nationof Europe, when the day comes when the great armies of Europeshall have made their last final payment in human life to thegod of war, and peace once more smiles upon the people in thewar -torn lands, then it will be through the good offices of Amer-ica-the melting pot of all nations-that the way will be pavedfor conferences and new treaties.

The prostration of the manufacturing interests of Europewill make it impossible, by reason of the results of the war, forany great revival in export trade from those countries for sometime to come. And America, by reason of these unfortunateconditions, has an unlooked and unsought for opportunity open-ing up. The war will throw us upon our own resources, andcompel us to develop raw and unfinished materials for thesupply of which we have been relying upon European countries.

0 UR vast resources in every line will be developed, and theUnited States will make itself almost immediately inde-

pendent of the rest of the world in its manufactures.Opportunity, through Europe's misfortune, is knocking at

America's door louder than she ever knocked before at the doorof any great nation.

From present appearances it would seem as if within theimmediate future there would be an unprecedented boom inalmost every line of trade.

Prominent industrial leaders have been interviewed, and theydeclare that they are preparing for a new era of business, andthat this activity will include a varied line, so that Americanindustries will leap ahead and employ all available labor, andwithin a brief time it is possible that every smokestack in thecountry will be pouring out its thickest clouds and every loomwill be turning, and every artisan and day laborer will be atwork.

America, being the only great nation not embroiled in war,must supply to the other nations of the earth enough of its prod-ucts and manufactures to cause the greatest of activity among us.

AMERICAN inventive ability will come to the front as ithas never come before. Thousands of Europeans will

invent no more, and the loss to those involved countries willbe vastly more than the loss of either property or wealth; andnotwithstanding that thousands of the brightest and brainiestmen must go down before the rain of hail and death, civilizationwill not halt, and the virile minds of Americans-the people ofthis new land-will quickly repair the loss.

Meanwhile we must feed the war -torn lands-we must carrythe commerce of the destroyed and imprisoned ships, and to dothat we must work-all of us.

There is no time to sit back and fill the air with gloomypredictions.

It should be plain to everyone that this country will boomas it has never boomed before, that the money equilibrium willbe steadily adjusted, and that men in every line of trade will feelthe necessity of work as never before.

T N New York we are too close to the cable connections, too1 close to Wall Street, too close to the great shipping inter-ests, too close to the great dailies which issue extras every halfhour, not to be more keenly susceptible to the war conditionsthan any other part of the country. Therefore, it is assumedthat New York's general trade would be quiet ; and yet we canpoint to instances in the music trade where some piano houseshave scored the best August trade that they have had for manyyears.

They have done it through organization-through work,and that is exactly where the talking machine men can takeadvantage of the present conditions and reap good results.

In the great agricultural sections of this country the people


are not influenced by the war conditions. They are getting morefor their crops than ever before, and the prices will still go higher.They will have more money to spend for home accessories, suchas pianos and talking machines. They will buy more automo-biles, and their good fortune will be reflected in the demandupon factories in all lines of trade.

And so it goes!The absorptive power of the hundreds of millions of people,

plus the additional call which must come from Europe, is prettysure to make this country a hive of industry and activity formonths and years to come.

It is not the time for pessimistic talk.The man with a grouch has no place.We have so many things in our favor that we should think

of them and discuss them rather than the sad misfortunes whichhave befallen others.

We are free from war. We have good crops-the greatestever.

We have a hundred million of people who make the bestmarket in the world.

We have good resources at our command, and all we needis just a little plain, ordinary, every -day common sense and tokeep steadily at our task.

Just pull strong and steady.

THE talking machine business, while undergoing changes, isbroadening out all the while. In fact, its development has

been phenomenal, for when we compare the conditions whichexisted in this industry half a dozen years ago with those ofto -day we must not only admit its wonderful development, andthe advanced position which the talking machine occupies to -dayin public esteem, but also the constant business changes whichthe industry has undergone.

All new industries have sooner or later to succumb to cer-tain fixed business conditions, and the talking machine trade, likemany others, is gradually reaching up to a position of mercan-tile greatness.

The relations of the jobbers and dealers are clearly defined,and it seems but reasonable to believe that the jobber cannothave two points to his business needle, so to speak. In otherwords, that it is not well for him to job different lines of talkingmachines. Concentration pays him best and pays the manufac-turer best, because where he has concentrated upon. particularlines he can offer no substitutes to inquiries which may come tohim from dealers developed by the manufacturer's national ad-vertising. He cannot say, "I can supply you with so-and-so," butsimply one product, and that product hetalks, believes in, knows its value, and allhis salesmen become imbued with thespirit of loyalty towards the particular

aproduct. That loyalty always makes forbusiness advance.

That clearly defined conditions seemto have worked out in a satisfactory man-ner, and in our estimation there will be noradical changes in the relations of jobbersto manufacturers within the near future.

With the retail trade it is different.and there is an unmistakable trend in thetalking machine world to sell such prod-ucts as are demanded by the public. Inother words, to follow the lines adoptedby the great department stores to sell thatwhich the people call for in the line ofmanufactured products. That would seemto be good, sound retailing, and it is fol-lowing out the public service plan in anefficient manner, which mercantile em-poriums must do in order to satisfy thepublic needs. .

That is a fixed mercantile principle inall lines of trade.

It does not matter whether one has aspecial talking machine store, music store,shoe store or a general department store.

The same principle applies to all, and a number see no goodreason why they should lose sales when a customer comes inand demands a special talking machine any more than a specialbrand of shoes or hats.

The party who enters a store and asks for a particularproduct had that product in mind when he entered the establish-ment, and, of course, the salesman may try to force a substituteupon him, but in the meanwhile he weakens his position as wellas his energies by attempting to convince a customer against hiswill. It is getting to be more and more a question of meritbacked by values. A product which is generally advertised, andwhich possesses unusual merits, has the decided call in the publicmind, and the dealers will do well to sell that product; but ifanother product is sought, it would simply be good merchan-dising to follow along the lines of least resistance and supplythose products which the public asks for and desires.

In the talking machine line, while there is no restrictedterritory, it Varies very materially from the piano business wherethere is restricted territory, and the piano men are exclusiverepresentatives within certain prescribed lines.

The talking machine retailer sells to all who may visit hisemporium, and it therefore seems good logic to conduct a storealong lines of satisfaction to the public in supplying the particu-lar products which are called for. The dealer will unquestionablyseek to follow lines which afford them increased revenues bymaking all sales possible. Therefore, the position of the jobberand the retailer, to our mind, is entirely distinct and separate.

WE have before us an advertisement put forth by one ofthe large dry goods companies in a Western city in

which a $100 talking machine is offered for twelve and a halfcents a day, the daily payment being brought out in very heavytype to attrack readers by reason of the low cost.

Such advertising does not tend to increase the value or pres-tige of the talking machine in the public estimation. In fact,in our opinion, it lowers its standing very materially.

To advertise an artistic product for twelve and a half centsa day is belittling it, and is lowering it to a point which is seem-ingly unnecessary and not warranted by present conditions.

The payments would amount to less than four dollars amonth, and that means more than two years before the machineis paid for. The same offer also includes six double records.Now, is it good business to put forth this kind of publicity inbehalf of the talking machine? We do not think so. Nor do wethink that it harmonizes with the marvelous advertising put outby the great producing houses.

DOME RECORD CASEIs constructed along different lines, being reinforced at the bottom with anickel -plated metal support to keep the records in position. Holds 20 records

accessible for instant use.

Index shows just where eachrecord is. Furnished withlock and key. Notice howthe caseSwings Open, DisplayingAll the Records.Furnished in 10" and 12",with a positive guarantee ofsatisfaction.

Ask us for more particulars to -day.

W. D. ANDREWS, Buffalo, N. Y.We are also Victor Jobbers, carrying every model of Victrola in stock and animmense number of records. Our shipping service guarantees the quick deliveryof goods-thirteen lines of railroads, five express companies, and also theGreat Lakes boat lines. Include some records with your Record Case orders!

1G THE TALKING MACHINE WORLD.

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


BOSTON, MASS., September 9.-Gradually the Co-lumbia Graphophone Co.'s establi.,:iment is gettinginto a completed condition after several months ofmore or less upheaval due to the cutting throughof Avery street to Tremont, next door. Whilethis thoroughfare is not yet finished, the entire sideof the Columbia Building is completed, and longsigns extending down the length call conspicuousattention to the Columbia house. These signs canbe seen practically through a long length of threestreets. Both floors and the basement of the build-ing have undergone a change, and all that thegrowing business under Arthur Erisman's manage-ment may be the further advanced. The basement isused for storage purposes and new racks and elec-tric installations all add to efficiency. The longline of demonstration booths on the ground floorare done in French gray, which is the finish of thewhole floor, and they are so constructed that theentire line can be thrown into one if requiredthrough the opening of windows between one boothand the next. There are two doors on the oppo-site sides of each booth, and ventilation is affordedthrough the opening of a window in the top, for thebooths do not run up to the ceiling, there being alarge open space at the top. New demonstrationbooths have been installed on the second floor andthe long windows on the new Avery street sidewill give splendid opportunity to display goods.One advantage of the new arrangement will bethat there is a room solely devoted to the housingand demonstration of foreign records, these intwenty-eight different languages being kept con-stantly. Manager Erisman reports I hat despitegeneral business conditions and the changes goingon inside which somewhat inconvenienced the of-fice routine, the August business in Columbia out-fits was exceedingly gratifying.

Arrange for Victor Demonstration Room.The changes that have been going on for the past

several weeks on the third floor of the EasternTalking Machine Co., have been completed. Thisfloor will be used exclusively for a Victor demon-stration room, and as customers will have the bene-fit of adequate elevator service from near the en-trance, the Eastcrn's many customers can now pro-cure their goods under improved conditions. Allthe rugs throughout the store have been cleanedand refreshened, and the whole establishment hasundergone quite an improvement from top to bot-tom.

Preparing for the Fall Campaign.At this writing the staff of salesmen under Man-

ager Silliman, of tic Boston offices of the Pardee -Ellenberger Co., are at home and mapping outtheir routes for an early fall trip. Already thereare large orders for the Edison disc outfits com-ing in to the Pardee -Ellenberger Co. from all overNew England, and the prospect looks exceedinglybright for a good fall trade, according to ManagerSilliman. Mr, Pardee was over here a few daysago, and was well pleased at the amount of businessbeing done from the Boston headquarters. Mr.Silliman was able to take a fortnight off the lat-ter part of the month, and with Mrs. Silliman wentdown to Narragansett Bay, R. I., for a vacation.

New Columbia Dealers.Manager Erisman, of the Columbia, reports a

large list of new 'Columbia dealers for the pastmonth, and among those with whom he has signedup arc J. G. Heichner & Sons of Holyoke, the BonMarche Co. of Lowell, Charles \Ving of New Bed-ford, and the Atherton Furniture Co. of Worcester.All of these have been sending in orders of solarge a nature that they can be filled only in in-stalments. Another new Columbia dealer nearerhome is C. Skelton & Sons, 312 Washington street,Newton, who conduct a chain of three stores inthe Newtons. This concern has stocked up well inanticipation of good fall business.

Chickering's Department Enlarged.As mentioned last month the talking machine de-

partment of Chickering & Sons was being con-siderably enlarged and improved. This work isnow finished and a good part of the second floorof the artistic retail house of this large piano con-cern on Tremont street is now occupied for thisbranch of the business. The house originallystarted with the Victor outfits, but lately it hastaken on the Edison disc line and with the neces-sarily added demand for goods more space wasrequisite. There are five sound -proof demonstra-tion booths and a good-sized salesroom. The suiteis finished in white and all the appointments aremost attractive. When the work was completed,W. W. Longfellow, the manager, was able to takea short vacation, which he enjoyed down on CapeCod. He is now back and ready for the fall busi-ness, which he expects will be gratifyingly good.

Returns to Business Harness.Henry A. Winkelman, manager of the Victor

department of the Oliver Ditson Co., is back homefrom his vacation, which was spent at Swan's

Island, Me., a place to which he and his familyhave gone for a number of summers. Business atthis establishment is reported to have made an ex-cellent showing during August, and the prospectsare bright for a good fall trade.

Music for the Prisoners.Florencio Constantino, the noted tenor, has made

a gift of a Columbia Grafonola to Sheriff JohnQuinn, of the Charles street jail, and the sheriffwill use it to entertain his prisoners. One of hisbondsmen having surrendered him a short timeago in the suit against him by Oscar Hammer-stein, 'Constantino was obliged to languish in jail fora time, and it was while there that he realized howmuch music might play in the lives of the pris-oners. So he decided to furnish music for themthrough the means of a Columbia outfit.

New Quarters for Walter Bates.Walter Bates, who has been located farther down

Summer street for some time, has now moved upinto the retail section of the city, and within thepast few days he has got firmly settled in his newquarters at 63 Summer street. Mr. Bates has largefloor space on the second floor, and with many con-spicuous signs 'displayed on the outside there islittle danger that one will not be able to find theplace. The interior is comfortably fitted and thereis a large stock of the Edison disc machines, Co-lumbia and Victor outfits on hand, so that a pros-pective purchaser has a wide variety to select from.The location of Mr. Bates's wareroonis shouldprove of advantage in building up a good trade.

E. F. Taft's Vacation.Manager E. F. Taft, of the Eastern Talking Ma-

chine Co., is planning to go away on a brief vaca-tion shortly. His trip will necessarily be short ashis immediate attention is being devoted closely tobusiness.

Arborway Pharmacy to Sell Talkers.The Arborway Pharmacy, which is conducted by

L. J. Murray, is one of the latest places to handleColumbia outfits in the outlying sections of thecity. Mr. Murray has a fine selection of the lead-ing types, and as an inducement to business he hasopened a voting contest, and a handsome ColumbiaGrafonola is one of the prizes that is offered.

Winston Churchill and the Dictaphone.At the office of the Columbia Graphophone Co., it

is learned through Manager Erisman that one ofthe latest distinguished personages to appreciatethe value of the Dictaphone is Winston Churchill,the well-known novelist. Some time ago Mr.

EDISON DIAMOND DISC PHONOGRAPHSAre conceded to be the greatest sound reproducing machines ever made and

the country is going wild about them. You ought to have this linein your store and if you will write to

THE PARDEE-ELLENBERGER CO., Inc.Boston, Mass. New Haven, Conn.

you will secure the complete information re-garding the qualities of this line and our

plan for laying out your depart-ment for the general promotion

of business that will eventual-ly mean a whole lot of

profits for you.

Real MusicAt Last

Send for thisdata to-

day.

Real MusicAt Last


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

Churchill had his attention directed to the valueof this device, and it did not take him long to be-come convinced that a Dictaphone would immeas-ureably serve him in his writing. So he came intouch with the Columbia people and a fine machinelately was expressed to his summer home at Win-sor, Vt. Now Mr. Churchill sits back and lets theDictaphone do his work for him as he carries onconversations between his characters of fiction.

Has Scored a Great Success."Billy" Fitzgerald, as all his friends know him,

has been one of the faithful employes of the East -

W. J. Fitzgerald.

ern Talking MaAine Co. fur thc past 1 fteen years.i le began with the company as an office boy andhas passed through successive stages of the talk-ing machine business until to -day he is the man-ager of the wholesale department. A couple ofyears ago when the field for the Victor goods iiipublic and private schools was first developed, Mr.Fitzgerald was one of those early on the scene,and he has been the medium of having Victoroutfits installed in a great many schools in Bostonand neighboring cities and towns. He has a widecircle of friends, and he has sold outfits to a num-ber of prominent persons, many of them in officialpublic life.

Exhibition of Cups Won for Dancing.In the windows of the Eastern Talking Machine

Co. there is on exhibition some of the cups whichhave been won by Mr. and Mrs. Otto F. C. Heine-man, prominent instructors of the modern dancesin this city. The cups were won by them at a re-cent carnival of dancing over in New York. Inteaching dancing, the Heinemans use five Victrolas.

Showing New Machine.Manager Erisman is showing to the trade a new

Columbia machine, the Meteor, as it is called, whichsells for $17.50. It comes in between the low-priced machine and a higher one, and it is believedthat there is a demand for it. Many dealers alreadyhave placed large orders for the Meteor.

Steinert Quarters Done Over.The Arch street Victor quarters of M. Steinert

& Sons are now entirely done over. Mention al-ready has been made of certain improvementswhich Manager Royer contemplated. \Vith the ad-ditional demonstration booths on the ground floor,certain other changes and a rearrangement of thesecond floor where Mr. Royer's private office is.these Victor warerooms are among the finest here.

Manager Royer has just returned from a secondtrip into Canada with two of his Arch street of-fice staff, and on the auto trip this time, taken asbefore in his speedy Paige -Detroit car he was ac-companied by Charles M. Urlass, one of his ambi-tious, hustling young men, and Charles Morrill,who was one of his guests on the other trii). Andfriend Royer knows the art of hospitality.

CO=OPERATING WITH TEACHERS.

Dealers Who Take Advantage of the Possibili-ties in the School Field Win Proper Reward.

The progress that the school product of theColumbia Graphophone Co. is' achieving through-out the country is well exemplified in the accom-panying illustrations taken at the Walton StreetPlayground of the Fitchburg, Mass., school dis-trict. The machine being used is a Columbia"Favorite" on a "Mobile," and the evidentpleasure of the children speaks volumes for thepopularity of the Grafonola in school work.

The machine being used Ly this class of pupilswas sold to the school by Kidder & Davis, ofFitchburg, Mass., Columbia representatives, whoarc taking full advantage of the opportunitiespresented in the school field, and are giving everypossible co-operation to the school authorities inthe use - of the machine and records. For thefall of 1911 Kidder & Davis have laid far-reach-ing plans in thc direction of school sales, whichwill undoubtedly tend to further increase the popu-larity of Columbia school product in Fitchburg. Inthe picture herewith the pupils are performing afolk -dance to the music of the Grafonola underthe guidance of M iss Isabel Dcnnett, a teacherin thc Fitchburg schools, who is an enthusiastica linirer of Gra f,nola music in school work. Columbia Favorite on Mobile for School Use.

Dancing to Music of the Grafonola in a Fitchburg School.

The largest manufacturer ofTalking Machine Needlesis located in the United StatesTo be exact, the plant is at Lowell, Mass., one of the biggestmanufacturing cities of the country. It was in 1870 that theneedle business of W. H. Bagshaw was established, and thefirst talking machine needles were made by him. The busi-ness has steadily grown, until our shipping record reached thetremendous number of over 63,000,000 needles in 10 days,and even then our capacity was not taxed to its extreme.Every needle a Bagshaw-made quality needle-which meansthe best in the world at any price.

W. H. Bagshaw, Lowell, Mass.Pioneer Maker and Largest Manufac-turer of Talking Machine Needles


Columbia instruments: A line to fit thepocket -book of every possible buyer ofa talking -machine. Columbia records:A line from which every dealer canmeet the musical prelerences of anyonewho owns a talking instrument.



MORE ECHOES OF THE RECENT JOBBERS' CONVENTION.Further Impressions of the Meeting at Atlantic City Set Forth by Benj. Switky, the Promi-

nent Victor Distributer-The Jobbers' House in Order and Some Views of Efficiency-Real and Imaginary Competition and Its Effect on the Business of the Dealer.

Part 2.In last month's contribution I mentioned as one

of the benefits of convention attendance the socialand intellectual intercours: with other men in thesame line of business.

As we strolled along Atlantic City's wonderfulboardwalk we discussed the sacrifice of time re-quired to attend the convention, also the possibleloss sustained by one's business during the ab-sence of the executive.

In this connection one of my fellow -jobbersdelivered himself of the following forceful epi-grammatic opinion:

"Any jobber whose business is in such shapethat he cannot be spared for a few days would dowell to call in the service of an efficiency expert !"

The truest words ever uttered! They cannotbut interest the jobber and dealer alike; in fact,they are applicable to any business. Whereverthe force numbers more than one employe it is

the duty of the executive to surround himself withhelp so trained that at least one of them will fillthe role of lieutenant well enough to substitutefor the boss at least for a few days. But beforeone can enjoy the luxury of an acceptable substi-tute it is necessary to have the work of the busi-ness so systematized that others besides yourselfwill know how to handle it. This in itself is agreat advantage. It means the elimination of hap-hazard guesswork. It means subdividing thework into several logical departments and train-ing each employe to do the work of one or moreof those departments effectively and conscien-tiously. It also means relieving yourself of theburden of a thousand and one details, and theplacing of responsibility onto several shoulders sothat routine work and even occasional extraor-dinary work and decisions will be handledthrough these channels without constant super-vision by the proprietor.

One of the most successful means of raisingthe efficiency of an employe is by making him re-sponsible for a certain branch or department ofthe work. Then follow that up by impressing onhis mind that his salary will increase exactly inproportion as the need of supervision decreases.

Supervision costs money. The foreman of agang of ten men receives his pay from the wagesof those ten men. It means that eleven men mustbe paid for the work of ten.

And when the executive confesses that he can-not leave his business for a few days it meansthat he has failed to train his employes properly.It means that he is devoting his time to pettydetails, whereas he should be free to do the bigthings. It means that he is not getting out ofhimself all the efficiency and work which his busi-ness should receive.

There come times in the life of every manwhen, either through sickness or some other un-fortunate cause, he is compelled to relinquish the

helm temporarily. Woe unto the business thacannot produce another hand trained sufficientlyto take the helm and guide the ship!

It is a sad commentary on the ability andsagacity of the business man who had neglectedthe precaution of providing an understudy toassume his role in case of emergency.

It is likewise no compliment to his progressit e-ness if he keeps his business in such a state ofchaos that it is momentarily threatened with lossor destruction because of his absence.

It is an injustice to his family and to all de-pendent on him. It is as bad as leaving no willafter death. The man who has a profitable busi-ness should seek to perpetuate it for the benefitof his heirs. This can only be done by system-atizing the business and properly training yourhelp as to efficiency and loyalty.

Competition-Real and Imaginary."If the dealer would only stop. worrying about

the bad business which his neighbor is trying totake away from him !" This was the naive wayin which one jobber expressed himself on thesubject of instalment competition.

His remark was but one of the many cleverutterances which it was my privilege to hear atthe business session of the convention. His wordsstruck me as being so forceful, so full of ma-terial for thought and reflection, that I cherishedit and promised myself that in the near futureI would make it the text of a sermonette.

"Stop worrying about t)4,bad business whichyour neighbor is trying to take away from you !"

Some men will say, "Competition is competition.It is real. It means that you must meet it, fightit, overcome it, or yourself be vanquished."

I grant that competition is competition and can-not be ignored. But is it not a fact that manyforms of competition against your neighbor provemore harmful to yourself than to him? Is it nota fact that the dealer who tries to put one overon the other fellow by means of still easier in-stalment terms proves to be his own worst enemy?

Every dealer should decide for himself theterms which he considers he can properly offeras a bid for business. He should take into con-sideration his own financial capacity as well asthe length of time which he thinks can safely beextended to a prospective instalment purchaser,Having his schedule of minimum terms, he shouldsteadfastly turn his face away from the lowerterms which his neighbor may offer.

For example, because your neighbor offers $200Victrolas on thirty days' free trial is no reasonwhy you should do the same. On the contrary,if you will watch and wait a while you will noticethat he sooner or later withdraws his offer. Thereyou have the answer why you should not imitatehim. If it were a GOOD scheme he would not dis-continue it.

You may never know why he dropped the

scheme as if it were live coals; but he knows.You might guess if you think hard enough.

Because your neighbor offers the public $15Victrolas on such terms as nothing down andfifty cents a week is no reason why you shoulddo the same. Those who have played at thegame will tell you, if they wish to be truthful,that such inducements attract a host of incom-petent and irresponsible buyers. The fifty -centaccounts-most of them-are the rottenest in theledger. It costs too much to keep after them andthe percentage of losses is considerable. If thecustomer cannot pay one dollar a week you shouldhave nothing to do with him.

Sometimes competition is not real. There aretimes when the customer is bluffing you. Nodoubt you can recall an instance when you quoteda prospective _customer $10 down and $10 amonth on a certain type of machine, and hewould say in surprise, "Why, So-and-so offeredme the same machine for $5 down and $5 amonth 1" After you had told him that you couldnot lower your terms, have you not had him sayto you, "Well, now, if you'll let me have it onthe same terms as So-and-so offered it, T'll buyit from you"f

Did it never occur to you that the customerwas not telling the truth? That he was playingone dealer against the other? If he considersSo-and-so's terms satisfactory, why does he offerto give you the preference?

Competition is a fight, but we do not alwaysuse the right weapon for the battle. Many a vic-tory can be won by good arguments, by sales-manship, by offers of superior quality in service.To lower your terms so as to beat the alreadyunreasonable offer of your competitor means fight-ing with a double-edged sword. The harder youpress the more you suffer.

It is better to do a modest, conservative, profit-able business than to follow your competitor whoblindly and vaingloriously scatters his goods tothe four winds of heaven, reaping the whirlwindas his harvest, piling up assets that will never beconvertible, dissipating his own capital, anddragging his creditors into the maelstrom.

Get together! Become intimately acquaintedwith your neighbors. Be friendly. Talk overthese conditions. Agree on a sensible course ofaction, and pay no attention to the fellow whorefuses to come into the fold.

"If the dealer would only stop worrying aboutthe bad business which his neighbor is trying totake away from him I"

ALWAYS ON LOOKOUT FOR IDEAS.A New Englander was talking to a fellow dealer

from another part of the country, and said that hehad visited many towns and cities. 'I always makeit a point in practically every city I visit to see thetalking machine stores. I never yet have failed topick up some new ideas pertaining to store ar-rangement, window displays, methods of handlingbusiness, or some other item of information thatmakes the visit well worth while. In return I en-deavor to impart as much information as possible,when requested, to the dealer Whose store I amvisiting."


For

VICTOR DEALERS

Salter's Trade Maker, No. 19This Cabinet will put "pep" and "ginger" into your sales instantly. It gives theappearance, effect and service of an expensive Victor-Victrola, and cuts the pricein half.

You don't have to be a Sherlock Holmes to figure out its sales possibilities.Cabinet No. 19 and Victrola No. 9, as illustrated, make a wonderful combination.

Show Them Together and A Sale Invariably FollowsThe cabinet is built to match, and it harmonizes in every detail with the machineitself. A counter -sunk top holds the machine firmly in place. The felt -linedcompartments insure the owner of valuable records against their damage by

scratching, warping, etc.

This and other practical, low-priced Salter Cabinets will draw a lot of newtrade to your store. W rite to-dau for catalogues, folders, prices andfull information, and rush your fall and holiday orders.

SALTER MFG. CO.339 N. OAKLEY BLVD.

CHICAGO

BELIEVE IN PROGRESSIVE POLICY.J. W. Knox & Son, of Springfield, Mo., Have

Built Up a Splendid and Growing TalkingMachine Business in Tleir Territory.

(Special to The Talking Machine World.)SPRINGFIELD, Mo., September 8.-An concern that

has won flattering success in the talking machinefield is J. \V. Knox & Son of this city, who, start-ing only four years ago with a small stock ofVictor goods have advanced to a point where theyare at present recognized as among the most pro-gressive talking machine dealers in the State.

J. W. Knox, founder and head of the company,has been in the sewing machine business since1878. The present firm was started in 1903 andhandled sewing machines exclusively until 1910,when the Victor line was added. A year later the

Columbia line was also taken on and the businessgrew to such proportions that the sewing machineend is now looked upon as a side line.

Knox & Son carry a complete line of both ma-chines and records and are strong believers inoriginal and persistent advertising, both throughthe medium of the newspapers and by cards andcirculars. The accompanying illustration of theshowrooms of the concern cons ey some idea of ex-tent of the business handled.

WORKING ON THE "MILLIPHONE."New York Inventor Plans Form of Telephone

Exchange for Talking Machine Enthusiasts-Details Kept Secret for Time Being.

In aCity a

store in the Harlem district of New Yorkshrewd inventor is quietly testing out his

latest invention, which he

Attractive Store of J. W. Knox & Son, Springfield, Mo,

calls the "Milliphone". It isreally an automatic phono-graph exchange, whereyou can drop a nickel in aslot and hear any piece ofmusic, vocal or instru-mental, you may desire..

The inventor is J. D.Millman. He got his ideafrom the switchboard ofa telephone exchange, buthe had to devise mecha-nism which in no way re-sembles that.

In the store where the"Milliphone" is being"tried upon the dog," aretwenty-eight machines re-sembling phonographs.You sit down before anyone of these. Before youis a book containing a listof about 3,000 selections,classified and numbered.

A Great Combination!

SALTER CABINETNo. 19

With Victrola IX

Above is a dial with four faces, each bearing num-bers from 0 to 9. You select from the bookthe piece of music you desire to hear and seethe numbers on the dials to correspond withits number, there being one dial for thousands, onefor hundreds, one for tens and one for units. Youdrop a nickel in the slot and the machine begins togrind out the music.

Just how it works Mr. Millman will not tell ; themechanism is concealed, but he admits that, just asa telephone central has women operators to makethe proper connections, so there are operators toconnect the discs with the machines.

The inventor believes that this system of his willsolve the problem of connecting a central phono-graph exchange with every home in the city bymeans of electric wires, so that no one need buyphonograph records, but merely call up central andtell "her" to put on any music he may desire.

DANSANTS AS TRADE PROMOTERS.

(Special to The Talking Machine World.)DES MOINES, IA., September 7.-Realizing the

popularity of the modern dances and the part thatthe Victrola can play in the proper teaching ofthese dances, Chase & West, Victor distributersin this city, recently arranged for the holding ofinformal Victrola dansants on their wareroomfloor, the success of which may be gleaned fromthe following notice which appeared in the leadingnewspaper of this city:

"Miss Ethel Veatch and Conrad Nagel gave fourexhibition dances of the popular steps of the tangoand hesitation on the main floor of the Chase &West store last evening. The music was furnishedby a Victor-Victrola. The entire main floor andbalcony were crowded with persons interested inthe dances which have become so popular duringthe last two years."

Look good, be good and do good and perhapsyou may make good.


7."

1.,(I .1, " I

11

II11

11111./.

Big BusinessGreat Opportunity Now For Dealers With New

Edison Diamond Disc PhonographsTHE phenomenal success of the new Edison Diamond Disc Phonograph

spells "money" for the dealer who does not need a telescope to see tre-mendous opportunity at his very door.

Its advent has astonished and delighted the music loving world and giventhe industry new life and renewed enthusiasm.

Here-at last-is an instrument that reproduces music with all the unblem-ished art of the original-with almost unbelievable tonal 'qualities-perfect,beautiful, incomparable.

Its selling qualities and arguments are without answer.Just let it play itself into the hearts of your customers. Its music is simply

irresistible.Get in touch with us at once. Don't delay another day.

New Weekly Record IssuesINSTANT SERVICE TO ALL DEALERS

The New Weekly record service inaugurated by the Thomas A. Edison Co.is a great boon for the Edison dealer.

It brings your customer into your -store every week-it brings him_ closerto you-makes him a real asset for you.

We can get the records ten hours after they are shipped from the factoryat Orange. We get them first. We are prepared to give you instant service.

You can't give good service unless you get it. We are prepared to give it.Write or telephone to -day for information. Don't delay another day.

THE PHONOGRAPH CORPORATION OF MANHATTAN443 BROADWAY, NEW YORK CITY PHONE, SPRING 1320

A

AM&


For

COLUMBIA DEALERS

Salter's Trade Maker, No. 11206,--

Everybody gets theset up on your sales floorsive than it really is that

"buy fever" when they see this handsome combinationor in your window. It looks to be so much more expen-people are easily sold when they find out the low price.

This Machine and Cabinet Match Perfectlyin design and finish. Felt lined compartments afford protection, records are easilyaccessible, there is a convenient filing index and many other features that simplyargue their way in your prospective customer's pocketbook.

This is already a very popular combination, and the holidays will seethem going like "hot cakes." Protect yourself against forgetfulness by

getting out your catalogue and ordering Now. If you haven't a cata-logue your postcard will bring one.


CHICAGO

A Sales Booster !


With Columbia "Favorite"

A HANDSOME DEPARTMENTIn the Progressive Store of House & Herrman,

Wheeling, W. Va.-Possesses the Real In-viting Atmosphere Essential to Success.

(Special to The Talking Machine World.)WHEELING, W. VA., September 10.-One of the

most attractive Columbia graphophone depart-ments in the State is that in the department store

Columbia Department of House & Herrman, Wheeling, W. Va.of House & Herrman, Twelfth and Market streets,this city.

The department is located on the first floor andfrom the outside you see a dainty little shingledcottage done in brown and white with thatchedroof and brick chimneys (just to top off the ef-fect) ; tiny, diamond -glazed sashes complete theidea; vines are seen growing up the corner trel-lises and branch out over the shingles, addingcolor; boxes of geraniums, etc., adorn the window

ledges and growing flowers abound. Doors are inkeeping with the entire construction. Stepping in-side we view furnished rooms, complete and lux-urious enough for any home. The walls are deco-rated in pleasing fashion with prettily designedwall covering; the windows are equipped withblinds and draperies of exquisite color and de-sign; your feet tread upon expensive rugs laid onhardwood floors. Then you can sink into the re-

cline of a "comfy chair,"and while dreaming intothe eyes of some charm-ing opera star (whoseportrait adorns thewall) you may at oncehear the voice of theliving artiste until youare completely enrap-tured.

The clever arrange-ment is the idea of thedepartment manager,Walker Allen, a dapperlittle Englishman with ahost of friends both inthis country and GreatBritain, and who, in ad-dition to a keen businesssense has a most engag-ing personality. TheGrafonola department isunder the direct man-agement of Allen D.

Browne, who has been most successful in develop-ing the business.

In addition to a complete stock of machines atall times the department also carries about 12,000records in its extensive record rooms.

VICTROLA FOR HIGH SCHOOL.

The high school at Warsaw, Ind., recently decidedthat a talking machine was decidedly essential to

its musical equipment, and it was accordingly ar-ranged for the High School Glee Club to give a

concert, the funds from this recital to be usedfor the purchase of a talking machine. The con-cert proved an emphatic success and a vote of thestudents resulted in the selection of a Victrola XI,to be purchased with the fund for the school's en-tertainment.

THE VICTROLA IN SONG."They Start the Victrola," the Title of a NewPopular Song That Is Now Going the Rounds.

The recognized pinnacle of popularity for anyarticle is to have a cigar named after it or tohave a popular song written about it. In this con-nection it is interesting to note that there is a"Victor" cigar, and what is more important, anew popular song entitled "They Start the Vic-trola" (and go dancing around the floor) is nowbeing whistled around town. The song, whichis tuneful in a sort of way, is written entirelyaround the pleasure given by the music of theVictrola, the words being by Grant Clark andmusic by Maurice Abrahams. The song is beingused extensively on the vaudeville and burlesquestages and is an original, interesting althoughunsolicited advertisement for the Victrola.

VALUABLE ADJUNCT FOR DANCERS.(Special to The Talking Machine World.)

DAYTON, 0., September 5.-The Soward MusicCo., of this city, Victor representative, recentlyloaned a Victrola and some Victor records to theInternational Association o' Dancing Masters foruse at their convention, which was held in Dayton.In thanking the company for the use of the ma-chine and records, Benjamin B. Lovell, presidentof the association, wrote in part as follows: "Wefind the Victrola a very necessary adjunct in teach-ing the latest dances, as the time is absolutely cor-rect and their (the Victor Co.'s) collection of newdance records is wonderful."


For quality, variety, interest and activity,the Columbia Record List for Octoberis a symphony !



OPTIMISTICALLY INCLINED IN ST. LOUIS TRADE.Steady Improvement Over Corresponding Months of Previous Years Reported by Leading

Houses-Jobbing Orders Show Increase-Expansive Trend in Remodeled. Warerooms-Recital Hall for Silverstone Co.-Vacations at End and Activity on All Sides.


ST. LOUIS, Mo., September 9.-Local talking ma-chine men have not shared in the pessimistic viewsof the business situation that have been so general.Neither war nor drouth has affected them se-riously, although they have at times had doubtfulviews of the future, but as quickly as the periodlooked forward to has arrived these views havechanged. Steady improvement over correspondingmonths of previous years has been shown by totals.The records of several stores are exhibited to shownot only more sales but a higher average of salesthan a year ago. Jobbing orders from the moredistant trade territory have been excellent duringthe early fall season, and since the rains of the lastthree weeks the near -by trade has improved. Thecountry within 22 miles of St. Louis has been thedriest in the entire country all summer, and as itis largely a dairy country and garden produce dis-trict, it has improved rapidly even under late rains.

The record situation is rather peculiar just atpresent, in that there is practically no feature tothe trade, although the volume is rather high.Popular songs, of course, are leading, but the va-riety of these is wide and they can hardly be calleda feature. The dance craze did not survive the ex-tremely hot weather, but is expected to begin againwith the fall months. The European war has notcreated any demand for patriotic songs or musicof those countries, as was expected.

There could hardly be better evidence of the ex-pectations of the local talking machine trade thanthe material changes in stores that are under wayor have been completed for the fall season. TheColumbia store remodeling has been told about.The complete remodeling of the demonstrationrooms of the Silverstone Music Co., with the addi-tion of a concert hall, is under way.

Now comes Aeolian Hall with two large demon-stration rooms on the handsome first floor of the

warerooms, heretofore held sacred to grand pianosand pipe organs. The Victrola department hasbeen in the basement, but it has outgrown its quar-ters and the spacious room on the first floor is theresult.

Next door is the Thiebes Piano Co., where fourmain floor demonstration rooms are being madeinto six, all of ample size for record demonstra-tions. The first rooms were planned before it wasthought possible to_ get machine customers to theupper floors. Since the sale of a talking machinehas assumed the dignity of the sale of a piano, allmachine customers are taken to the fourth floor,'where there are excellent demonstration rooms andan ample stock of three makes of machines, as-sorted as to price. The six rooms are designedfor demonstration of records for a single cus-tomer, and during the busy season their need hasbeen apparent time and again, when overflowrecord customers have seized upon every bit ofavailable space on both the main and fourth floors.

The Story & Clark Piano Co. has been conduct-ing a special sale of pianos to make room for thestock of Edison talking machines that have beenordered and which will be installed early in thefall.

Albert Engleman, of the repair department ofthe Silverstone Music Co., was married the first ofthe month to Miss Gussie Rumping.

E. S. Davis, of New Madrid, Mo., and Mr.Lutes, of Lutes & Feeney, Poplar Bluff, Mo., Edi-son dealers, were recent visitors here.

F. G. Seager, who has been manager of the Vic-tor department of the Vandervoort Music Salonsince it was established, has gone to New York,where he is employed by Silas Pearsall. A definiteappointment of a manager has not been announced,but in the meantime Robert Shiverick is in charge.

harry Levy, manager of the talking machine de-partment at Aeolian Hall, spent his vacation in

"Standard" RecordCleanerARTISTIC AND ATTRACTIVE

Grips the record surface andclings as if on rails.

Price, 50 Cents, ListPatented June 2, 1914.

Send 10 cents in stamps for a sample cleaner. Write on your busi-ness letter head only. Place regular orders through your, jobber.

Extended brush area cleans rec-ord with one sweeping circuit.

STANDARD GRAMAPHONE APPLIANCE CO. 173 LAFAYETTE STREET, NEW YORK

the Ozark country, at Schlicht, Mo. Mrs. Levyaccompanied him, and they enjoyed their time insurroundings that were truly rural.

Mark Silverstone, president of the SilverstoneMusic Co., has been suffering with a belated butviolent attack of hay fever, which the fumes of thepaint used in the remodeling of the interior of hismain warehouse has not helped at all. Mr. Silver -stone, to get this work done during the dull season,gave up his idea of a vacation and took relaxationby personally conducting his small son on frequentvisits to the moving picture shows and imaginingthat they were visiting the countries shown. Butthe workmen got behind and the work will runwell into this month, upsetting very generally theplans made for the opening of the early fall trade.

The chief feature of the new arrangement is arecital hall where there will be a continuous con-cert to demonstrate the Edison machine and thenew records on the weekly list, or older numbersby request. The recital hall takes the place of twolarge demonstration rooms on the main, floor andis built on the principle of a passenger car in out-line, with the curved roof and ends. It will befurnished with large wicker chairs, which in in-formal arrangement will accommodate 30 persons,but there will be a reserve of small folding chairswhich will permit almost as many more persons tobe seated. On special occasions other seating ar-rangements can be made, as the warerooms areliberally supplied with folding chairs and missionsettees. The decorations of the hall at the stageend will be of art glass in musical designs. Thishas not been placed at this writing; neither havethe additional demonstration booths that are to bebuilt for private demonstrations been constructed,so it will be some time before the warerooms areentirely ready for the fall campaign.

I. W. Reid, manager of the Columbia warerooms,returned the first of the month from a trip in south-eastern Missouri much encouraged for the fallprospect. He had heard much of the damage ofthe drought in this section and the discouragementof the country folk and merchants, but he foundthe condition very different. Heavy rains that ef-fectually broke the drought just before his trip hadput everyone in good humor and had greatly im-proved the prospect for fall by insuring pasturesand much fall produce. While the rains were toolate, he learned, to be of much benefit to the corn,he was informed that if the fall was reasonablylate the heavy pastures would greatly relieve thefeed situation.

He also was much encouraged on his returnfrom the East to learn of the reception by thetrade of the remodeled Columbia store and of theboom it had given to the retail business, especiallythe record business, which had held up well duringthe remodeling period.

Sales Manager Duffy, of the Columbia ware -rooms, has drawn up an attractive announcementfor his customers to call attention to the new storeand to present the advantages of the Columbialine.

Because a man believes in the $ sign is no signhe is superstitious.

It is quite possible to eliminate the sting froma joke and still retain its point.


For

EDISON DEALERS

Salter's Trade Maker, No. 180 e -Here's a Cabinet that any woman who appreciates the good things of life

will simply "rave" about. It provides the living room or parlor with a hand-some, harmonious piece of furniture, has the appearance of being expensive, andis worth a great deal more than the low price we ask for it.

You'll Be PROUD To Sell ItYour customers will be proud to own it -and it will give service and satisfactionthat will be most gratifying to the person who buys it.

The felt lined compartments and ease of record selections are other winningpoints that make sales easy.

Our special booklet showing Salter Cabinets in use with Edison DiscMachines is yours for the asking.

EARLY BUYING IS ADVISABLEWe are already loaded with holiday orders-Write to -day.


CHICAGO

t Sells Itself !


With Edison Disc No. 80

EXCLUSIVE VICTOR DISTRIBUTER.Koerber-Brenner MujC-Co. Gives Up Extensive

Musical Merchandise Department to GiveUndivided Attention to Its Rapidly increas-ing Talking Machine Business.

(Special to The Talking Machine World.)ST. LOUIS, Mo., September 8.-The Koerber-

Brenner Music Co. announces that its firm is nowan exclusive Victor talking machine distributer.It is probably the largest house in the West con-fining its dealings to the jobbing of this line ofgoods. The Koerber-Brenner Music Co. was knownfor years asone of the leading small musical goodsjobbing houses in this section, and its trade terri-tory includes many Western States. During thecylinder talking machine days it added both Vic-tor and Edison lines as a part of its small goodsstock.

The first move toward its present position as ex-clusive jobber was the dropping of the Edison lineabout two years ago. Its stock of these machineswas sold to the Silverstone Music Co., and Mr.Silverstone, a Victor customer of the Koerber-Brenner Co., gave up the Victors and became anexclusive Edison house. Recently the Koerber-Brenner books have shown that the busi-ness was running more and more to talk-ing machines, and instead of a side line tomusical merchandise they were making the smallgoods the side line. The business in this depart-ment was not a small one, either, as any personwho has had the good fortune to see one of thehandsome catalogs of the company must know.It carried an extensive line of all stringed instru-ments and novelties and commanded a high posi-tion in the Western trade. But this prestige didnot blind them to the fact that the money and thegrowing business was in the talking machines, andso the small goods were sacrificed. Now the line isexclusive Victor goods, and because of the heavystock it carries for its growing trade it requiresas much ingenuity on the part of the stockkeeperto handle it as it did when there were 1001 items

of small goods. Roth Mr. Koerber, president andtreasurer of the company, and E. C. Rauth, vice-president and secretary, have mastered all detailsof the talking machine trade and have gone to seethe instruments made in the factory, and are en-thusiastic believers in their line. Mr. Rauth hasfor several years been prominent in talking ma-chine jobbers' association work.

NEW COLUMBIA "METEOR."

Latest Addition to the Line of Columbia Ma-chines to Sell at Low Price-Some of ItsInteresting and Distinctive Features.

The Columbia Graphophone Co. announced lastweek an addition to its comprehensive machineline in the nature of a machine designated as the"Meteor," which will retail at $17.50. As will be

The Columbia "Meteor."seen by the accompanying illustration, this machine,which was built to meet the demand for a Co-lumbia machine to retail at less than the "Eclipse"at $25, is entirely in keeping with the attractiveappearance of the many other machines in theColumbia line.

In a circular sent out this week the followingconstructional specifications are noted as applyingto the "Meteor":

Cabinet: quartered golden oak; measurements,13 inches wide by 14 inches deep; metal finish : allexposed metal parts heavily nickel -plated, with ex-ception of tone -arm bracket, which is japanned;motor: one -spring drive, non -varying, non -vibrant;

motor -control: speed regulator operated on gradu-ated dial combined wTh start and stop device;needle equipment: 200 full -tone needles; tone -con-trol: Columbia tone -control leaves, operated by abutton in the front pilaster, also by variety ofneedles; tone -arm: new bayonet -joint tone -arm ofone-piece, seamless, drawn -tapered tubing; repro-ducer : with smooth aluminum diaphragm.

NEW INCORPORATION.

The Religious Picture Corporation, New YorkCity, has just been incorporated for $30,000 byF. D. Stoba, W. P. Powell and A. W. Britton,for the purpose of carrying on a moving pictureand talking machine business.

ARTHUR D. GEISSLER RETURNS.Arthur D. Geissler, vice-president and manag-

ing director of the New York Talking MachineCo., 81 Chambers street, New York, Victor dis-tributer, arrived in New York last week on thesteamer "Campania," after having been maroonedabroad for a few weeks owing to the war. Mr.Geissler, who was accompanied by Mrs. Geissler,passed through a number of annoying experiences,which made the Statue of Liberty in New Yorkharbor a most welcome sight.

OPENING FOR TALKING MACHINES.

In an informative article in last week's Printers'Ink, under the title of "European Trade in UnitedStates That Is Subject to Capture," a writer pointsout that Europe sent us last year only $35,000 worthof talking machines and phonographs, and continuesas follows:

"On the other hand, the music loving Latins ofthe Pan-American countries have been wont to dis-tribute their purchases of talking machines and rec-ords among American, English, French and Ger-man houses, whereas henceforth American inter-ests should have almost a monopoly of this busi-ness."


NEW YORK TRADE IN SATISFACTORY SHAPE.Local Jobbers and Dealers Report that Business Is Keeping Up Well* Despite Setback

Caused by War Situation-Everyone Optimistic Regarding the Outlook-What theVarious Concerns Are Doing to Capture Sales-New Dealers Enter the "Talker" Field.

The talking machine trade in local circles thepast month has been generally satisfactory, thoughhere and there some of the dealers report a fallingoff of business as compared with last August, dueno doubt to the direct influence of the Europeanwar on their clientele. As a matter of fact, prac-tically all lines of trade in New York have fallenoff the past month, some materially and others in alesser degree. In view of the existing conditionsas a whole, the "talker" trade is considerablyahead of the average mercantile line, and as onedistributer aptly put it, "bears a charmed exist-ence."

The European war is undoubtedly exercising amore apparent influence upon New York businessthan any other city in the country because of theintimate relationship existing between so manyfirms in this city and the countries engaged in con-flict, in addition to the fact that New York is byfar the greatest import and export center in thecountry and therefore the first to suffer from anycessation or lessening of this trade. Dealers inthe adjoining suburbs who cater to a clientele con-sisting largely of factory workers in several in-stances report a direct loss of business and collec-tions as a result of the war abroad, this influencebeing caused by the closing of factories in near -bytowns whose shipments to European marketsformed an important factor in their business. Onthe other hand, talking machine dealers in resi-dential cities have had no occasion to feel the ef-fects of the war and report a very gratifying Au-gust business, in most cases ahead of that ofAugust, 1913.

The Outlook Is Encouraging.The outlook as a whole is decidedly encourag-

ing, as jobbers and dealers unite in the predictionthat this fall will be one of the most prosperougseasons in the history of the industry. Septemberbusiness has already started in strong, and there isevery indication of the record business in particu-lar breaking all high-water marks. Aggressiveadvertising campaigns are being planned by theactive members of the trade, and judging from thecare and consideration being given this publicity,the advertising of the local trade the next fewmonths will be worthy of particular attention.

It is the consensus of opinion among the leadingjobbers that the small dealer will show the largestincrease in business this fall, rather than the de-partment store or the very large retailer. Thesmall dealer has been conserving his energy. andefforts for the fall and winter seasons, and as aresult has started his campaign with vim and vigor.He has not overstocked during the spring andsummer months, and is therefore in a posi-tion to place substantial orders for machines andrecords and, what is more important, is ready todispose of these -shipments promptly.

Why Bolton Is Enthusiastic.R. F. Bolton, manager of the Chambers street

headquarters of the 'Columbia Graphophone Co., 89Chambers street, is enthusiastic over the fall out-look, basing his optimism on the orders now onhand and the results accomplished the past fewmonths. Commenting on business conditions, Mr.Bolton said: "We have every reason to feel grati-fied with the prospects for fall and winter trade, asour summer business was excellent and the firstweek of September has been up to all expectations.Our August trade held its own with August, 1913,which, in view of the conditions resulting from th!war, is a better report than the statement may in-dicate. Our business last month was of a some-what higher grade than that closed the correspond-ing period last year. The new 'Meteor' machineintroduced a few weeks ago is meeting with asplendid reception, and our dealers predict a bannersale for this machine during the next fewmonths."

Blackman's Good August Month.J. Newcomb Blackman, president of the Black-

man Talking Machine Co., 97 Chambers street,

Victor and Edison cylinder distributer, is confinedto his home with a serious attack of typhoid fever.Although Mr. Blackman is on the road to recovery,it will probably be more than six weeks before he hasconvalesced sufficiently to resume active duties. InMr. Blackman's absence Vice -President Caldwell hasbeen directing the destinies of the Blackman Co., andthe activities of the company's dealers is well evi-denced by the fact that August business showed anice increase over that of last August in bothmachines and records. The No. 10 Victrola isproving a special favorite with Blackman dealers,who are presenting the merits of this machine in animpressive and result productive fashion. TheBlackman Co. has on its books many compara-tively small dealers, and it is encouraging to notethat these dealers are placing advance orders thataverage up considerably higher than those placedat this time last year.

New Edison Shop Near Completion.The new Edison Shop at Fifth avenue and

Fortieth street is rapidly nearing completion andall indications point to its being ready for formalopening by the first of next month. As the newhome of the Edison products, this building will beone of the centers of the local retail trade, andthe high standards being maintained in its interiorand exterior decoration will be readily appreciatedby the shoppers on Fifth avenue, who are keenlyalive to the value of dignity and refinement inpreference to the gaudy and the glaring. Thelocation of the new Edison Shop is most ad-vantageous, and the opening next month will be intime to reap the opportunities of the usual Fifthavenue fall trade.

Cowperthwait's Expanding Trade.One of the many Columbia representatives in this

city which is closing a very fine business is Cow-perthwait's, the prominent furniture house, whichis carrying the Columbia line in both of its stores.Under the able management of Edward Wooley,who is in charge of the departments at both stores,Columbia sales have steadily increased from thefirst week the departments opened and, backed bya forceful advertising campaign, Mr. Wooley isplanning to make the fall a winner in every senseof the word.

New Victrolas Favorably Received."The new Victrolas X and XI are being most

favorably received by all our dealers and arepraised by their patrons generally," remarked G. T.Williams, manager of the New York Talking Ma-chine -Co., 81 Chambers street, Victor distributer."There has also been a good,, live demand fordance records the past month, and with the returnof the vacationists the call for this class of musicwill naturally be transferred to the dealers in thelarge cities, who have had a temporary lull in dancrecord music while the dealers in the country resorttowns were securing the orders. The business out-look is_ most encouraging and all of our dealersare optimistic to a marked degree. Our Augustbusiness showed a substantial increase over lastAugust, and in that respect we continued our salesrecord since the first of the year, in that we haveexceeded 1913 business month for month. Whenit is realized that 1913 was our record -breakingyear, the true extent of the 1914 sales may be ap-preciated."

New Columbia Representatives.Quite a number of new representatives in near-

by and local territory have been added to the Co-lumbia Co.'s books the past few weeks, includingamong others the following concerns: LudwigBaumann & Co., 49 Market street, Newark, N. J.;F.. C. Kraemer, 8 Lincoln street, Jersey City, N. J.;L. W. Caldwell, Troy, N. Y.; J. Solow, 1116 Ave-nue J, Brooklyn, N. Y.; Daniel Cantor, 917 Free-man street, New York, N. Y.

Ormes Succeeds Sol Bloom, Inc.The Victrola store located at 366 Fifth avenue,

which has heretofore been operated under the firm

name of Sol Bloom, Inc., last week changedits name to Ormes, and will be known by thisname in the future. There is no change inthe personnel or policies of the store, 0. K. Liv-eright being the manager. The company formerlyco-operated with another store at Fortieth streetand Broadway, but this was closed recently, Mr.Liveright desiring to concentrate the business inthe Fifth avenue store.

WILL SEND TRADE AGENTS.

Department of Commerce Announces Its SouthAmerican Plans.

(Special to The Talking Machine World.)WASHINGTON, D. C., September 8.-The Depart -

of Commerce last week issued an announcement ofthe plans for the development of the South Ameri-can trade. The announcement read in part:

"The department will promptly undertake theestablishment of both a permanent and travelingforce in South America. This force will consistof men familiar with the language, customs andbusiness methods of Latin America, who have hadpractical experience in various lines of businesscarried on with Latin-American countries.

"Four of the department officers will be com-mercial attaches, for which provision was madeby recent legislation. They will be assigned toRio de Janeiro, Buenos Aires, Santiago and Lima.It is hoped to have these officers at their posts byor before October 1.

"In addition to these, six traveling commercialagents will be promptly dispatched to South Amer-ica and will, in their travels, cover all the com-mercial areas of that continent. These will in-clude specialists in hardware, textiles, lumber andother industries, and arrangements will be madealso for a general study of any commercial andindustrial opportunities that may open in favor ofAmerican interests."

CARD INDEX A GREAT AID.

C. S. Donaldson, chief of the consular divisionof the bureau of foreign and domestic commerce,has uttered a word of advice, based on long ex-perience in public work in Washington. "Prob-ably everyone," he declares, "can recall what a losscertain business concerns have sustained throughthe death or resignation of an important official.His fund of knowledge was wonderful, his recol-lection of detail was invaluable, which made hismental storehouse a tangible asset to the company.Recourse has even been made to insuring his life.

"A business house will do much better if it willinsure the possession and preservation of the majorpart of that accumulated knowledge. The beststorehouse for it is the card reference system,which places it automatically at hand for everyemergency, and every forward step.

"In a large concern where it has not been devel-oped I would suggest that the card index systembe made most extensive, a running diary in fact ofall the phases of transactions within and without.A new man comes into a concern as businessmanager and lack of knowledge of these thingshandicaps him and also causes him to lose valuablecustomers."

GAVE RECITAL FOR TEACHERS.

Manager J. D. Bunce, of Grinnell Bros. Branchin Hillsdale, Mich., Takes Excellent Ad-vantage of Excellent Opportunity.

(Special to The Talking Machine World.)HILLSDALE, MICH., September 5.-At the recent

examination of the county school teachers, held inthis city, J. Dwight Bunce, manager of the localbranch of Grinnell Bros., took advantage of theopportunity to place a Victrola in the auditoriumand give a recital that was much appreciated bythe 148 teachers present. The tones of the Vic-trola filled the large auditorium and held the atten-tion of the audience until the "Star-Spangled Ban-ner" was played at the end. Following the recitala twenty minute talk on the value of the Victor inthe schools was delivered by Mr, Bunce andaroused much interest.


- C

Better Than Ever This Year

WE are able to take careof your business.

ON HAND-the largest stockin our history-

A COMPLETE STOCK.

Send us that Advance Ordernow.

New York Talking Machine Co.81 Chambers Street, New York City

" THE COUNTRY'S GREATEST VICTOR DISTRIBUTOR."


"ThePlayer -Piano

Up to Date"That name sounds good,

does it not?Well, it fittingly applies to

the latest work upon theplayer -piano. Every sales-man can increase his earningcapacity by a perusal of thisbook, and it should be withineasy reach at all times. It isa sales booster.

A salesman can talk theplayer more intelligently andhe can explain its parts con-vincingly.

Within the covers of thisbook is a fund of informationwhich is valuable to everyoneinterested in the player trade,whether manufacturer, dealer,salesman or regulator.

The practical part relatingto adjustment and use ofpneumatic mechanisms is de-cidedly interesting.

The book is divided intofive parts. Here is a sum-mary of what each part con-tains:

Part 1.

Part 2.

Part 8.

Part 4.

Part 6.

Part 6.

The Fundamental Principles of Pneu-matic Mechanism (an explanation ofthe physical laws involved, with theirapplication to the matter at issue, il-lustrated with sketches, tables, etc.).

Practical Player -Action Building.(a) The pressure -reducing apparatus or

bellows.(b) The striking action (pneumatics,

vaives).(c) Tbe motor.(d) Tbe mechanism of control.

Illustrated.The Music Roll. Principles, manufac-

ture, various types.Illustrated.

Adjustment and Care of Player Mechan-ism. Hints to makers, repairers, tun-ers and owners.

How to Play with Expression AnyMechanism.

A Description of the Leading Mechan-isms Now in Use.

Increase your earning ca-pacity by adding to yourknowledge of player mech-anism.

It will cost you $1.50 ifyou live anywhere in theUnited States to secure thisbook, and if you are notpleased with it after exami-nation it is a money backproposition with us. You willget your little $1.50 returnedto you as quickly as the bookwill be forwarded to you uponreceipt of that sum at thisoffice, but you would not partwith it for $1.50 after youhave once seen it.

Take our word for it!

EDWARD LYMAN BILLPUBLISHER

373 Fourth Avenue, NEW YORK

IDEAL UNION IN INDUSTRY.Co-operation Between Employers and Em-

ployes the Modern Spirit in Business, Typi-fied in Industrial Safety Movement.

The new spirit of American business is typifiedin the recently formed National Council for In-dustrial Safety, which is urging the mutual interestof employers and employes as the basis of theideal union in industry. Robert W. Campbell, ofChicago, its president, has summed up its aimsas follows :

"The last few decades have witnessed three dis-tinct periods or epochs in the political, social, eco-nomic and industrial life of the American peoplewhich may be described briefly as feudal or pater-nal, individualistic and co-operative, the secondbeing a swinging of the pendulum from one extremeto the other. As civilization has advanced eachstep has placed our life on a higher plane, untilto -day we who are on the threshold of the co-operative epoch find more of humanitarianism,more of kindliness, more of mutual helpfulness,and more of the spirit of brotherly love evidencedin every phase of life.

"Co-operation is, fundamentally, a right doc-trine. Religiously, it may be found in the teach-ings of practically every sect, and socially, eco-nomically and industrially it is daily establishingitself more firmly as a basic principle in the ac-tivities of the people. It is no longer a theory.but a condition which must be recognized.

"Co-operation may, of course, be used for evilas well as good, but the forces of evil can neverproceed very far under its banner, for selfishness,personal interest, greed and graft found in evilcauses, in which those interested are after every-thing and willing to give nothing, are not compati-ble or consistent with true co-operation. It wouldalso seem that the worthier the cause and thehigher the purpose, the more readily does co-oper-ation lend itself to its fulfilment. This has beenclearly demonstrated in many ways, but in nonemore positively than in the present accident-pre-vcntion movement.

"The spirit of 'Safety First' is typically a co-operative one, and two years ago those most in-terested in accident -prevention work believed thatsome agency should be provided which mightmake possible the highest degree of co-operationbetween those engaged in the common cause offighting preventable accidents, and which alsomight co-ordinate the work being done, as well asstimulate further activity.

"The National Council is purely a co-operativeorganization in every sense of the word, co-opera-tively formed, co-operatively supported by the duesof its members ; co-operatively managed by itsexecutive committee of fifteen and its larger boardof directors comprising the men most prominentand most efficient in the safety work of to -day,and co-operative in its activities in that each mem-ber is extended an ample opportunity not only toobtain aid, but also to provide it, as employerswho are interested in the welfare and safety ofthcir men find it a privilege to give other membersthe benefit of their experience and knowledge se-cured through safety work already done.

"The aim or purpose of the National Council asstated in its constitution and by-laws is ' ro pro-mote the conservation of human life and its inci-dents in the industries of the nation,' or morebroadly, 'Safety First-Individual-Industrial-Public.' In brief, the aim of the National Councilis to provide an agency which may make possiblea full measure of co-operation among its membersand will stimulate greater activity along accident -prevention lines and will co-ordinate the safetywork being done, thus as far as possible avoidingduplication of effort.

"Only a beginning has been made. The initi-ative in a movement of this character naturallyrests upon the employer. The spirit of the times,legislative action and private conscience all aremaking early action more and more imperative.It is far better that such action should be takenvoluntarily rather than under compulsion by legis-lation or of public sentiment to greater activityand to a larger effort in this humanitarian cause,"

$1011cFor

Talking Ma-chines, Typewriters, Phono.

graphs, Adding Machines, CashRegisters. Guns and Tools and allPolished Instruments. THE FI-NEST OIL MADE. It absolutelyprevents rust. NYOIL now soldeverywhere by all hardware andsporting goods men. Large bottle(cheaper to buy) 25c.: trial size. 10c.

WM. F. NYE. New Bedford, Masa.

For polishingvarnished woodwork it is

extremely satisfactory. No oil is so clean.

.07sk your watch repairer whoseoil he uses on your watch.

SECTIONAL RECORD CABINETS.Ogden System of Record Filing Proves Most

Convenient for Dealers-Cabinets That Growas Needed-Signal System That Makes ItEasy to Find Records-Other Advantages.

A talking machine accessory thatis continuallymaking new friends among talking machine deal-ers is the "Ogden" sectional record cabinet, madeand marketed by J. B. Ogden, Lynchburg, Va.One of the chief advantages of the Ogden filing sys-tem is the fact that, being built on the order of thesectional bookcases that have long been familiarto the public, it has all the advantages of thosepieces of furniture combined with a number oforiginal features for this particular trade. The

the record library grows, it is possible to add sec-tion after section without having waste cabinetspace in evidence or several record cabinets placedabout the room. The cabinets are supplied withspecial top and bottom parts, and from one tofour or more sections may be added at will, withthe whole having the effect of being'a single andcomplete piece of furniture.

A special feature of the Ogden cabinets that ap-peals particularly to the dealer is the signal sys-tem, distinctly original in character, and whichmakes it a simple matter to find any desired recordin a few seconds. A drawer in the base of thecabinet is also equipped with an automatic reorder-ing system that serves to aid the dealer materiallyin keeping his stock up to date. There are manyother features of the Ogden sectional record filingcabinet worth knowing about.

ADVERTISING THAT INTERESTS.The very striking and cleverly arranged pub-

licity which is being carried in The Talking Ma-chine World by the Koerber-Brenner Co., Victordistributer of St. Louis, is attracting considerableattention. It demonstrates that this house is get-ting after business in a thoroughly progressivemanner, that it is "alive" to the needs of the ter-ritory which it covers, and this publicity imbuesdealers with convincing proofs that an alliancewith this house is one that will be most beneficialand profitable. An idea of the central positionoccupied by St. Louis as a shipping center is

pleasingly illustrated in the map which appears inthe Koerber-Brenner advertisement elsewhere in

this issue.

DE ANGELIS IN CHARGE.John De Angelis, a cousin of Jeff De Angelis.

the comedian, has been secured this week to takecharge of the talking machine department of theCunningham Piano Co., Philadelphia, Pa., wherethe Edison is handled exclusively. Mr. De Angeliscomes from Winnipeg and has represented theEdison co. on the road.


Loose Leal Photo Albums ZFEVir

Loose -Leaf Album, Genuine LeatherSeal Grained Covered, 50 leaves ineach book. Black seal grain leathercover, flexible, silk cloth lined, goldstamped, open back, carbon blackleaves, black silk cord. Telescopictube expansion to almost double.

Our Complete Line of Photograph Albums enables thedealer to offer his customers albums of unsurpassed qualityat the most reasonable prices. Our albums, both the loose-leaf and the permanent -bound styles, are constructed withgreat care and the best of materials are used. A loose-leafalbum, our specialty, has so many good features that it isbound to grow. A book can be started with a small capacityand added to as the collection grows. Damaged leaves canbe removed, leaves can be shifted.

We are making the most complete line of albums forVictor, Columbia and Edison disc records on the market,including the regular i6 or 17 pocket styles, and a new12 -pocket album, which adapts itself for use in the new cab-inets with flat shelves. Write for Full Particulars and Trade Prices.

NEW YORK ALBUM & CARD CO., Inc., 23-25 Lispenard Street, NEW YORK(Formerly New York Post Card Album Mfg. Co.)

A NEW FORM OF RECORD ORDER. C. J. IANNELL WITH LOESER & CO. SILVERMAN WITH LANDAV BROS.New York Salesman Is Handed a Few Bars of Now in Charge of Talking Machine Depart. Well -Known Talking Machine Salesman to Act

Music on a Scrap of Paper Instead of the ment of Prominent Brooklyn Store-Fall as Wholesale Representative for ProminentName or Number of the Record, But Runs Prospects Excellent-Good Stock on Hand. Distributers-Elaborate Wholesale Campaignthe Clue to Earth in Short Time.

The live talking machine salesman must knowthe actual music on the various records in thecatalog and be able to remember the airs, as wellas know thoroughly the names and numbers of thenew records and the artists who make them, asindicated by the experience of a New York sales-man recently.

The salesman in question was approached by ayoung miss who tendered him an envelope whichcontained a $2 bill and a small slip of paper onwhich was scored several bars of music, andwhich also bore the request that the record con-taining the music be delivered to the girl. Thesalesman studied the paper for a while and thentook it to the pianist in the sheet music depart-ment adjoining, who played over the notes severaltimes without affording a cluc, for both pianist andsalesman had ideas as to what record was referredto. The solution of the puzzle came when severalof the most possible records were played over andit was discovered that the music, as scored. wasfound in the middle of the popular hit, "My CroonyMelody." The solution appeared to be correct, forthe record was given to the messenger and wasnot returned. Now the salesman is taking a coursein sight reading as a further aid to his work.

RAVIS ELECTED VICE=PRESIDENT.Philip Ravis, Well Known in Musical Mer-

chandise Trade, Becomes Officer in NewYork Album & Card Co.-Plans Wide Dis-tribution Throughout the Country.

Philip Ravis, well-known to musical merchandisedealers throughout the country, has been electedvice-president of the New York Album & CardCo., 23 Lispenard street, New York, manufactur-ers of talking machine record and photo albums.Mr. Ravis, who was connected with Buegeleisen &Jacobson, the prominert musical merchandise house,for eleven years, assumed his new duties thi,month, and is enthusiastic regarding the possibili-ties of the "talker" and photo album field.

Mr. Ravis returned this week from an extendedtrip, on which he closed arrangements with severaltravelers to act as representatives for the NewYork Album & Card Co., with headquarters indifferent cities that are the centers of their respec-tive territories.

FRANK STORCK HEARD FROM.R. B. Caldwell, vice-president of the Blackman

Talking Machine Co., New York, Victor andEdison cylinder distributer, received a postal com-munication this week from Frank Storck, the well-known Victor dealer at Red Bank, N. J., statingthat he was marooned at Munchen, Bavaria, withno hope of reaching a sailing port until transpor-tation conditions improve.

C. J. Iannell, formerly manager of the talkingmachine department of the Simpson -CrawfordCo., is now in charge of the talking machine de-partment of Frederick Loeser & Co., under E. PaulHamilton. Mr. Iannell stated that the prospectsfor fall business in the Loeser department are de-cidedly bright with the higher -priced machine.selling well. -Careful ordering has also placed therecord stock on a basis where it is possible to fillall record orders on close to a hundred per cent.basis.

NEW VICTOR MODEL XXV.Latest Addition to the Victor Co. Line to Be

Known as Type "A"-Some of the Features.

The Victor Talking Machine Co. announcedthis week a new addition to its machine line in thenature of an Improved Victor XXV, which willbe designated as Type "A." This machine, whichis used solely for installation in schools and edu-cational institutions, is designed to retail at $67.50,and embodies the following improvements overthe Style XXV now on the market:

The turntable has been raised the same as inthe Victrola types, making it accessible and easyto put on and take off the record.

The lid has a patent hinge, allowing it to be re-moved quickly and hung on the back of the in-strument when being played, permitting the hornto be swung in any direction.

The shelf is hinged, so that it can be raised andthe horn placed under the instrument safe andsecure from damage when not in use.

The dimensions of the new Type "A" are slight-ly larger than the Style XXV now on the market.

Never let your mental reservation fall below thelimit.

Planned-To Be Vigorously Developed.

Louis Silverman, formerly connected withThomas A. Edison, Inc., has joined the sales forcesof Landay Bros., 563 Fifth avenue, New York,Victor jobber, as wholesale representative. Mr.Silverman, who is well known to dealers through-out Greater New York, is thoroughly familiar withthe wholesale end of the "talker" business, and iswell equipped to score a signal success in his newconnection.

Referring to Mr. Silverman's appointment, MaxLanday, of Landay Bros., stated that his com-pany which had in the past handled a few selectdealers' accounts in addition to the business ofthcir own establishments, had greatly increased itsfacilities the past few months, and intended tomake a bid for more wholesale business in propor-tion to its added facilities for handling these newaccounts.

Mr. Landay stated further that the wholesaledivision of the Landay business would be takencare of by a separate and distinct organization thatwould take care of the dealers' accounts adequate-ly and efficiently, with no desire to secure anymore business than it could properly handle. Ad-tional stock rooms of large dimensions have beenerected at the Forty-sixth street headquarters ofLanday Bros., for the use of the wholesale organi-zation, and the Landay motor truck service willbe used extensively in Greater New York.

The Victor Talking Machine Co. inauguratedits 1914 fall national advertising campaign throughthe medium of a striking center two -page spreadin the September 5th issue of the Saturday Even-ing Post. Illustrated in colors, this advertisementwas easily the most impressive in this magazineand served to attract the attention of readers fromCoast to Coast.

Your Opportunity50 cents stamps brings you a sample of ourhighly perfected Standard Fibre Needle Cutter.25 cents stamps brings you a sample of oursimple and accurate Standard Automatic Stop.

Samples sent only to bona fide dealers writing on their busi-ness letterhead. Place regular orders through your jobber.

STANDARD GRAMAPHONE APPLIANCE CO.173 LAFAYETTE STREET NEW YORK


UTILIZING THE WAR AS AN ADVERTISING MEDIUM.How an Enterprising Talking Machine Merchant Can Attract Attention and Build Busi-

ness from the Delivery of War News a la Phonograph-Appealing to the Greatest In-terest of the Public in an Original and Effective Manner-Some Live Suggestions.

Now that the European conflict is nearing a crisiswar news is more popular even than the tango, andnot only between our citizens of the masculinegender do we hear heated discussions as to theultimate result, but among the gentler sex as well.As a matter of fact, Uncle Sammy's whole durnedfamily has given up the three step to talk war.Therefore, Mr. Dealer, it is distinctly up to you tobring forward some scheme whereby you may meetthis condition and at the same time get some moremoney and new customers, both of which, believeme, are most desirable.

Did you ever mingle with the throng in front ofa newspaper bulletin board and absorb the news asit came sizzling over the wire? If you have donethis thing you already know how tense becomesthe situation when a particularly overwhelmingitem is displayed, and how the crowd cheers andstamps in its wild enthusiasm.

If you would have the crowd perform similarstunts in front of your show window, Mr. Dealer,you will serve them with war news a la phono-graph. It is not so much the fact that you areturning your shop into an information bureau thatwill attract attention, but rather the method em-ployed. Anything savoring of novelty will always

draw a crowd, and because your war bulletins arespoken by a talking machine instead of being dis-played in printed form, as is the usual custom, willact as a magnet toward a curious multitude, agreat many of whom will eventually become yourpatrons.

This method of utilizing the current Europeandisturbance as an advertising medium is not nearlyso difficult as it would appear at first sight. Myfriend, John Jones, expert at the art of dispensing"talkers," goes about it something like this:

He has three large horns arranged with theirhells protruding outside his window, as shown inthe silhouette illustration accompanying this story.They are all connected to the sapphire pointed re-producer of an Edison Triumph phonograph. Thisreproducer is equipped with a very loud diaphragmand the records are made by a robust voice. As aresult the volume of sound that issues from thistriumvirate of brass trumpets can be heard fromafar. He does not go to the expense of having aspecial wire installed from which to glean his in-formation. He simply keeps the office boy hustlingbetween the nearest newspaper office and his"talker" emporium, and the clerk with the robustvoice stationed at the recording horn.

PREPAREFOR WAR

ON THE HOLIDAY BUSINESS

Every LIVE DEALER is preparing for the HOLIDAYBUSINESS, which will soon be on us.

"TO BECOME ABLACKMAN DEALER

IS TOBE PREPARED"

(BLACKMAN)

The first step to become a "BLACKMAN DEALER" is tosend a few trial orders. "BLACKMAN SERVICE" will holdyou.

BLACKMAN TALKING MACHINE CO.J. NEWCOMB BLACKMAN, Pres.

97 CHAMBERS ST., NEW YORK &It'

BLACK©,

r

When a lull occurs in the stream of advices fromabroad he runs off a few records engraved withmartial music rendered by bands and orchestrasrepresenting the countries now at war. For in-stance, first will come a military march by theColdstream Guards Band of London, England. Thiswill be followed by a selection from the GardeRepublicaine Band of France. The Strauss Or-chestra of Germany will then play a nationalhymn, etc. This musical congress of nations willlast until a new war bulletin is ready.

To illustrate how a phonographic reproductionof any happening involving the playing of militarybands will make an instantaneous hit with the public

The Phonograph Bulletin in Action.I will refer you to the Peace Jubilee in Philadel-phia immediately following the Spanish War. Anenterprising dealer of that city sent an operatorout upon the street with an Edison phonographand some blank cylinders to can the parades. Whilehe was only successful to a minor degree-the rec-ords being very weak in volume-the fact that theyrepresented a genuine process on in celebration ofa national event, and not a laboratory imitation,made them sell like hot cakes, and hundreds morethan he was able to procure could have been dis-posed of at a most satisfactory price. This beingtrue, Jones says that if a dealer will give thepublic a few news items relating to the war, in-terspersed with good ringing tunes by Europeanbands, he will draw crowds and make money, andI am inclined to believe liim. \Vhat do you thinkabout it, Mr. Dealer?

Now, to be perfectly frank, do you know exactlywhat the war is about? Are you in a position togive in a clear and concise manner a descriptionof the causes leading up to the present conflict be-tween the Teuton and the Slav? Can you tell yourpatrons in about four minutes' time all there is toknow upon the subject, and do it in a manner sosimple and yet so convincing that they will notonly thoroughly understand, but remember? Itwould be fine, indeed, if you could do this, for thenwe would not be called upon to ask the aid of themanufacturers, as we are about to do. Unfortu-nately, however, the average talking machine dealercannot talk war as successfully as he can sell rec-ords; therefore, we must appeal to the recordinglaboratories to do it for us.

In the interests of all concerned, I suggest thata talking record be listed at once setting forth inclear diction the causes of the present war. Haveyou paid particular attention to the way Harry E.Humphrey's voice sounds on a record? Have youlistened to his speeches on the blue amberol, andhis descriptions of operas on the reverse sides ofEdison operatic discs? If so you will agree withme that Mr. Humphrey is the man to make thisrecord.

Mr. Manufacturer, you cannot fail, I am ,sure, torealize, now that the matter is brought to your at-tention, how badly a record of this kind is needed.It will prove of the greatest possible assistance tothe dealer in the sale of records for this reason,viz.: Every talking machine man is pushing for-eign records, or at least he should be doing it, andwhen he puts a record of the March Lorraine.named for a French town which has been in thethick of the fighting between the French and Ger-mans, upon the mandrel, the patron recognizes thetitle as that of a city within the war zone and

THE TALKING MACHINE WORLD. 29starts to ask questions. A general discussion ofthe European situation follows and finally comesthe inquiry, "What is it all about, anyway?"

How decidedly satisfying to have that talkingrecord to tell the story for him; not in the hap-hazard fashion he himself would render it, but inthe sparkling and perfectly enunciated style of Mr.Humphrey.

"Oh, that's fine!" cries the patron enthusiasticallyafter hearing it played. ''I must have that by allmeans. Why, would you believe it, I never knewbefore I heard that record a thing about the finepoints of the war. Yes, wrap it with the others,please."

That is the way it works out, Mr. Manufac-turer, and do you not agree with me, now that I haveendeavored in my poor way to make it clear to youthat there is a crying need for such a record to-day?

It should be forcibly impressed upon the mind ofevery talking machine dealer at this time that theexploitation of selections rendered by bands repre-senting the warring armies will bring increasedbusiness. There are many instrumental selectionsin the catalogs of the different record makers thatare seldom given the attention they deserve be-cause they are not played by the musical organiza-tions of our native land. I know by experience,after an extensive investigation, that even now atthis propitious moment foreign band records arenot being pushed. Now that a great European waris in progress this neglect of foreign records is notonly a grave error, but a detriment to big business.

Mr. Dealer, look over your foreign catalogs thisvery day ; pick out the records of martial airs ren-dered by the bands now at the front with the vari-ous armies, embody them in an artistic booklet witha scrappy cover on it, together with a brief descrip-tion of the history of each band, and send it outamong your customers. Your business will take amighty stride forward the minute this suggestion isacted upon. Take a chance and be convinced.

This booklet idea applies not only to Europe,but to Mexico as well. Owing to the fact that Car-ranza insists upon making ugly faces at our UncleSammy, that the American fleet is to remain atVera Cruz for an indefinite period and that Gen-eral Funston has asked for more troops the Mexi-can situation is still a subject of vital interest, andthe demand for records by the Banda de Policiashould be sent soaring upward by a little judiciousadvertising via the scrappy brochure route. I wouldcertainly suggest, Mr. Dealer, that you reserve atleast one page of that booklet we have been talkingabout for our neighbors on the other side of theRio Grande.

All of us realize only too well that war is allSherman said it was, and then some. However, ifit is possible to utilize it as an advertising mediumfor the betterment of one's business it would be theworst sort of judgment to let the opportunity passby unquestioned. Here's hoping that the old say-ing, " 'Tis an ill wind that blows no one good,"may prove true as related to the war and the"talker" trade.

HOWARD TAYLOR MIDDLETON.

NEW STYLE LONG CABINETJust Placed on the Market-Designed to Match

Victrolas VIII and IX.

The Long Cabinet Co., Hanover, Pa., has justannounced a new style of cabinet for 1914-15 whichis designed to harmonize with the Victrolas VIIIand IX. The lines of the new cabinet are mostgraceful and it is highly finished, in keeping withthe finish of the machine cabinets. The new cabinet, known as D70, may be had in mahogany, fumedoak, golden oak and weathered oak as desired.

In order that its dealers may take full advantageof the numerous endorsements it has received onbehalf of its dance product, the Columbia Co. sentto the trade this week an imposing window posterfeaturing the text of these endorsements fromprominent dancing enthusiasts in all parts of thecountry. Among the letters presented were thosefrom Pavlowa, G. Hepburn Wilson, Vernon Castle,Joan Sawyer and others prominent in the terpsi-chorean art.

VICTOR EDUCATIONAL MATTER.Interesting Literature on the Subject of Vic-

tors for the Schools Just Sent to Dealers-Some Convincing Figures by Mrs. Clark.

The Victor Talking Machine Co. sent out to itstrade on Saturday a very interesting batch of liter-ature devoted to educational matters that should notfail to prove of value at this time of the year, whenthe school season is going to commence. Accom-panying this literature was an informative lettersigned by Mrs. Frances E. Clark, the populardirector of the Victor educational department, whopointed out the salient points of the literature sentto the dealers.

Probably the most significant phase of this pub-licity was the listing of 1,783 separate citiesthroughout the country that have placed from oneto nearly 200 Victors in their schools. Every Statein the Union, with the exception of Nevada, is in-cluded in this imposing list, and towns and hamletsthat never found their way to the most detailedUnited States map own as part of their schoole Juioment a Victor and a goodly library of records.

Mrs. Clark in her letter points out that morethan 600 colleges, normal schools and universitiesare making the Victor a part of their work, manyincluding it in their regular courses of study. Itis also stated that Victors and Victor records havebeen used in over 100 large summer schools thisseason, and during the school year 1,300 demonstra-tions have been given in schools and Victor ex-hibits held at fifty State and national conventionsby representatives from the Victor Co.'s educa-tional department. Victor folk dance records havebeen used in 500 junior Chautauquas the past sum-mer. This letter concludes with the suggestion thatthe- dealers feature an educational window display(luring the next few weeks, and an illustration of asuitable one is presented, together with a list of thematerial necessary for its construction.

GETTING UP A SWAP."I can't afford to buy the lot.""But you can have it for a song.""If you really mean that we might dicker, I'll

swap you a collection of phonograph records forit."-Courier Journal.

The-

..,-,.

Pittsburgh.News

Chestnut

SchoolsThe illustrationMotion Picturesigned and builtSchool use."Popular-for use with

,- alternatingor storageupon a specialStand providedtired wheelshandles forup and downbuildings whereare provided...

- A hinged elevating, is provided,

inent for centeringupon a screenThe outfit,at $2oo complete.school circularVisualizationinstrumentthe school,of suitablefor use with

this Instrument a quick sellerand other Institutions.

or Catalogue, Address

Hall, New York1101 F St., Washington. 507 American

622 Kittredge Bldg., Denver.Bldg., Cleveland. 147-151Woodward

St., Reading, Pa.DESIRED ELSEWHERE

shows the firstMachine de-

particularly forIt consists of the

model Pathiscopeeither direct or

current, or dry cellsbattery, mounted

Institutionalwith rubber

and fitted withthe easy carriage

stairs in schoolno elevators

baseboardwith screw adjust-

the pictureat any height.

with 6' screen, listsOur new

"Education by.describes the

in detail, its uses inand contains a listEducational Films

the Pathgscope.

Bldg., Baltimore.1516 3d Ave., Seattle.

Ave., Detroit.

Forlc'

.

;

-.. ..,-

kin '...r...Z.1

:;et

s

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a:.A---,

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11111

Dealers will findto Schools, Churches

For Demonstration

Path6scopeDept. 6, Aeolian

AGENCIES: 515 Crozer Bldg., Philadelphia.459 Washington St., Buffalo. 108 6th St ,25-29 Arch St., Boston. 635 Leader

800

RESPONSIBLE REPRESENTATION

An exceptional opportunity for Talking Machine Dealers to add a PATHESCOPE DEPARTMENTand FILM EXCHANGE. or for Enterprising Men with some capital to establish a Permanent and ProfitableBusiness of their own. Write for Agents' Circular.


A new ColumbiaThe Mel

The announcement of this type has been delayed until we wereprepared to furnish a low priced instrument of quality-one with allthe ear=marks of Columbia value, and provided with exclusiveColumbia equipment. The METEOR fulfills these requirements ; it isa perfect musical instrument; reproduces the clear, full, naturalColumbia tone.

It is equipped with

The exclusive Columbia tone=control .leaves.A powerful spring motor that may be woundwhile running, playing two records with onewinding.The Columbia bayonet joint tone=arm.A Columbia full tone reproducer.Ten=inch turn table.A gradually tapering tone resonator runningfrom reproducer to tone=control leaves.

The METEOR will attract to the Columbia line and to yourstore. It will in itself serve as a business getter, and create therecord market y ou are looking for. And further it will make foryou satisfied customers and new friends.

A WORD TO THE WISE :-Delay in ordering may result in delivery disappointments. Our

supply will be limited up to January 1st.

Columbia GraphWoolworth fu


at a new price1r $17.50

SA

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hone CompanyNew York

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71-1.6err"'<-N


No Glue in theBinding of the

UFFNER PatentedTalking Machine Record Album

EACH envelope is bound into a metal slot, the slotbeing stamped out of a piece of metal, nickel -plated,the entire metal part being riveted into a wooden

back. The method of binding insures the greatest ofstrength, it being impossible to break the leaves from theback. The album opens flat without cracking.

The only improvement in album making since

the TALKING MACHINE industry started.

Pockets are of high-grade green material linen bound,while the outside covers are of ART CLOTH. Leathercovered pull to prevent scratching of polished surfaces.Made in three styles for VICTOR and COLUMBIA ioand I2 -inch records, including the new EDISON disc10 -inch records.

Also made for the new Victor Cabinets Nos. fo and II,holding 12 records.

Samples furnished on request.

UFFNER ALBUM CO.75-77 Grand Street,

New York.

TO OPEN TWO PHONOGRAPH STORES.

Concrete Evdence of Activity Prevails in theTwin Cities-Fall Outlook Is Excellent andthe Spirit of Optimism Prevails ThroughoutTalking Machine Trade.

(Special to The Talking Machine World.)MINNEAPOLIS and ST. PAUL, MINN., September

10.-Two new talking machine stores will beopened in the Twin Cities about October 1 on ascale never before attempted in the Northwest, ac-cording to the promoters, the Minnesota Phono-graph Co. The St. Paul store will be located inthe old Raudenbush building at St. Peter andSixth streets, which will be the retail center ofthe capitol city within a year or two, in the opin-ion of the real estate experts. This store will beunder the management of William A. Lucker,whose present place of business is at 58 EastSeventh street. This concern will be retained fora time and, for that matter, may never be aban-doned. Victor and Edison goods will be handled.

The Minneapolis store will occupy the old quar-ters of the New York Central lines at 612 Nicol -let avenue. It will be designed throughout byPurcell & Elmsley, famous architects, as an ex-clusively Edison shop. Lawrence H. Lucker willhe the presiding genius. It has been suspected thatthere is a close business connection between bothconcerns, but if such is the case neither of theMr. Luckers will admit it.

Victor goods are in great demand in spite ofthe war and all other depressing influences. W.J. Dyer & Bro., jobbers for the Northwest, are un-able to meet their orders as promptly as they like,

and the Twin City retail houses, of which thereare ten or twelve, find the volume of businessgrowing upon them every month.

"Our Victrola department is a winner in everyway," said R. 0. Foster, of Foster & Waldo. "Weare more than ever pleased with our experimentin establishing a talking machine department, as itnever has failed to bring in a goodly revenue andto grow with each succeeding month."

Archie Matheis, head of the Talking MachineCo., has designed a Victrola window which is at-tracting attention. The theme of his design is"The New Features of the 1915 Victors." All theimproved parts are shown separately, and fromeach is a colored silk ribbon leading to a card onthe window bearing the name of the part. Thatthe company is doing a nice business may be knownby the fact that the total sales by August 13 hadequaled the entire month of August, 1913.

Trade is working out Nicollet avenue, and whilethe Talking Machine Store three years ago wasconsidered then to be a little far out, it is now inthe best stretch of the Nicollet avenue retail sec-tion.

Columbia goods are selling well in the Minne-apolis and St. Paul stores, and likewise in the coun-try orders are going in for the Christmas stocks,which will be larger than ever. The August busi-ness, in spite of various drawbacks that have af-fected the general retail world, may have been re-duced in volume of sales in the Columbia stores bythese causes, but the books show a large increaseover the totals for August, 1913, and it causes thelocal managers to wonder what they might havedone had it not been for the war.

REMOVE TO ITS NEW QUARTERS.(Special to The Talking Machine World.)

BOSTON, MASS., September 9.-The Arion Manu-facturing Co., manufacturers of the Arionola, apopular -priced phonograph, has removed from 9Doane street to its new quarters at 250 Devonshirestreet, this city. Some little confusion has oc-

Il8 CDK

ARLON MF9G.00BOSTON. MASS.

',TUTS ,.01%6

curred, due to the association of the ImperialPhonograph Co. with the Anion ManufacturingCo., whereas both are entirely separate anddistinct.

Chas. F. Sims is the general sales manager ofthe Anion Manufacturing Co. The accompanyingillustration shows the trade -mark of the Arionola,

hich is placed upon all machines.

"Lives of 'lame ducks' all remind us,That there surely comes a time

When the man who's slow, and slower,Can't 'cough up' a single dime."

J. S. Cooper, Jr., has opened the first musicstore in Independence, Ore., where he will handlepianos, player -pianos, sheet music and Columbiagraphophones.

DO YOU WISHTO PLAY

EDISON DISCS?

Price $2.00

LEXTON SPECIALTY CO., 216 West 99th St., N. Y.


BIG COLUMBIA -AEOLIAN DEAL JUST CONCLUDEDAeolian to Take Columbia Line-Long Term Contract Signed-Complete Line of Columbia

Grafonolas and Records to Be Carried at Aeolian Hall and in All Aeolian Branches.

The Aeolian Co. has contracted to take on acomplete stock of Columbia Grafonolas and Co-lumbia records-straight through the line. Theimportance of this announcement becomes ap-parent in view of the well known fact that theAeolian_ Co. has heretofore operated under an ex -elusive Victor jobbing contract..

Several months ago the Aeolian Co. decided toinvestigate the demand for Columbia products thatwas reported by its several branches and also tomake a thorough examination into the quality andvalue of such goods, subjecting both machines andrecords to sevsre tests. The result is the con-tract which has just been completed between theAeolian Co. and the Columbia Graphophone Co.

George W. Lyle, general manager of the Co-lumbia Graphophone Co., when seen at his officesin the Woolworth building confirmed the tradereport that the Aeolian Co. has decided to installa complete line of Columbia products in its New

York store and all of its branches. Mr. Lylestated to The World: "The order for Columbiaproducts placed with this Aeolian contract is oneof the largest initial orders ever placed and it ispleasing enough to the Columbia Co. as an orderfor merchandise, but it is even more pleasing ascarrying a very, distinct and unmistakable signifi-cance of the change in the talking machine in-dustry, which has been so noticeable during thepast two or three years, namely, a desire on thepart of the dealer to handle any line of merchan-dise that is in demand and has quality behind it.A change for the better in every way-for thecustomer whose convenience is best served, forevery dealer in the business and for the industryas a whole."

He said he would have other important an-nouncements to make in the near future concern-ing this movement whereby the talking machinebusiness is rapidly reaching a merchandising basis.

THE CUSTOMER AS AN ASSET.He Is a Valuable One to the Talking Machine

Dealer When He Is Satisfied, When He FeelsThat He Is Being Treated Right-It Paysto Cater to Fussy, Particular People-It Isa Good Investment and Pays Good Dividends.

In the hurry to attend to many customers it issometimes a little annoying to a dealer to meetone who is exceedingly particular about details.He is apt to style such a one "fussy" or "cranky."Yet that very customer, fully satisfied, may, andprobably will, proye a more valuable asset than onewho is not disposed to be particular. The shrewdbusiness man is he who can handle each customer,whatever his or her peculiarities, with the utmostease, deliberation and respect. A little study ofhuman nature will show that the "fussy" individualis usually the most talkative one when fully satis-fied, and that talk is morc than likely to be in praiseof the house that gave her most careful considera-tion.

One very prosperous business man in New Yorkinstructed all his clerks to call him whenever theygot a hold of a "fussy" individual. No matter howbusy he was, he kept himself open to wait on the"particular" customer, and so skilfully did hehandle them and eventually turn them, one by one,over to "Mr. Smith" or some other patient sales-man (who realized the difficult yet responsible taskof being very considerate), that his house grew tolarge proportions because of the entire satisfactioneveryone received who dealt with it.

One of the great steamship lines plying betweenNew York and Liverpool has issued a series ofprinted instructions to all its employes aboard ship,and the dominant note is summed up in these sig-nificant words:

"The patrons of this line pay your salary andmine; there could be no - steamship line with-out patrons; therefore, it behooves every employefrom the lowest to the highest, to treat everypatron with the utmost respect and attention andnever enter into any dispute; if a difference arises

III

immediately seek a superior officer and introducethe patron to him and let no word or look show

i anything but courtesy and respeet."In the phonograph line it is equally true that a

satisfied patron is a valuable asset, says the EdisonPhonograph Monthly. It pays to satisfy everycustomer; if you have sold an Edison machine fol-low it up and see that it is giving satisfaction; ifyou get a hurry -up request by telephone or other-wise, be sure to follow it up yourself later in the(lay and see that it has been filled. If the party hasa telephone, call her (or him) on 'phone and seethat satisfactory service has been given. If certainrecords are wanted on a particular day or hourfollow them..up and sce that there is no slip-up in

1 the service. Particular requests should never belost sight of till satisfaction is guaranteed and ear-

i ried out to the letter.Sometimes it seems as if these little matters were

not worth the care and attention of those who

occupy responsible positions in a house, particu-larly when the busy season is on. But that's amistake; they are highly important, a personaltouch, a personal message from someone re-sponsible in the house makes a customer satisfied.It creates a confidence in the house that nothingelse can do.

Another feature that a satisfied customer ap-preeiatcs is to have some forethought given his orher needs. If you know of some reason why a cer-tain record will be acceptable on a specified occa-sion, let your forethought be brought to the patron'sattention 'and ask if it may not be included in theorder or sent by special order.

There are a hundred and one ways of studyinghow to make satisfied customers, and it is just asprofitable as to study how to keep a good balancein the bank.

SAVEStime, space and

money.

VISIBLEDustproof, Warp -

proof.

FILINGFinding and Reorder-ing in one-fourth usual

time.

SECTIONALFits any size business.Floor space 440"long. Stores 1,20orecords. All in easy

reach.

SIGNALS(Numerical.) Locatesevery record. ColorSignals l o c a t e all

similar records.

SALESRecord Envelope is a"Watch Dog"for your

investment.

ENJOY LABOR DAV PICNIC.

Employes of Stewart Talking Machine Co.,Indianapolis, Spend Lively Day at Outing.

(Special to The Talking Machine World.)INDIANAPOLIS, IND., September 12.-Filfty-three

employes of the Stewart Talking Machine Co.,distributers in Indiana for the Victor Talking Ma-chine Co., attended the annual Labor Day picnicgiven by the Stewart Company in a grove alongcne of the Hoosier capital's wooded streams. Theparty started out from the Stewart headquarters,221 North Pennsylvania street, early Mondaymorning in automobiles. George E. Stewart actedas master of ceremonies, and arranged the enter-tainmmt for the employes. Chickens were cockedover open fires. One of the features of the day wasthe ball game between the married men, and thesingle men. W. M. English, traveling represents.tive of the Stewart Company, scored the first run.The single men whipped the benedicts to the tuneof 24 to 16. Flowers and candy for the womenand girls were supplied at the store. W. S. Bar-ringer. manager, reports that everybody "had thetime of his or her life."

TALKING MACHINES IN FAVOR.

In an article on the trade and industries ofSyria. published in the September 7 issue of DailyConsular and Trade Reports, Consul -General W.Stanley Hollis, stationed at Beirut, Asiatic Turkey,gives a series of interesting figures relative to theimports and exports at this port during 1911 and1912. These figures show that during 1911 talkingmachines to the value of $2,650 were imported atlitirut, while in 1912 this total was practicallydoubled, the value of these imports reaching thesum of $5,140.

Time may be money, but it hangs much morehclvily on our hands.

The "OGDEN"pays for itself in three months. You should know the selling value of everyrecord. Cut out the Dead ones and be able to get any record in 4 seconds.

SALES SYSTEM BULLETIN FREEupon request with name of your Distributor.Write for descriptive booklet and list of Jobbers.

She "OGDEN'' SECTIONAL FILING CABINET AND SALES SYSTEMis Guaranteed. Manufactured by

J. B. OGDEN Lynchburg, Va.


Fast sellers every week in the year: The Columbia"Eclipse"-$25; the Columbia "Jewel"-$35; (theonly fully cabinetted instrument at the price);the Columbia "Favorite"-$50 (the biggest sellerof any make at any price in the market for thelast four years).



HOW JOBBER CAN AID DEALERS.Advertising Suggestions and Sales Helps As-

sist Greatly in Arousing the Enthusiasm ofthe Retailer, Says Daryl H. Kent, Secretaryof Kent Piano Co., Well -Known EdisonJobber of Vancouver.

We have been asked to express our views onthe above phase of the business.

At the outset we would have it understood whatwe say will apply mostly to the small dealers insparsely settled parts of the country, where com-munication is not of the best, and where distancesare somewhat of a drawback.

In British Columbia, for instance, owing to itsvast area, the population is very much scattered)the great majority of the entire population of theProvince living in the few large cities.

The small dealer, therefore, is somewhat handi-capped by reason of distance from the larger cen-ters, poor means .of transportation, and in manycases by reason of lack of enthusiasm in the goodsthat he may be unsystematically handling.

To work up such enthusiasm one of the bestmeans is to send a representative to visit the peopleat stated times, but this is not always, in a countrysuch as British Columbia, a paying investment forthe jobber, as the time and money expended do notreap anything like a reasonable return.

In certain sections we think it a good plan toascertain what the dealer is doing to advertise theEdison goods, and to offer suggestions to him thejobber will write a series of ads based on hisknowledge and experience in such matter, with therequest that he have them inserted in the local orclose locality papers, writes Daryl H. Kent, secre-tary of the Kent Piano Co., Ltd., Vancouver, B. C..in the Edison Phonograph Monthly. A dealer, whoin a great majority of cases in this Province han-dles all sorts of commodities, very often does verylittle advertising, and if he does it is in a generalway, so he has to be enlightened on the good re-sults to be obtained by specific ads. This is where

"DUSTOFF"RECORD CLEANERSin selling your customer a "DUST -OFF" you render a distinct serviceyour customer will remember you by."DUSTOFFS" represent the best themarket affords in high grade selectedmaterial which ensures their remark-able merit-getting into the minutesound grooves and removing thedust and dirt without scratching.FOR ALL MAKES OF RECORDSAdds life to records-and adds moreprofits to your business. Two models:

50c. de Luxe Model15c. Regular Model.

Most jobbers can supply you, orwrite us direct.(Also available for use with your ownadvertisement. Write for details.)SAMPLES sent postpaid on

approval if youwrite giving jobber's name.MINUTE SHINE CO.285 Canal Street, Providence, R. 1.

the jobber can be of use and mutually helpful, pro-viding, of course, he has the co-operation of thedealer.

Another dealer's help is to circularize him fromtime to time with other than the regular notices andliterature sent him from the Edison Co., as we areof the opinion that a great deal of this "fromEdison to dealer" printed tnatter goes to waste, andwe are wondering whether if this same matter,mailed by the jobbers in their own envelopes, andin some cases on their own stationery, would notaccomplish more good. however, the jobber cancircularize the dealer, often recommending certainmachines or records just to hand, and touching onother points that from time to time turn up, withgood results, mutually beneficial.

The jobber can, where possible, secure mailinglists froin the small dealers, and scatter literatureamong them, by mail direct, at the same time men-tioning the dealer in the locality where the goodscan be had, and thus be the means of securingadded business for both himself and the localdealer.

The jobber might also take it upon himself toeducate the smaller dealers into the value of can-vassing, but this means up -hill work for some time.as in most of the small towns one man and a boyrun a general store, and to make this one man real-ize the advantages of extra help, while he or hisextra help could get out and sell phonographs. issomewhat of a large undertaking.

MULTI=PLAVING NEEDLEIntroduced by the Sonora Phonograph Co. of

New York-Some of Its Salient Points.

The Sonora Phonograph Corporation, 57 Reade. street, New York, announces the Sonora Multi -playing needle, which is a jewel needle playing lat-eral -cut records without changing the needle.Furthermore, it is guaranteed for three months.Geo. E. Brightson, president, in commenting onthe Sonora multi -playing needles, said : "It has

The Multi -Playing Needle.

been five years since the Sonora Company intro-duced the first perpetual jewel disc record needleand during which time we have been working toperfect it. We recently succeeded in doing this andthe Sonora multi -playing needle is the result. Theonly trouble we have had so far is filling ordersfor the demand is so large. A number of ourre-tail customers at our retail store, for instance, buylive at a time, so the possibilities of big sales withthe retail merchants of the country, rest only withthe dealers themselves."

HAS CAPITAL STOCK OF $1,000,000.The Pure -O -Phone Co. has been incorporated

under the laws of Delaware with a capital of$1,000,000 for the purpose of manufacturing anddealing in talking machines and records. The in-corporators are: W. G. Taylor, Clarence J. Jacobsand Chas. B. Bishop.

GOT A NEW "HUNCH."Old -Time Inventor of Motorless Talker, Now inInsane Asylum, Tells of His Latest Invention.

A gentleman was visiting an insane asylum. Hemet a man in the hall.

"Who are you?': asked the visitor."Me?" said the man. "Why, I'm an old-time

talking machine man who invented a motorless"talker." It was a' big thing but the powers thatbe were jealous of my success-but I ain't crazy.Not on your life. All the rest of them are crazy,but not me. I've got a new invention that out-does the talker, one that will make me so richthat John D. Rockefeller will look a poor manbeside me."

"What is it?""A patent fly -catcher. Greatest thing in the

world. Here, I'll show you how it works."The man took a sheet of paper and drew a bird-

cage. "That," he said, "is a parrot's cage-justa common cage-but you observe that on thisside there is a door with a heavy iron knob, andthat there is another door on the other side, alsowith a heavy iron knob.

"Now you see, you take this parrot's cage andput it on a pedestal fourteen feet high, thepedestal standing on a marble slab. Then I placea ladder on this side, reaching up to one door,and a ladder on the other side, leading to theother door.

"This is how it works. The unsuspecting flycomes along and climbs up the ladder on thisside. It opens the door by means of the ironknob, walks through the cage and opens the dooron the other side. Then it starts down the otherladder.

"That's where we catch him !" the inventorcontinued, excitedly. "That's where the inven-tion is. That's where I shall get my money. Yousee, the fourth rung is missing in this secondladder, but the fly doesn't know it, and falls onthe slab and breaks his neck."

The gentleman goat gets there. Yet he often isguilty of overdoing the butting act.

The fellow who depends entirely on luck isn't tobe depended upon.

Victor Manager Wishes to ChangeSeveral years' experience in New York

City and vicinity, but now managing largeretail department in Middle West. Is fa-miliar with department store detail, andhas proven ability. Address Box No. 1,000,The Talking Machine World, 373 FourthAve., New York.

PARTNER WANTEDWith one to five thousand dollars, to develop profit-able and growing talking machine business. Presentstock $5,000 all clean. Fine store and location. Vic-

tor and Columbia agencies. Address H. C. Williams,6312 Ashland Ave., Chicago, Ill.


THAT THE DEALERS ARE INTERESTED

In the Pathescope Is Evident from the LetterReproduced Below-Is Proving a ValuableSide Line for Talking Machine Houses.

The general attention being bestowed on thePathescope, the recently introduced home movingpicture machine, is well illustrated in a rather

7/31/1914.

The Pathescope Exohange,

Fhilidelphia,

Pa.

Kind Gentleman:

Having Hotbed A Great Deal Of Writing And

Excitement Conoerning The Patesoope Machine

As Advertised In The Talking Maohine World.

Until Tam Somewhat Interested In It. I Would

Greatly Appreolate You Making Me A Clear Explanatio

n Of Thie Maohine And Its Films What Length Films

Do They Use In This Maohine And What Makes The

Picture ? As I Believe The Manufanture States Th.

at There Is No Eleotrie Current Used In Ito Operati

on .. Also Give Me The Correot Addrese Of Tho

Manmfaotarer' Whom Pute This Yaohino "p.

And Where Should I Apply For Application As To

Beoome A Dealer In Ny Territory? Please Send lie

lne Of The Catalogs Of Thie Maohinee Explaining

It Thougherly From Beggining To Its End Aleo Showi

Ng Photographs Eto, What Do These Machines

Retail At? How Do The Manufanturer Proteot Its

Dealers? Do They Also Allow Thom To Sell On The

Monthly Payment Plan? As From All Ideas I Can

Seoure Phom It As explained In The Talking

Machine World I Believe This Is A Wonder Core Here

To Stay With No End To Sales Through The Dealers,

Hoping You Will Please Give Ny Letter Your

Careful Attention. Also Looking Forward For Your

Catalogs And Litature Eto,

Yours Reept.

unique letter of inquiry which the Philadelphiaheadquarters of the Pathescope recently receivedfrom an interested talking machine dealer. In-cidentally, this letter, reproduced above, is con-clusive evidence of the result -producing powersof talking machine World advertising.

TO HANDLE EDISON DISC LINE.

The Pianostyle Music Co., 238 Livingston street,Brooklyn, N. Y., which recently started in businessin the retail selling of music rolls, has added Edi-son disc phonographs to its line. Frederick Harlanis vice-president, while A. R. Learey is treasurer.Both men have had considerable experience in thevarious lines which they are now specializing in,and this bids well for the success .of the house.

INCORPORATED IN IOWA.

The Chase & West Talking Machine Co., of DesMoines, Ia., with capital stock of $125,000, hasjust been incorporated by Charles R. Chase andLewis J. Syle.

Many a man lives by his wits who never wrotea joke in his life.

Back Copies of the Worldfor 1906 and 1907 Desired.If any subscribers have copies ofThe Talking Machine World for1906 and 1907 kindly communicate,stating price for same. "Histor-ical," care of The Talking MachineWorld, 373 Fourth Ave., New York.

TRADE NEWS FROM LOS ANGELES.Talking Machine Takes Place of Speaker at

Political Meeting-Happenings of Month.

(Special to The Talking Machine World.)Los ANGELES, CAL., September 7.-A novel dem-

onstration of the possibilities of the talking ma-chine was given in this city recently when, prior tothe primary election of State and county officers, acandidates' day was given at the beautiful HookerGardens on West Adams street.

Candidates from all over the State attended andeach was expected to make a brief talk from theplatform. When the turn of the Hon. JosephKnowland, candidate for United States Senator,came he was not present, but as the rules of the"day" called for a speech by him his place was takenby an Edison Home phonograph loaned by theSouthern California Music Co. Two records madein Oakland by Mr. Knowland were sent here andthus the people were enabled to hear, him even ifthey could not see him. The records were veryclear and received a "big hand."

Francis Raymond, special representative of theThos. A. Edison Co. for the Pacific Coast, is in thecity at the present time. He reports a brisk busines.in the Edison disc phonographs and records.

Chas. S. Ruggles, of Sherman & Clay, whole-sale, reports several heavy shipments of recordsand machines from the Victor factory. He says heis catching up on his back orders and expects tobe able to take care of all future ones.

Irving Andrews, of the Andr.ews Music Co., saysits sales for August were more than three timesas much as the corresponding month in 1912.

Frank Morino, formerly with the SouthernCalifornia Music Co., is now with Barker Bros. J.W. Booth, in charge for Barker Bros., is very muchpleased with their last month's business. He saysevery month this year is better than the precedingone. George S. Barnes is hack from vacation.

L. E. Newton, formerly with the Southern Cali-fornia Music Co., of this city, has left for SanDiego to take charge of the talking machine depart-ment of its branch store in that city. E. S. Dible,who has had charge of the San Diego store (talk-ing machine' department) for the last four years.is now on the sales force with the same company

A. Graham Cook, manager of the talking machinedepartment at the Geo. J. Biskel Music Co., is nowon vacation.

The Columbia Graphophne Co., wholesale, says

it has been unable to supply the demand for "Cohenat the Telephone" (A1516).

INTRODUCE NEW SPECIALTY.The Standard Gramaphone Appliance Intro-

duce a New Record Cleaner - ManagerKirkman Is Optimistic.

The Standard Gramaphone Appliance Co., 173Lafayette street, New York. manufacturer of anumber of very successful talking machine acces-sories, has just placed on the market a new recordcleaner, to be known as the "Simplex" recordcleaner, and which will retail at 15 cents. Thisnew cleaner is made of highly polished wood andis very attractive. It is of a smaller cleaning areathan the popular "Standard" record cleaner manu-factured by this company, but those dealers whohave seen it predict that it will meet with a readysale throughout the country.

In a chat with The World, Thomas W. Kirkman,manager of the company, stated that the fall out-look was decidedly encouraging. "We are con-vinced that the c.);-.:ng season will be a prosperousone from every standpoint," remarked Mr. Kirk-man. "Our fall advance orders are of a substan-tial nature, and the fact that the dealers have notoverstocked the past year will mean a steady con-

sistent placing of orders."Our 'Standard' record cleaner is continuing to

increase its sale day by day, while our needle cut-ter and automatic stop have firmly entrenchedthemselves in the minds of the dealers as articlesin which they may place complete confidence. Thesatisfaction that our products is rendering is wellillustrated by the numerous repeat orders we arereceiving from well -pleased members of the trade."

At YourServiceanday

BRos INC

VICTOR DISTRIBUTORS

EXCLUSIVELY

Connect Yourselfwith the Progressive Housewho will be glad to adviseyou how to obtain more retailbusiness.

OUR POLICY"No account acceptedunless perfect servicecan be assured."

Automobile service in NewYork City will insure ourdealers prompt delivery.

Motor suburban service willinsure out-of-town dealersearlier deliveries.

VICTOR Contracts are nowready for mailing to those

dealers who wish to take ad-vantage of our perfect servicefor the coming season.

Our representative will gladlycall upon request.

WHAT YOU WANTWHEN YOU WANT IT

ALWAYS IN STOCK

anday563 FIFTH AVE.

ING

NEW YORK

3G THE TALKING MACHINE WORLD.

AIEZMirgaiiniriE&

This is a harvest time for foreign record business!- The Columbia recordings of patriotic music ofall nations-vocal, as well as selections playedby full military band in martial time - offer pos-sibilities that no talking machine dealer canwell ignore.

Write for full particulars to

Foreign Record Dept., Columbia Graphophone Co., Woolworth Bldg., N. Y.

PROMINENT IN RICHMOND. VA.John G. Corley, Head of the Corley Co., Among

the Leaders in Business and Musical Affairsof Virginia's Progressive Capital.

(Special to The Talking Machine Wcrld.)RICHMOND, VA., September 7.-The importance

of John G. Corley, head of the Corley Co., thcprominent talking machine and piano house, of

this city, it thebusiness and musi-cal affairs of thecity is indicated byt h e accompayingcartoon and articlewhich was publish -

t ed recently in0. Richmond, a lively

monthly magazinepublished under

ogtk thc direction oft h e advertishucommittee of theRichmond Cham-ber of Commerce.The article reads:

Johr. G. Corleyadmits that he is

JOHN G. CORLEY the man that madeRichmunu musical. A great many people agreew.th him, and add that he has done even more forthe welfare and proSperity of Richmond.

In private life Mr. Corley is president of theCorley Co., one of thc greatest music houses inthe South. He is an active member of the boardof directors of the Chamber of Commerce andheads the important committee on conventions. Foryears he has labored on the city school board, re-tiring recently in order to enjoy a surcease ofwork. He was once president of the RichmondRotary Club and played no small part in makingthat organization something besides a socialinedium.

Perhaps the greatest work which Mr. Corley hasdone for Richmond, however, has been accom-plished since he undertook the guidance of theWednesday Club. In the years that he has bcenpresident of this ancient musical society, Mr. Cor-ley has led the organization out of the narrow fieldof a singing society and made it the vehicle for the

musical education of Richmond. If the board up-holds his aims he will some day give Richmondgrand opera.

The National Piano Dealer& Association at itsrecent convention in New York elected Mr. Corleyvice-president, placing him in late to become headof this influential organization. In fact, organiza-tions have a great way of placii:g him in line todirect, presumably for the reason that John G. Cor-ley has proven himself to be one of the mostearnest, serious and efficient directors you willmeet in a day's journey.

NOW THE TRANSOPHONE.

Latest Attachment for Edison Dictating Ma-chines to Simplify Means for Causing Recordto Repeat When Desired-How It Operates.

The dictating machine department of ThomasA. Edison, Inc., has announced as ready for the'market the new Transophone, which is designedas a decided aid to the typist by simplifying themeans for "back -spacing" the record and caus-ing it to repeat the dictation it contains. Thenew device consists of a typewriter key of theusual form attached to the typcwriting machineand connected electrically with the contrivance onthe dictating machine for shifting the reproduc-ing arm backward. The button is of the "quick -make -and -break" type and operates as readilyas the usual typewriter key.

In order to disconnect the electric button onthe typewriter from the dictating machine, a de-tachable connection in the cord may be brokenat will. This enables the operator to close a fold-ing typewriter desk without difficulty or loss oftime.

The arm of the Transophone is back -spacedwith a magnet, energized by the button on thetypewriter. This had to be developed carefullyfor noiseless operation, and for easy attachmenton every old model Edison dictating machine,which is a fixed Edison engineering policy.

The Transophone will, by allowing the atten-tion of the typist to be centered in the typewriterat all times, make for both speed and accuracy.

Lots of people arc sure they are right who nevergo ahead.

The ArionolaA Proven Ready Seller for Dealers

New principles of phonograph construction giving thehighest quality of phonographic reproduction. Playsany disc record. Light and compact. All workman-ship of the highest si-andard.

Retail Price $12.00Be the first to seize this opportunity in your city. Writefor dealer's prices, and furthcr in formation to

Sales Department

ARION MANUFACTURING COMPANY250 Devonshire St., BOSTON, MASS.

NEW UDELL CATALOG READY.Will Show Complete Assortment of Cabinets

for Player Rolls, Sheet Music and TalkingMachine Records-Prepared for Dealers.

In a week the Udell Works, of Indianapolis,Ind., manufacturers of Udell cabinets, are plan-ning to mail their new catalog of cabinets. - It willrepresent the most comprehensive showing ofcabinets for piano player rolls, sheet music anddisc records that they have ever brought out. It

A Popular Udell Cabinet Style.will also include a line of piano and playerbenches.

Commenting on the importance of this volumc.H. T. Griffith, sales manager, said: "This catalogwill be 9 x 12 inches, and is arranged absolutelyfor the benefit of the dealers. One new featureof the line that is worthy of comment is thatevery cabinet from the cheapest up is being madeof sufficient depth to care for music rolls."

Business here is reported .to be in good shapeand the inflow of orders is sufficient to indicatethat the fall will be of good volume.

BEST TO START RIGHT.

The official head of a large business concern no-ticed one of his youngest employes sticking postagestamps on letters-slapping them on in any way,straight, sideways, or upside down. "My boy," hesaid, pleasantly, "why not put them on straight,with the right side up."

"I don't see as it makes any difference," theyouth responded. "They'll go just the same."

"Perhaps they will," responded the employer."But I was not thinking so much about the lettersas of you. The habits you form now will stick toyou through life-learn to do things in the rightway, and you will avoid many a temptation to dothem in some other way. Hereafter put eachstamp on in the right way, and keep that idea inyour mind in all you do. That's the only sure way of getting ahead in this concern."

GERMANY

PORTUGAL

ITALY

BELGIUM

NETHERLANDS


GREAT BRITAIN

ine forei r\,

Records, represenativeof every country ir\Europe is t.oday sh-ength-

enin8 every Columbiadealer in handling [hepresenE phenomenaldemand For EuropeannaLional music.

SWITZERLAND

NORWAY

AUSTRIA

PRANcg.

JA


LATEST REPRODUCING DEVICE.New Attachment, Marketed by the Lexton Spe-

cialty Co., New York, Provides for Playingof Vertical' or Lateral Cut Records on OneMachine Without Change of Sound-Box-Includes Special Sapphire Needle.

One of the latest devices for permitting of theplaying of records with a vertical cut on machines,designed for the use of records with a lateral cut,is the invention of M. V. Roof and A. G. Oster -moor, and is being marketed by the Lexton Spe-cialty Co., 216 West Ninety-ninth street, NewYork. The device, which is illustrated in the ad-vertisement of the Lexton Co. on another page ofThe World this month, consists of a special jointto be attached to the tone -arm of the Victor ma-chine, where it joins the gooseneck, and providedwith screw threads by which the ordinary tone -armmay be attached in a position at right angles tothe record groove. A cap covers the end of thegooseneck while the Edison type of record is beingplayed and the cap may be, in turn, attached to thespecial connection while the Victor type of recordis being used.

The device also provides for the use of a specialsapphire needle that may be used on both Edisonand Victor types of records, and another sapphireneedle of special design is also supplied for theplaying of Pathe records. The attachment, com-plete, is listed at $2 retail and jobbers and dealers,writing on their letter -heads, may obtain samplesat $1 each.

J. W. SWANSON NOT WORRIED.Well -Known Talking Machine Man of Texas

Sees Only Big Business for United States asResults of War Between European Nations.

(Special to The Talking Machine World.)FIousToN, TEx., September 7.-J. W. Swanson,

head of the Houston Phonograph Co., of thiscity, who has just returned from a tour of inspec-tion of the store controlled by his company inSan Antonio, Fort Worth and Dallas, does notworry over the permanent effects of the Europeanwar on the business of this country. Mr. Swan-son said, in an interview : "There is absolutelyno cause for alarm on the part of the peopleof the United States over the war in Europe, andthe thing to do is to take advantage of the oppor-tunity and extend commerce into countries notaffected." He reports excellent business in boththe Edison and Victor lines.

A dealer's reputation is no better than his goods.

LATEST COLUMBIA AGENTS.New Accounts Added During Week-Issue List

of War Music-Pierce Co.'s Campaign.

The past week has been a busy one for theColumbia Graphophone Co. in near -by territory,a number of important new accounts being addedto the company's extensive list of local repre-sentatives. These new agencies include LudwigBaumann & Co., 49-51 Market street, Newark,N. J.; F. C. Kraemer, 8 Lincoln street, JerseyCity, N. J.; L. W. Caldwell, Troy, N. Y.; J.Solow, 1116 Avenue J, Brooklyn, N. Y.; DanielCantor, 917 Freeman street, New York. N. Y.Several of these new accounts are active pianodealers who thoroughly understand the most suc-cessful methods of introducing the Columbia prod-uct to their patrons.

The advertising department of the ColumbiaCo. issued this week a very timely and appropriatewindow -poster in the nature of a list of patrioticmusic of the nations now at war in Europe. Theflag of each nation with its national anthem andthe number of the record are featured promi-nently on a strip which may be detached from theentire list if the dealer does not handle that par-ticular language in his foreign record department.

The Pierce Music House, of Eureka, Cal., iscarrying on a successful newspaper campaign onbehalf of Columbia products which is achievingfine results.

ISSUE ATTRACTIVE BOOKLET.

New York Album & Card Co. Prepares HandyCatalog of Its Line of Disc Record and PhotoAlbums-Numerous Styles Featured.

The New York Album & Card Co., 23 Lispenardstreet, New York, manufacturers of disc recordand photo albums, has just issued an attractivebooklet featuring its extensive line in handyform for use by the company's dealers. This cata-log lists the numerous styles of albums it manu-factures, together with adequate information as totheir distinctive merits and their prices.

This company, which has achieved a gratifyingsuccess in the talking machine field with its recordalbums, has for many years been catering to thedealers throughout the country with a comprehen-sive line of photo albums which have been givingperfect satisfaction. These albums are furnishedin several styles, permanently bound, flexible andloose loaf, and are constructed in a high-grademanner that makes for their durability and popu-larity with the dealers and their patrons.

Make a Double Profit on Talking Machines

Udell cabinets are made to fitthe following disc talking ma-chines:

Edison.Victor.Columbia.

The manner of filing discs isby upright partitions.

Back of each Udell cabinet isthe Udell guarantee. It meanssatisfied customers. Write for"New Book," No. 47, now.

AFTER you've sold a customer a talkingmachine and records, he's almost sure to

want a cabinet, especially if he sees the Udellcabinet.

Show it to him. Have Udell cabinets on yourfloor and make this extra sale.

From a "long" line of cabinets we have selected eight thatdealers have found to be "best sellers." We have concen-trated on these eight, and are now making them to fit anytalking machine in style or finish. Wherever possible weeven follow the "lines" of the machine, insuring a perfectmatch.

People will soon begin buying talking machines for ChristmasPrepare to sell a Udell cabinet with each machine, and make adouble profit.

Our "New Book" No. 47 will help you. Write for it to -day.

The Udell Works, 1205 W. 28th Street, Indianapolis

Some Good News to AllTalking Machine Jobbers

We have succeeded in inventing a RecordAlbum which has leaves bound in nickeledmetal. Which absolutely insures durability.

It is the greatest album invention evermade, and it will give you many talkingpoints over the ordinary album.

Lack of space prevents a full description,so send for the whole story to -day and forsample and prices.

Patented and manufactured by the

Boston Book Company66-68-70 Broadway

Brooklyn, N. Y.

Ottly

1915 MODEL COLUMBIA "LEADER."The Columbia Graphophone Co. has just placed

on the market a new addition to its machine line,designated as the 1915 "Leader, Equipped with theColumbia Individual Ejector," which will retail at$85. This 1915 model is the same as the popular

,611110114

New Columbia Style."Leader" machine which has scored a pronouncedsuccess the past year, except that it presents amore attractive appearance by reason of a moreartistic cabinet and is euipped with the Columbia in-dividual ejector, which is a record filing interior.This provides for a separate compartment for eachrecord, keeping the record clean at all times andthereby prolonging its usefulness. Each compart-ment has an automatic cleaning device or brushwhich cleans the record when it is taken out andagain when it goes back to the compartment.

The Columbia Co. is equipping all its uprightcabinet machines with this individual record ejec-tor as rapidly as possible, and the next machine tobe placed on the market containing it will be the"Mignonette," the $100 model, which will retailat $110 with this new filing device.

THE ELECTRO=PHONOGRAPH CO.

The Electro-Phonograph Co. filed a certificateof incorporation this week with the Secretary ofState at Albany, N. Y., to engage in the manufac-ture of an attachment for cranking or windinggraphophones. The capital is given as $200,000and the incorporators are B. B. and C. R. Johnsonand F. Meyers, New York.

Among the latest addition to the ranks of thetalking machines manufactured in this country isthe Premier, a low priced machine made in Harris-burg.


H. E. PARKER LEAVES FOR THE WAR.Advertising Man for Columbia Co. Off to Join

British Army-Did Some Excellent Work.

Henry E. Parker, a member of the advertisingdepartment of the Columbia Graphophone Co., andone of the most popular men in the executive of-fices of the company in the Woolworth building,sailed Wednesday on the "Olympic," in order toplace himself at the disposal of his home coun-

try-Great Brit-ain-and join hiscounty regiment.Although t h eEnglish militaryauthorities havenot yet issued acall for the re-servists in Amer-ica to join theircolors in Eng-land, Mr. Parkerfelt that it wasa duty he owedto his country toserve it in timeof war withoutwaiting for anofficial call fromhome, and ac-cordingly d e -cided to sailthis week.

Realizing theappalling magni-tude of the warin Europe, Mr.

H. E. Parker. Park,r requesteda leave of absence from ene Columbia Co. as soonas war was declared, with the understanding thathe would leave for the front as soon as duty calledhim. A large number of his associates hid himGodspeed as the boat sailed September 2, hopingwith all their hearts that he would return to Amer-ica safely in a short time.

Henry E. Parker was responsible for a consid-erable amount of the excellent advertising copyturned out by the Columbia advertising depart-ment, and in addition edited the "Columbia Rec-ord," the company's official house organ, and wasalso in sole charge of the "Dictaphone Mouth-piece," a remarkably successful publication. Hav-ing traveled the world over, and gained a knowl-edge of places and things that was truly remark-able, Mr. Parker's personality was most pleasingand admirable. His signal ability had won for himcontinued success during his several years' connec-tion with the Columbia Co., and The World joinswith his many friends and acquaintances in wish-

ing him all good luck in the performance of hisduty to his motherland.

Before sailing Mr. Parker was presented with abeautiful gold fountain pen from his associates inthe Columbia Co.

IMPORTANT REPORT PRESENTED.House of Representatives Gets Bill Ending

Long Delay on Patents-Measure RevealsSection That Prohibits Dealer Fixing HisOwn Prices-Some Radical Features.

(specialtomemmrigmacilineWorm.)WASHINGTON, D. C., August 11.-The report of

the Committee on Patents on the Oldfield billproposing a general revision of the patent lawswas filed with the House to -day. The main pur-pose of the bill is to expedite the granting ofpatents to prevent the protection some applicantsenjoy by the delay possible under the existing law.

The charge is made that patents have been de-layed as long as fifteen years, "and that by delay-ing answers to simple letters for months at a timeapplicants for important patents have obtained theprotection of 'patent pending' law," thereby block-ing competitors. The bill provides that applicantsfor patents may have only two years in which topresent their cases and there is a provision thatpatents shall be acted on without delay.

The bill repeals that section which makes it un-lawful for a dealer to sell a patented article at aprice less than that prescribed by the maker. Insuch cases suit will have to be brought in Statecourts for breach of contract.

A patent that has not been in use for a periodof three years may be obtained from a manufac-turer under license. This provision is intended toprevent "shelving" a patent, a practice which, thereport says, is followed by many corporations.

The charge is made that the United Shoe Ma-chinery Co. controls the shoe business throughpatents to the detriment of smaller companies.

It is pointed out in the report that there hasbeen no revision of the patent laws since 1870.During that time, it is argued, fundamentalchanges have occurred in industrial conditions.

"Chief among these," says the report, "is therapid growth of the trusts and combinations whosebusiness rests entirely in patents and whose finan-cial and industrial power exercises a dominatinginfluence over many branches of trade."

RETURNS FROM EUROPEAN TRIP.Edward N. Burns, vice-president of the Columbia

Graphophone Co. and manager of the export de-partmert, returned to New York recently on thesteamer "Franconia" after being marooned abroadsince the start of the war and passing throughmany exciting and well-nigh perilous adventures.

PATHESCOPE PUBLICITY

At Wanamaker's Has Resulted in TremendousIncrease of Interest in the Device-Wana-maker's Auditorium Crowded at PathescopeRecitals-Put to Practical Use.

During the past month the Pathescope has beenused almost daily to give motion picture exhibi-tions in the big auditorium of Wanamaker's NewYork store, and has made a remarkable hit withthousands of spectators who have seen it. Al-though this instrument is intended primarily foruse in homes, schools, clubs, etc., it has sufficientpower under favorable circumstances to show pic-tures to even larger audiences.

In the \Vanamaker auditorium a special 6x8 -footday and night screen has been provided, and thephoto -drama of "Les Miserables" has been pro-jected thereon every day, one episode at 11.30 inthe morning and the other at 2.30 in the afternoon.Beautiful incidental music on the great organ wasarranged especially for this Pathescope productionby Alexander Russell, musical director of the\Vanamaker auditorium. Slides thrown on thescreen between the reels tell the spectators that thePathescope is being used in the production of thepictures they are enjoying, and that this instrumentis being demonstrated and sold on deferred pay-ments, if desired, in their talking machine depart-ment.

The industrial department of the Pathescopetook a motion picture film on August 31 of thebeautiful Worth and other Paris gowns and wraps,which the \Vanamaker stores were able to getthrough the blockade from Paris after the waractually broke out. These gowns were first ex-hibited in the auditorium, and after they weretaken to the Philadelphia store the Pathescope wasused to show in motion pictures just how theselatest triumphs of the Paris costumers looked.

In one respect the motion picture surpasses thereality, and. this is the facility for showing overand over again the same subject for purposes ofcritical study and analysis. Louis J. Gerson, themanager of the talking machine and Pa escopedepartments of Wanamaker's, has been vaca-tion in Southern California, where, wi Pathe-scope camera, he has been taking motion pictureswhich will doubtless be shown later in the Pathe-scope salon.

ADDITION TO VICTOR PLANT:Bids have been called for on a new six -story

addition to the factory of the Victor Talking Ma-chine Co., in Camden. The building will measure27-1x1.11, will be built of brick and concrete and willcost about $300,000.

The Silas E. Pearsall CompanyWere first in the field as

Jobbers of Victor Products to believe in the Supremacy of the Victor

We

SpicializeForeign Rec-

ords, RecordCabinets, Needles,

Needle Cutters, Auto -

stops, Corrugated BoardContainers and Envelopes.

and are referred to as the house where VICTOR GOODS may be found whena shortage exists. Many dealers have been placed upon our books during the

past strenuous six months.Come in under our wing. We need you to help maintain Our Standard.

It will pay you to enter into correspondence.

SILAS E. PEARSALL COMPANYVICTOR DISTRIBUTORS

18 West Forty -Sixth Street(Near Fifth Avenue)

NEW YORK

OURMOTTOCorrectness

and Despatch.


The Largest Exclusively Wholesale

Distributor of Victor Goods in the World

If you can deal with usunder the same conditions-and at the same prices-why not take advantage ofthe superior service whichan Exclusive WholesaleBusiness naturally offers.

Prepare for that inevitablewinter shortage.

No matter where you are,remember-that a bit morefreight paid-a few moresales made is the policythat makes for an endur-ing success.

THE TALKING MACHINE COMPANY12 NORTH MICHIGAN AVENUE, CHICAGO


FROM OUR CHICAGO HEADQUARTERSE. P. VAN HARLINGEN, Manager

HENRY S. KINGWILL, Associate

World OfficeConsumers' Bldg., 220 South State St., Chicago

Telephone: Wabash 5774

(Special to The Talking Machine Werld.

CHICAGO. ILL., September 9.-The local situationin the talking machine trade, viewed in face of thecustomary dulness of late summer, is quite satis-factory. One or two dealers report business aspoor, l.ut the great, r number seem to believe thatthe past thirty days have been at least equal to thecorresponding thirty days of last year. The de-mand for machines seems to run in all classes, butit can be quite safely said that the larger stylesare enjoying their share of the calls.

Considerable gloom was cast over the trade re-cently when the announcement was made by officersof the Chicago Grand Opera Co. that no attemptwould be made to offer a season this year. Thereason, of course, being the terrible wars inEurope and the fact that many of the song birdsare either in the various armies of the old world,held in reserve, or doing nursing work in the over-flowing hospitals.

The opera has always furnished a decided stim-ulus to the sale of operatic records inasmuch as itis the main concern of society during the mid-winter months and such music is tremendouslyadvertised. The dealers will probably call the at-tention of their patrons to the fact that the onlyway that they can hear grand opera and the greatestartists of the world is by means of the talkingmachine, and certainly it is undeniably true thatall the opera that Chicago and the West and prob-ably the East will enjoy this year will be fromsuch a source.

Appreciation.J. B. Williams, of the \Vurzberg Department

Store of Grand Rapids, Mich., recently wrote thefollowing lines to Charles F. Bauer, local managerof the Columbia Graphophone Co., when placing apreliminary order for fall goods. Mr. Williamssaid: "Your goods are getting so darned popularhere that we cannot keep them on the floor. Wepresume that the big Columbia advertising cam-paign has much to do with it. At any rate, thebusiness is seeking us out. Please send as soon aspossible the following," etc.

The Victor Multiplex.L. C. Wiswell, manager of the talking machine

department of Lyon & Healy, has issued thousandsof circulars calling the attention of dealers to theVictor Multiplex, a device whereby the monthlylists of Victor records may be displayed and re-ferred to in a most facile way. It consists of a

handsome frame which can be attached to a postor the wall by two screws. Six double facedhinges that swing with the slightest touch are ar-ranged in the frame so that they carry the twelvemost recent monthly sheets like a large catalog. Itis sail that whenever a customer comes into adealer's store the display instantly attracts his at-tention and, without realizing it, he begins to readthe titles of each bulletin. The result is said tobe that many sales are made following this an-nouncement of records that the customer was notaware had been issued. The Multiplex is finishedin excellent fashion, is well enameled and an orna-ment to any display room. The price complete is$8.50.

Mr. Wiswell returned a few days ago from atrip through the East, where he spent a few daysat the Victor factory at Camden. Mr. \Viswellnoticed an optimistic tone throughout all the tradethat he encountered while away. Mr. \Viswell be-lieves that this fall will show the entire trade amost satisfying business.

It is said in the Lyon & Healy retail record de-partment that three of the best sellers recentlyissued are "\Vhen It Is Night Time Down inBurgundy," "You're Here and I'm Here" and'Little Gray Home in the West."

C. E. Goodwin on Quality Machines.C. E. Goodwin, head of the Phonograph Co.,

local Edison jobbers, returned from Europe re-cently, and in a little talk with a representative ofThe World outlined a few of the noticeable char-acteristics of the talking machine trade ofEurope.

Mr. Goodwin said : "I left the old country justone or two days before the declaration of hostili-ties, and the ship on which I sailed, the 'Vater-land,' was in mid -ocean before we received awireless apprising us of the awful calamity thathad been precipitated.

"I had very little opportunity while in Europeto study the phonograph business as I shouldlike, but I did notice one thing which struck memost forcibly. That was the prevalence of thecheap machines and the awful results that followan attempt to give the public what are apparentlybargains, but which in the end cause the mostunfortunate conditions. Over there the result ofthe introduction of the inferior machine hascheapened the whole talking machine proposition,and the result has been that there is a distinct

lack of the pride of ownership which exists inthis country and which only follows the market-ing of the better grade of instruments and encour-aging the purchase of instruments that are reallyworth while. The popularizing of the phono-graph in this country from the standpoint of goodfurniture resulted in its being taken up by thewealthier classes and being installed in a reallypermanent way. In reply to these arguments Iwas told that 'you don't know our people,' but Ideny that my theory is any more at fault in theircase than in our own, and I certainly maintainthat the American success in the talking machinebusiness has been the result of placing high-gradeinstruments in high-grade homes and in the factthat it has been made fashionable with the cul-tured classes to own a machine of the more ex-pensive type. With the instalment plan so preva-lent in this country, everyone can afford to placeone of the better instruments in his home, andonce it is there the pride of ownership will insureits staying there."

Mr. Goodwin was in France primarily to visithis mother and sister, who have been at the CalotInstitute at Birck Plage, France, which is fiftymiles south of Boulogne. Mr. Goodwin's peopleare still at this point despite the fact that thegreatest war in history is raging only a few milesto the east. Mr. Goodwin says, however, that hefears little danger of either of the armies makingtrouble in that neighborhood. "I motored con-siderably in England and France," said Mr. Good-win, "and it seems hardly possible that the peace-ful agricultural countries and the beautiful farmlands that I traveled through are now the sceneof mobilization and strife.

"The month of August has been surprisinglygood, with a decided demand running for the mostexpensive instruments. The sales of e $2VitEdisons are by far in the preponder Theweekly issue of Edison records has a pro-nounced success as well :as the system of releas-ing records State by State."

The Edison headquarters have been greatly im-proved by removing the offices that were on thesecond floor to the floor above, giving increasedspace for the reception of retail record customers.Tables have been placed around in the space for-merly occupied by the offices and decorated'in ex-cellent fashion, so altogether the change is mostcommendable.

Cheney Machine Promised Soon.Prof. Forest Cheney announces to The Talking

(Continued on page Is.)

THE WADE.TFiHbrEeNPeReAdlCeTcluCtAteLr.THE

WADEThe WADE embodies the right principle, worked out through long experience. It is simple, durable and accurate.

needle at an angle resulting in the best tone. The WADE cutters are ma le of the best steel and are absolutely guaranteed.

The Wade

FibreNeedle

Cutter No.2

The WADE isthe most economicalcutter. It has a self-acting stop, whichprevents waste andenables one to getfrom 12 to 15 per-fect playing points.No. 2 has a doubleaction, making itespecially easy to,operate and afford-ing the most power-ful cut of any toolmade. No. 1 is avery popular cutterwhich has given ex-cellent service.

The Wade

FibreNeedle

Cutter No. 1RETAIL PRICES - No. 1, $1.50; No. 2, $2.00

Order from your regular Dis-tributor-we sell to Jobbers only WADE & WADE,

It trims the

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ESTABLISHED

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EVERYTHING

KNOWN IN

MUSIC


FROM OUR CHICAGO HEADQUARTERS-(Continued from page 41).Machine World that rapid progress has been madein the past thirty days on the development of hismachine and that in all probability an announce-ment will be made in the October issue of TheWorld that will be most interesting.

To Handle the Victor.The Story & Clark Piano Co. has completed ar-

rangements whereby it will not only handle theEdison line in Chicago, but that in fourteen orfifteen of its other branch stores an Edison de-partment will be instituted. Work on the depart-ment in the Chicago store is already well under way.A large sound -proof room is now under con-struction and will soon be completed. In additionto this there will probably be some additionalsound -proof booths. E. M. Love, manager of theChicago store, has not yet decided who will be indirect charge of the new department.

Columbia Business Prospers.Charles F. Bauer, local manager of the Colum-

bia interests, reports that beginning with the lastweek in August there has been an extraordinaryrapid increase in the volume of business beingdone. Mr. Bauer reports that fall orders are com-ing ill in plenty and business undeniably will beof the best the next few months. Mr. Bauer ex-pressed it as his opinion that the approaching sea-son has all the appearance of being a more sub-stantial one than any that the trade has yetenj oyed.

:\t the Columbia offices the seven most popularrecords at the present time from the standpoint ofsales are: "Cohen at the Telephone," "Puppchen,""Y Come la Va," "Symphony and Moon Winks,""Dreaming" and "Isle D'Amour" and the "DorothyWaltzes."

The new Columbia "Meteor" has been receivedat the local headquarters and has evoked much ad-miration.

Kimball Department Adds Space.T. J. Cullen, manager, of the talking machine

department of the W. W. Kimball Co., announcesthat his department is to be favored with a largespace on the main floor of the company's bigbuilding on Jackson boulevard and Wabash ave-nue in preparation for the holiday trade. Thereare a number of large sound -proof booths on themain floor that have been used in the past aspiano salesrooms. One or two machines will beplaced ill each of these rooms for demonstratingpurposes. The record department will be con-tinued at its present location on the second floor.

Personals and Visitors.F. A. Copeland, Edison dealer of Elgin, Ill.,

was a visitor recently.E. H. Gallup, of Niles, Mich., and J. B. Lund-

berg, of Chesterton, Ind., were also visiting Edi-son dealers.

Mr. Gensch, of the Gensch-Smith Music Co., ofMilwaukee, Wis., was a visiting talking machinedealer last week.

G. Kempfer, of the Gus Blass Department Storeof Little Rock, Ark., was a visiting Columbiadealer a few days ago.

Mr. Leavitt, of the Howard Farwell Co., of Min-neapolis, was a visiting Victor dealer.

C. H. Hale, representing George H. Wheelock,Victor dealer of South Bend, Ind., was also inChicago.

Miss Ida Caldwell, of the Talking MachineShops, has landed in New York following har-rowing experiences in the European war zone, andwill proceed to Burlington, Ia., where she will en-joy a long rest.

W. C. Fuhri, district manager of the ColumbiaGraphophone Co., enjoyed a most invigoratingmotor trip over Labor Day.

George Cheatle, traveling sales manager for theTalking Machine Co., has returned from a suc-cessful trip to the Coast.

Don Preston spent several days in Chicago afteran extended trip through Minnesota and Wiscon-sin.

Archie Mathias, proprietor of the Talking Ma-chine Co., of Minneapolis, sends greetings to hisChicago friends after an automobile trip to theEast.

W. H. Aton, of Madison and Baraboo, Wis., is

on a trip to the North Woods with his wife and aparty of friends. They went in three automobiles.

A. D. Geissler's Trip Abroad.Arthur D. Geissler, vice-president and managing

director of the Talking Machine Co., of Chicago,and the New York Talking Machine Co., of NewYork City, arrived in the city this week. As aresult of the hard work incident to the reorganiza-tion of the business of the New York companyafter the disastrous fire a few months ago, Mr.Geissler went to Europe with his wife intending tospend a week in London and then return to theStates. He was almost a nervous wreck and wantedthe trip on the water more than anything else. Hegot caught in the war whirl, went over to Paris,but got out hastily the next day, went back toLondon and was couped up there two days beforehe could get passage to America, which he finallydid on the "Campania." It wasn't much of a restafter all, inasmuch as he had Mrs. Geissler withhim and they had all sorts of disagreeable and al-most perilous experiences, losing their baggageamong other things. Mr. Geissler says that therewas nothing like the feeling of the Germanstoward the French as the hatred of the Frenchtoward the Germans, at least before the war brokeout. The general feeling in England and France,of course, is that Germany was the means of start-ing things. He was enthusiastic regarding the sanebut patriotic spirit animating England in this crisis,and also spoke of the magnificent manner in whichthe English sought to alleviate the discomfiture ofAmericans temporarily sojourning there, and saidthat everybody extended every courtesy possible tothe visitors from across the sea and aided them inevery way they could. Naturally he was not inthe mood to get around in the talking machine trademuch, but said that it was a surprising thing thatalthough the Gramophone Co. of London was suf-fering enormously from the war because four -fifths of its business is outside the British Isles,still the local business in England continues re-markably good in spite of the war.

Mr. Geissler was very much pleased at findingthe excellent reports of business made by boththe New York and Chicago companies on his re-turn. August and September so far are betterthan last year, and advance orders are coming inin a most gratifying way.

Wade Cutters in Demand.According to the belief of S. 0. Wade, man-

ager of Wade & Wade, manufacturers of fibreneedle cutters, the war in Europe will have noeffect upon the talking machine business in thiscountry, and that without a doubt the Americantalking machine dealer is to see a tremendousfail.

"I have just returned from a trip through Illi-nois," said Mr. Wade to The World, "and I mustsay that despite the war and rumors of war, I

never found conditions more favorable or thedealers more optimistic. They have placed ordersfor the Wade cutter that have broken all recordsand which certainly were most encouraging tome. The great contributing reason for the de-niand for our cutter is to be found in the guar-antee that is issued on each one. \Ve will posi-tively repair free of charge any Wade cutter thatshould get out of order. This we have done fora long time, and it must be said for our productthat the time we have spent on repairing cuttershas been almost nil, as there have been but threeor four to repair. When the dealer has a talkingpoint such as this it is very easy for him to dis-pose of a superior cutter. Our factory is goingto be taxed to the utmost this fall, and we areadvising dealers and our jobbers to place theirorders early so that none may be disappointedor delayed in receiving their stock."

Describes Model Record System.The Talking Machine Co., exclusively wholesale

Victor distributer of this city, has become famousnot only because of the big volume of its businessand for prompt service, but because of the painsit has always taken to instruct its dealers in thebest and most approved methods of merchandising,giving them the advantage of carefully worked outsystems and even furnishing them at actual cost

TIME TO PLACE HOLIDAY ORDERS.

Salter Manufacturing Co. Advises Dealers toOrder Cabinets Early Owing to ExtensiveAdvance Orders on Hand-Handling Exten-sive Line-One of the Popular Styles.

(Special to The Talking Machine World.)CHICAGO. ILL., September 8.-The Salter Manu-

facturing Co. reports that its fall business' has al-ready shown a nice increase in spite of the warconditions and the sales on cabincts to hold Edi-

Salter Cabinet, Style 790.son, Victor and Columbia machines promise to begratifyingly large between now and the holidays.

The accompanying illustration of the Salter cab-inet No. 790 shows a record cabinet that is receiv-ing an unusual call lately. The cabinet holds 112records either Victor or Columbia, and is mostsuitably used with some of the smaller machines.The cabinet sells very r:asonably and is attrac-tively finished for its price. The top is fifteeninches square and an efficient indexing system andaccommodations for needles are other features.

On other pages of this publication will be foundthree advertisements by this concern. Each onehas a story to tell to the dealer, and each one'shows one of the leading cabinets now being soldto each particular class of trade. Owing to theextensive advance orders that the Salter Manufac-turing Co. has received it advises dealers to getin their holiday orders well in advance with privi-lege of early shipment so that dealers will be sureto have cabinets on their floors when they wantthem. Catalog and full information on Victor,Columbia and Edison cabinets can be had by ad-dressing the Salter Manufacturing Co., 339 NorthOakley boulevard, Chicago.

many things in the way of stock shelving, stockbooks and other devices calculated to enable themto transact their business at the least expenditureof time and labor.

The Talking Machine Co. has gone further thanthis. It has even collected from many sourcestried and true selling campaign ideas which it hasplaced at the service of its dealers. It has, indeed,had in operation for a couple of years a regularcorrespondence course (it amounts to that) onselling, store keeping, etc., and its occasional bul-letins on such topics are always awaited with thekeenest interest by Victor dealers who obtain theirgoods from the Talking Machine Co.

"A Practical Record System for Victor Dealers"is the title of the latest issue of the T. M. Co.

(Continued on page 4-1.)

44 THE TALKING MACHINE WORLD.FROM OUR CHICAGO HEADQUARTERS-(Continued from page 43).press. In it the Talking Machine Co. tells thingsborne of long and actual experience, which, onemay easily imagine, if followed out by the recipi-ents, would be very likely to convert an indif-ferent rccord business into a big, fine paying one.We can't go into details here, nor would it beadvisable, but it not only tells how to properlycare for stock with a description, incidentally, ofthe accessories to that end which the company isable to 'furnish at cost and merely as a matter ofaccommodation to its customers, but also gives aplan by which the selling value to the dealer ofvarious records can be determined and thus avoid-ing stocking up with records which experience mayprove are not good sellers in their particular locali-

tics. The tabulation and permanent recording ofexperience is the foundation on which the especialrecord system provided for its dealers by the Talk-ing Machine Co. rests. Of course, if by any reasonany of the company's customers have not receivedthis invaluable bulletin they have only to write tothe company."

Exhibiting at County Fairs.All through the counts y dealers have been mak-

ing good exhibits at the county fairs. B. H. Hen-dcrson, of Fond du Lac, Wis., had an unusual boothat the fair there, at which he exhibited Victorgoods. Tiffau & Kemp Mercantile. Co., of Marsh-field, Wis., also had a good exhibit at the fair inthat county.

INTERESTING EXHIBITS AT CHICAGO BUSINESS SHOWColumbia Co. Make Fine Display of Dictaphones, While E. C. Barnes & Bros. Display the Edison

Dictating Machine, Including the Telescribe, the Latest Edison Accomplishment.(Special to The Talking Machine World.)

CHICAGO, ILL., September 11.-The annual Busi-ness Show, in which are displayed office labor sav-ing devices, business systems of all kinds, etc., wasin progress this week at the Coliseum. There aresplendid exhibits of Columbia and Edison dictationmachines, as usual.

The Columbia exhibit is in charge, as usual, ofW. W. Parsons, district manager for the Dicta-phone department of the Columbia GraphophoneCo., and he is efficiently aided in the work of giv-ing the Dictaphone adequate exploitation to thethousands who visit the show by the followingpeople: E. A. Parsons, A. B. Walker, Frank J.Clark, George Ingalls, P. A. Miller, Grace Car-penter, E. F. Baumann, F. Casseday, E. C. Allen,May L. Stuetzer, Miss M. Norgate and R. G. Win-ter. An essential trade -mark feature of the exhibitwas a magnificent American eagle suitably dec-orated with American flags and "Columbia" in-signia. A full and complete line of the latestmodels of Dictaphones were shown, -the most im-portant novel features being the new hand control,the new light weight hearing tube and the modifierfor regulating the volume of sound on the Type Emachine.

At the Edison disc dictating machine exhibit, incharge of E. C. Barnes & Bros., the Chicago representatives, interest largely centered in the Trans-ophone, the new device which enables the operatorto repeat the dictation by a light touch on an elec-tric button beside the typewriter keyboard in place

he was assisted by J. S. Pahlman, 0. C. Dentzer,A. H. Fulton, K. H. Kammerer, E. Humphrey andGeorge Field.. Nelson C. Durand, third vice-presi-dent of Thomas A. Edison, Inc., and Mr. Holland,the Edison Co.'s laboratory staff engineer, were

that perfection in telephonic communicationwould be reached only when means were discov-ered for combining thc telephone and phonographin ordcr that telephone messages might be prop-erly recorded. The fact that at the present timethe telephone system transmits GO per cent. ofall forms of communication in thc United States,totaling fifteen billion conversations a year-agrand total in excess of the number of telegrams,letters, railroad passengers in the same period-makes the fulfillment of Mr. Edison's prophecyat this time particularly valuable and important.In general correspondence we make copies ofimportant letters and keep them on file. It isalso possible to keep accurate records of tele-graph messages, and it has only been in the tele-phone that an absolutely perfect record was notpossible to procure. The Edison Telescribe hassolved this problem.

The Edison Telescribe comprises an Edisondictating machine, which is especially equippedwith telephone recording appliances, and a glanceat the accompanying illustration gives an excel-lent idea of its general appearance.

In describing the Telescribe and its uscs, Nel-

Dictaphone Exhibit by the Columbia Graphophone Co.visitors here the first part of the week. While inChicago they demonstrated at the offices of E. C.Barnes & Bros. the new Telescribe for reproducingtelephone conversations,

The Telescribe, the latest accomplishment of

Thomas A. Edison Testing the Telescribe-Exhibited at Business Show.of the old operation of interrupting the work to Thos. A. Edison, and which has been demon -reach out and move a repeating lever. Besides strated very successfully in various cities of thethis, the new speaking tube start and stop and the country, is rather a development of the propertynew covered gearing excited great interest. E. C. made by Mr. Edison in 1876 and an entirely newBarnes spent much time at the booth himself and invention. At that time Mr. Edison predicted

son C. Durand, third vice-president of Thomas A.Edison, Inc., said:

"The dictating machine is equipped with amicro -recorder, which swivels into place over thewax cylinder, and is wired up with the Telescribeon the user's desk. In short, the Telescribe isa complete telephone extension run with its ownsmall batteries, concealed in the casing.

"A telephone message is telescribed in the fol-lowing manner The receiver of the regulardesk telephone is removed from the hook andplaced in the socket of the telescrihe. In thisway the acoustic connection to the dictatingmachine is made without danger of criticism fromthe telephone company, as the instrument is

neither mechanically nor electrically connectedto their lines. The user then takes up a small re-ceiver, which is part of the Telescribe, and giveshis call to the exchange, while starting and

stopping the dictating machine by means of twosmall buttons on the Telescribe in order to re-cord the conversation between pauses or delays,and avoiding any waste of running the waxcylinder meanwhile.

"In this way both sides of the telephone con-versation are recorded, including all the evidenceof the central operator's voice in making theconnection. The dictating machine becomes in

reality an `eavesdropper' on the telephone line."There are many telephone subscribers in every

locality who have monthly toll bills of hundredsof dollars, evidencing the practice of conductingan important part of their business by 'conver-sations ' Brokers, in many instances, do buyingand selling by telephone from both local and out-lying territory ; advertising agents secure the ap-proval of their clients at distant points by read-ing late copy on the 'phone; purchasing agentsplace orders and secure promises and prices ofimportance as a daily occurrence through the

telephone. But the special applications of the

rHE TALKING MACHINE WORLD. 45

Telescribe will not be as important as the ordi-nary uses which every large organization findsfor recording wire conversations in the courseof their ordinary day's work.

"The Telescribe will place the use of the tele-phone in a more serious light in business. Aftera conversation the dictator will turn to his dic-tating machine and confirm his message in theusual manner covering the general understanding,while he will mark his letter: `Telescribed onthe Edison dictating machine.' To the personreceiving this confirmation, the question of itscorrectness will be unquestioned, and give thatfeeling of business security to both sides, whichis now missing, and in some cases may he evendepended upon if denial of telephone under-standing is expedient.

"The wax record, containing the tclescript andthe dictated confirmation, may be retained indefi-nitely for reference, but future acknowledgmentsand circumstances reduce the time for holdingthe records to only a fcw days in most instances "

MAY MAKE TALKING MACHINES?Rumor that the American Can Co. Will Go

Into the Talking Machine Business Deniedby the President of the Corporition-Ad-mits, However, Construction of SampleTalking Machines at Maywood Plant.

(Spe,Ta1t., The Talldpe ,

Cum -Am, ILL.. September 9.-Rumors have bcenafloat for some time' that the American Can Co., ofthis city, which is said to he capitalized at $90,000,-000, would enter into the manufacture of tak-ing machines upon a large scale. Officials of thecompany have denied any. definite decision, buthave admitted that such a step had been contem-plated.

It is interesting to note in this connection thereport recently issued in an industrial periodical,which stated that the company had embarked uponthe project upon a large scale and that both ma-chines and cabinets were in the course of manu-facture at the company's plant at Maywood, Ill.The machines. according to this report. were to beall -metal in construction and finished in imita-tions of mahogany, oak and other woods, afterthe fashion of fire -proof office furniture. It wasalso said to be definitely known that a contracthad been placed with the American Can Co. bya large merchandise house for the delivery of400,000 small machines of light construction andthat the contract price for the lot was $1,000,000or $2.50 each.

The statement was also made in the article thata complete line of machines would be turned outat ridiculously low price.

Mr. Harbeck, president of the company, deniedthe story emphatically, making the single admissionto the representative of The World that the com-pany had under construction one or two sampleinstruments at the Maywood plant and would, ifthey prove successful, place the proposed side linein a favorable light before the board of directors.

The manufacture of records has not been con-sidered by the company.

A LIVE SELLING SYSTEM.Capable Saleswoman Places Victrolas in Homes

of Prospects and Finds That the SystemLeads to Many Sales-Uses Automobile toAdvantage in Covering Territory.

As indicative of the progresssiveness and up-to-date methods that characterize the sales methodsof many live -wire Victor dealers, the plan utilizedby Miss Hanley, a capable saleslady connected withthe Kelly Music Co., of Jersey City, N. J., is wellworth attention.

Realizing that the placing of a Victrola in thehome of a prospect is one of the best availablemeans of closing a sale, Miss Hanley called intoplay an automobile which she owns and decided toemploy it in the pursuit of Victrola business. Sheinvariably carries machines with -her for demon-strating purposes and the novelty of the plan hasenabled Miss Hanley to achieve a marked successsince she inaugurated the idea in May.

Miss Hanley has found that wherever she can

get a machine into the home of a prospective buyerthe sale is about 75 per cent. made, and it is hardlynecessary to state that Miss Hanley experiences nodifficulty whatever in supplying the 25 per cent.salesmanship necessary to give the proposition a100 per cent. average. The use of an automobilein soliciting machine sales has long been advancedby the majority of Victor jobbers and the mostsuccessful dealers, and Miss Hanley's successfulexperience well evidences the practicability of suchaggressive methods.

NEW RECORD DISPLAY CARDS

To Enable Dealers to Feature Every New Vic-tor Record Supplied at Nominal Cost by theNew York Talking Machine Co.-A Perma-nent Device to Increase Record Sales.

The New York Talking Machine Co., 81 Cham-bers street, New York, Victor distributer, hasjust announced to the trade an attractive and per -

Mad

In addition to displaying new records by meansof these title strips, Sales Manager Moody intendsto furnish the dealers with title strips of standardselections from the Victor catalog which they mayfeature in addition to the new records under asub -head title strip apropos of the character ofthe records. Mr. Moody also points out that thedealer will be furnished with sixty strips eachmonth, although there are but an average of fortynew records listed in the monthly supplements.These extra slips will permit the dealer to feature,two popular selections on one record, if there is asufficient demand for these selections in his vicinity.

In furnishing title strips for all the new records,Mr. Moody took cognizance of the fact that thepopularity of certain classes of records varies indifferent sections of the country, and that with afull complement of title Strips, the dealer mayfeature thosc selections which are in demand inhis individual territory.

NEW RECORDSVela* Juno

40.4.67

,, The Moorish M.o. Ms_ :../Wr &sit

..1 GoodW 14:11,1110

I Love the Ladies"1"11.4 Cho So 'War Illevy

Old Black Joe 6.,.....,

1111, The Rose of the Mounkin TrollA*4. eig.

Passing of Salome out,oa,) si.4667s.d.

ManelfisFar Seib free Can

NOM Beautiful We of SomewhereFar Sal /S. Maros .

(r.ra)&tap Sth, ,110Goff 064.

Effective Victor Record Displaypet ual display -card featuring the new Victormonthly records, as shown in the accompanyingillustration. Title strips for every new recordlisted in the monthly Victor record supplement willbe sent to the dealer at a cost of 75 cents permonth on a yearly basis, while the easels will besupplied free.

EASTON=MUMPER.The marriage of Miss Helen

Easton, youngest (laughter ofEdward D. Easton, presidentof the Columbia GraphophoneCo., to Norris McAllisterMumper, was solemnized Sat-urday evening at the home o fMr. and Mrs. Edward D.Easton, at Arcola, N. J. Thewedding was an informal one,the relatives of the bride andgroom being the only invitedguests besides several of theexecutives of the ColumbiaGraphophone Co. and theirwives.

Hewlings Mumper, a brotherof the groom, acted as bestman, while the ushers wereDonald Hoise, Paul Renn, Og-den Hewitt and Mortimer D.Easton, manager of Dicta-phone advertising. Mrs. Mortimer D. Easton was the matronof honor, and Miss Barbara

Card. Bispham, Miss Alice Mumper,Miss Barbara Trego and Miss Elizabeth Terhuneofficiated as bridesmaids.

The house was beautifully decorated withwreaths and flowers, and Prince's Orchestra fur-nished the music. After their honeymoon, Mr. andMrs. Mumper will reside at Arcola, N. J. Mr.Mumper is a member of the Dictaphone staff.

LONG CABINETSA NEW PATTERN FOR 1914-15

D70FOR VICTROLAS VIII. and IX.

Mahogany, Fumed Oak, G. 0. and W. 0.

Write for new illustratedmatter and it will be cheerfullysent to you.

Kindly anticipate your re-quirements for the Fall andWinter, naming dates for ship-ment.

The Geo. A. Long Cabinet Co.Hanover, Pa.

Address Clement Beecroft, Sales Manager309 W. Susquehanna Avenue, Philadelphia


Each buyer and each seller of a ColumbiaGrafonola "Nonpareil" is always satis-fied-the one with the quality and theother with the profit.



HAS MOST ATTRACTIVE QUARTERS.Transformation of Columbia Co. Warerooms

in St. Louis Into Most Artistic EmporiumBrings Many Compliments to Manager Reid.

(Special to The Talking Machine World.)ST. Louis, Mo., September 10.-Manager Irby

W. Reid, of the Columbia Co. here, has won thereputation of a wonder worker because of his

transformation of thedark and rather dilapi-dated warerooms of theColumbia Co. into oneof the neatest and clean-est stores in the city andsecond to none in thissection as a talking ma-chine store.

T h e transformationwas accomplished withonly partial interruptionof business and at notime was any depart -of the running, althoughdepartment was seriously

handicapped, but under the leadership of R. W.Duffy made a good showing for the period.

The new store was planned by Mr. Reid to thesmallest details. It bears small resemblance tothe old, as from the former two show windowedfront, with a door between them, it has beenchanged to one large window, through which not

Irby W. Reid.ment put completely outfor some time the retail

Remodeled Warerooms of Columbiaonly the display can be seen but the entire storeroom, with a recessed door at the east corner ofthe front.

The picture that greets you as you step insidethe door is a restful one. The handsomely enam-eled woodwork, finished in a glossy soft grayblends well with the gray and green wall finishand rugs, and the thirty varied style machines ex-hibited in the main display space, with the heavymission furniture, supplies plenty of decoration.

There is but one desk in sight, and you mustlook a second time to see where Sales ManagerDuffy is watching operations, and the planningof the six demonstration rooms artfully overshad-ows the office suite, which, however, can easilybe found by the customer wishing to make a pay-ment.

Co. in St. Louis.

The lighting is entirely by the overhead sys-tem, and while it shows off the machines to ex-cellent advantage, does not obtrude upon thevisitor, who is unconscious that artificial light isin use.

The new arrangement has removed the dicta -phone department, which formerly had the bestspace in the warerooms, to the second floor, wherethat office force can work without interruption.The wholesale office is in the rear of the demon-stration rooms, safe from interruption. ManagerReid's executive office has a peculiar arrange-ment of doors whereby he can completely isolatehimself behind his reception room, or he can open

them and see every part of the floor at a glance.The record arrangements in connection with

the demonstration rooms have attracted consid-erable attention. The rack is of easy access toall of the booths, holds a remarkable number ofrecords, and also is a means of ventilation for thebooths.

The new store room has materially aided in thebusiness promotion plans and customers who had,from their own admission, recently been buying atthe more attractive department store booths, arccoming back to the .main wareroom. "I do notsee how you do it!" is the often repeated ex-clamation of these old friends.

HOW AGGRESSIVENESS WON OUT.Interesting Story Related by V. W. Moody

Tells How a Well -Known Dealer Has WonGreat Success from a Modest Beginning.

As indicative of the success that an aggressiveVictor dealer can achieve in a comparatively shortwhile, V. W. Moody, sales manager of the NewYork Talking Machine Co., 81 Chambers street,New York, Victor distributer, relates the follow-ing incident:

About a year ago a man visited the company'sheadquarters, who had decided to embark in theVictor business, and desired to place an initial or-der and ascertain the necessary details. Upon in-quiry he stated that he resided in a city of about30,000 population, and that he had no definite ideas

regarding the Victorbusiness other thanthat an initial order of$300 seemed to him tobe a proper start.

Mr. Moody there-upon pointed out thatthere were somethinglike 3,000 records and17 machines listed int h e Victor catalog,making an initial orderof $30t) decidedly in-adequate and well-nighinsuring failure in acity of 30.000, ratherthan success. The pros-pective dealer realizedthe logic of these

figures and placed an initial order of $600. Healso secured an intimate knowledge of the salesand stock policies of approved merit, and, fired withan ambition to succeed, opened his store.

His road at first was naturally somewhat diffi-cult, but his success is represented in the fact thatduring the past sixty days he placed orders for$2,000 worth of stock, and his latest inventoryshowed a stock of over $3,000. Notwithstandingthat this is only his second season in the business,he has just placed advance orders for machinesalone to be shipped during September, October,November and December, totaling more than $6,-000. This dealer pays a salesman $30 to run hisdepartment and his manager has two assistants.All this was accomplished in a year as a result ofaggressive methods and an appreciation of the

scope and magnitude of sales possibilities inVictor field.

IMPROVEMENTS OF INTEREST.

the

Among the new inventions of the past month isthe Uffner patented record album, designed to holdtalking machine records in either the 10 or 12 -inchsizes. The new feature that is of spec.al interest isthe method of binding the leaves, which are held inplace with steel instead of glue. Holes are cut ina sheet of steel, lengthwise, so that two leaves justfit in, the sheet being fastened to the back of thealbum, the back always being the same size whetherthe album contains records or not.

The patent on this album was secured by thehead of the Uffner Album Co., 77 Grand street,New York, and from the orders alreadyreceived from those to whom he has shownthe sample, it would indicate that there is a re-markable volume of business to be had from deal-ers who want albums of durability as well as at-tractiveness.

The weaker a man is the stronger his habitsgrow on him.

PHONOGRAPHISCHE

ZEITSCHRIFTBERLIN C. 19, GERMANY

The oldest and most up-to-date trade paper covering thetalking machine line published inthe German Language.

PUBLISHED WEEKLY. FOUNDED 1900

Circulates all over the world.

SPECIAL EXPORT NUMBERSappear in four different languages atregular intervals.

Subscriptions for this talking ma-chine publication 10 Marks yearly.

Sample copies sent free.


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

General Effect of the War on the British Talk-ing Machine Trade-Noticeable Inclinationto Make the Best of Conditions-ProbableScarcity of Supplies-Regarded as an Op-portunity for British Manufacturers to Ex-tend Trade-Sidelights of War Situation-Demand for Patriotic Records-Otto Heine-mann Praises American Business System-W. H. Reynolds' List of Supplies-Special-ties for the Colonial and Foreign Trade-Recent Additions to Columbia List of Artists-New Products Recently Put on Market.

(Special to The Talking Machine World.)LONDON, E. C., ENG., September 5.-Hard upon

the dispatch of my last report came the dreadedannouncement of war between the first nations ofEurope, and, as may be imagined, considerablenervousness immediately reigned in Londongramophone trade circles. At such a time one isperhaps inclined to take anything but a dispas-sionate view of things. It is the more difficult toremain calm under circumstances that so closelyaffect the foundations of commerce, even the veryexistence of nations, and self-restraint is one ofthe first of many things to which the Britishershave now schooled themselves. This is no timeor place for politics; the sword is the arbiter ofour fate and our trade prosperity, and at that wemust leave it, in the sure confidence of ultimatevictory.

First Panic Over War Short.Received at first with expressions of dismay,

the news that war had been declared by Englandat the very opening of our trading season, whichpromised so well, naturally took gramophone mensome time to recover from. The market becameslightly panicky, but quickly recovered, thankslargely to our inherent adaptability to make thebest of things. It was generally felt that thegramophone industry would be one of the first tosuffer, and efforts were made to meet the situa-tion in a manner best calculated to neutralize un-due depression. It is satisfactory to know thatthese efforts have met with a fair measure ofresponse from retailers, who, however, are handi-capped in many ways. All said and done, sales arenevertheless abnormally slack. True, one does notexpect great things on the retail side at this periodeven under normal conditions, and I should notbe presenting a fair view of the situation were 1to gloss over the uncertain position in which allfind themselves despite every endeavor to steadythings. This war of the nations seems likely tolast for a considerable period. The longer it goeson the greater is the dislocation of business andconsequent unemployment. Thousands are out ofwork already, more are on reduced wages, whilethe people generally-not unnaturally perhaps-are prone to conserve their financial resources.

With the spending power of the masses thus re-stricted, especially in regard to luxuries, gramo-phone trade is suffering more than most indus-tries. The outlook for this season is thereforenot very encouraging. Record factories are stillrunning, in some instances, on a reduced basis ofproduction, which latter is mainly confined to thepressing of patriotic records, the demand forwhich is excellent. The national anthems of theEntente powers, British national airs and martialsongs, etc., are selling very freely, not to mentionthat last season's pantomime favorite, "It's a Long,Long Way to Tipperary," which seems to havebeen adopted by our troops as a war song. Butthis business will not keep things going, and theposition is such that almost every firm has eitherreduced its staff or, by mutual agreement, the wagebill, in a praiseworthy desire to cause as little dis-tress as possible.

The Question of Supplies.Another feature of trade importance is the

question of supplies. The German market, fromwhence came a large proportion of complete ma-chines, parts and accessories and records, is ofcourse entirely closed. Some firms have goodlystocks on hand, while others find their warehousesmore or less depleted. Serious as this aspect is,there is a confident belief that we shall get alongall right by the aid of Swiss firms who specializeon the making of motors and gramophone acces-sories. Owing to the Swiss mobilization there is,however, bound to be a shortage of supplies forsome time. Here in England we have certainresources for the manufacture of motors, andthis trade will doubtless receive a great impetus.We can, of course, take care of the manufactur-ing of cases, cabinets and other necessary parts,but for sound arms, boxes and many accessorieswe shall perhaps find ourselves in a quandary.These latter items have not been cultivated toany great extent by British makers, but with theGermans their manufacture has become a. fine art.

The newspapers are waging a strong campaignagainst everything German, and already one learnsthe response is great in many departments oftrade.

This has not to any great extent touched thetalking machine trade, but, speaking dispassion-ately, there is bound to be a certain amount ofprejudice against buying German goods, and wesee in this a good opportunity for all -Britishmanufactures. We may be sure that every pos-sible advantage will be taken of the situation,but it would give our manufacturers encourage-ment to invest large sums in productive ma-chinery could they only rely upon excluding Ger-man goods from this market by a tariff imposi-tion on manufactured articles-complete or in

parts. Space forbid, the further development of

this line of thought. We have to grapple withexisting conditions, and it behooves all to do eachtheir share toward allaying the disadvantagesunder which gramophone trade now suffers. Wemust keep the trade flag flying at all costs, andthough heavy troubles may beset us in the futurethe best service is to maintain a cheerful mienagainst the time when trade stagnancy shall havegiven way to the inevitable resumption of itsnormal trend. Elsewhere we deal with overseaconditions and the possibility- of capturing a ccn-siderable proportion of the trade which has pre-viously gone to Germany.

Some Sidelights of War Situation.The British Government has under considera-

tion a patriotic offer from "His Master's Voice"Co. to loan the use of its City road premises,which have a floor area of some 30,240 feet, untilthe end of the war, or until the Seventh and otherbattalions have been completed. Business wouldbe conducted from the Hayes factory.

In appointing a receiver for a piano companywith a German name, Justice Shearman said hethought the business, being beneficially owned byforeign enemies (sic), could not be carried onat all without an official license. The Govern-ment would give that authority if it were satis-fied that no moneys would be remitted to the alienenemy which owned it. To keep a profitablebusiness going he would appoint a receiver, whomust undertake that all moneys be kept in thiscountry.

The commercial activity of a number of gramo-phone firms here is neutralized through lack ofsupplies from Russia, Germany, France andSwitzerland. An early resumption of exportsfrom the latter country is possible.

S. W. Dixon, a director of the GramophoneCo., Ltd., has volunteered for active service. Asa captain with the .1 hird Manchester Regiment,Mr. Dixon served with distinction throughout theSouth African war.

Many German and Austrian members of thetrade have gone to rejoin "the colors" of theirrespective countries. One can only regret thenecessity for their display of patriotism. It isquite -possible that some were detained in Englandas prisoners of war.

Several German gramophone men have soughtBritish nationality; others are out under police"license" and must not travel more than five milesper diem.

Chappell & Co. and other music firms intimatethey will not close up factories or dismiss em-ployes during the war. This, however, would notprevent, where necessary, some reduction ofwages in order to keep things going and avoidunnecessary distress.

(Continued on page 48.)

"RENOTHE MAN OF MANY PARTS "

?),= "'rt,trrir,,9,441404aaikelaiv4-,i.tirrerl(*Mitigigt--....-,

.:.1.- //4 15)

OSIO;.- Milli ,atim mi Irir:,..,&7:,7

"ii Itg* Mr, giK '-......--......--.......-

The only man in the world who cansupply you with one part-or any num-ber of parts for any Talking machine

ever made from Adam to

\\N

Edison -Roosevelt.64 Page Catalogue Yours for Asking

W. H. REYNOLDS, Ltd."KNOTA SLEPE"

London, England

48 THE TALKING MACHINE WORLD.FROM OUR LONDON HEADQUARTERS-(Continued from page 47).

It is reported that the French factory con-trolled by Carl Lindstrom (Berlin) has been com-pletely destroyed.

Harth & Dubb, of City road, agents for theRussian "Syrena" record, will close up for thetime being.

The Continental factories of the sister com-panies of the "His Master's Voice" corporationare, as may be imagined, somewhat disorganized.At Hayes, London, many men are reported sus-pended from work for the moment.

During the first week of the war public opinionwas so bitter against everything German that anall -German program arranged for performance atthe Queen's Hall promenade concerts was aban-doned. That musical art may reasonably be ex-empt from the atmosphere of national strife isassured by the telling protests immediately lodgedagainst such an absurd ruling. Commerce, how-ever, is a different thing, and Chappell & Co. an-nounce they will never again allow German pianoson the Queen's Hall platform.

A royalty on every "Regal" war record soldgoes to the Prince of Wales' Fund. The ColumbiaCo. advises me it has already sent sixty guineason this account.

Among well-known composers, singers and mu-sicians at the front are Rachmaninoff, Chaliapin,Siegfried, Wagner, Kreisler, Ysaye and brother,two sons of Dr. Hans Richter, Paul Franz, Dohn-anyi and practically all of the male contingent ofthe Russian opera and ballet.

"Business as Usual" is our motto. In the formof adhesive stamps it is being used by many firmson memo. forms, invoices and publicity matter.Official Ruling Anent Trading with the Enemy.

The explanation of the proclamation againsttrading with the enemy is officially explained asfollows: "The important thing is where the for-eign trader lives, and not his nationality. Thereis no objection to trade with German or Austrianfirms in neutral or British territory. Trade withthe branch of a hostile firm in neutral or Britishterritory is permissible so long as its head office

is not involved. Contracts with firms in hostilecountries cannot be performed, and paymentsought not to be made during the war. There isno objection to paying ,or goods delivered orservices rendered before the war."

Issues List of Patriotic Records.The British Zonophone Co. has issued a very

strong list of patriotic records, including all thelatest war songs of interest. Having always paid'great attention to this class of music, the Zono-phone people did not have so much new recordingto do as other firms when war was declared.During all the years of its existence this companyhas been steadily bringing out records of patrioticHors' and thus prompt and complete deliveriesare assured. Further new issues will be madeknown shortly.

"H. M. V." War Records.A strikingly patriotic list, emblazoned on its

front cover with the flags of Great Britain,France, Russia and Belgium, has been issued by"His Master's Voice" Co. As a piece of publicityliterature it is altogether attractive and makesa most effective showing. Its contents are evenmore attractive, for in quality and numbers therecords itemized represent, perhaps, the finest andmost complete aggregation of martial music everembodied in one supplement. There is to benoted the national anthems of Britain, Russia,France, the now famous "God Save the King"record by Clara Butt; among a host of othersongs calculated to inspire the patriotic ardor ofgramophonists none will receive greater welcomethan the series of six records on national serviceby Field Marshal Lord Roberts, V.C, K.G., etc.These discs have reached tremendous sales figuresand can scarcely be pressed quickly enough tosatisfy all wants.

Interest to Oversea Buyers.Elsewhere in this section will be found an an-

nouncement by 0. Ruhl, Ltd., which makes aspecial appeal of interest to oversea buyers whofind themselves short of supplies through the clos-ing of the Continental markets. An up-to-date

factory, equipped with modern plant, at Hertford,England, gives employment to a large number ofBritishers, and the company informs us it is inan advantageous position to handle the colonialand foreign trade for records and machinespromptly and efficiently. Notwithstanding thegeneral trade depression in this country, its fac-tory is working on full time, and it is hoped toso continue throughout the crisis.

Beka records are, of course, favorably knownthe world over, and buyers will learn with pleas-ure of the company's recent issue of innumerablepatriotic numbers, the various national anthemsand latest war ditties.

An interesting announcement is also made re-garding disc instrument trade in the oversea mar-kets. Full particulars are obtainable from 0.Ruhl, Ltd., 77 City road, London, E. C.

New Company Incorporated.W. J. Elliott, Ltd., musical instrument manu-

facturer ; capital, 110,000. Office, 16 Chequerstreet, St. Albans.

Martial List of.Favorite Records.The demand for Patriotic titles has moved our

manufacturers to unusual exertions in the quickproduction of suitable records, and well on timecomes an "extra special" supplement from theFavorite concern embodying all the very latestmartial airs and some of the good old, yet ever-green, selections which, perhaps, the public lovesthe best. On record 733, for instance, we findsuch popular numbers as "Bravo Territorials" and"An Englishman's Home," both fervently ren-dered by Harry Thornton. No. 730 bears thenational anthems (in part) of the Triple Ententepowers, by the Favorite Military Band, with vocaleffects, accompaniel by "Tommy Atkins," sung byJack Smithson. A very special disc, No. 712, gives"God Save the King," "Rule Britannia," RussianNational Anthem and "La Marseillaise"-all beau-tifully rendered by the Favorite Elite Orchestra.Other records carry "The Bulldog's Bark," "Sonsof the Sea," "Voyage on a Troopship," parts 1 and2: "Three Cheers for the Red. White and Blue,"

...,21VION2112

" WAKE UP ENGLAND"THE BEST

DoubleSide

RecordGenuine British all through-No German capital or influence.

THE WORLD'S BEST, DOUBLE SIDE

GRAMOPHONE RECORDc(\ BEARS THIS 94-

4 -RED TRADE

(g. M. THE KING The Prince KNEW

When Prince of Wales)-Little notice wasthen taken-But now-Germany and itsworks are shown up.

Up -To -Datein all lines for

English Speaking

People

all over the world

This trade -mark in center of each record is a certificate of Highest Quality, Smoothness and Durability.Manufactured for us by I. E. Hough, Limited, Edison Bell Works, London. We have a large and exhaustive catalogue.A new, up-to-date list of patriotic songs, bands and descriptive selections called for by the great British people and

the English-speaking world in consequence of the iniquitous war waged against us.One thing-we shall be "Top Dog-" yet, sooner or later.We will willingly send full catalogues and examples of our "patriotics" to any of our U. S. ,>r Colonial friends

on receipt of 40 cents each, carriage and duty paid.We are devoting all profits on these to the relief of distress caused by the war.

Address WINNER_R.ECOHQ:CO., CAMBERWELL, ENGLAND

THE TALKING MACHINE WORLD 49

- -

"A Soldier's Song," "So You Want to be a Sol -Little Man." On No. 735 the famous Billy

Williams offers two rollicking songs, "I ShallHave to Ask My Mother" and "They Can All Doas They Like with Me." A sure seller! Finally,we must accord special Praise to the brilliant workof the Favorite recording expert, markedly notice-able throughout the whole list. It should be men-tioned that Favorite records arc of entirely Brit-ish manufacture."His Master's Voice" Records for September.

Notwithstanding the dislocation of general busi-ness conditions, "His Master's Voice" Co. intendsto offer its dealers a continuance of good recordissues, and in this regard has announced a pleasinglist of new titles for September. The list is notso large as would have been produced undernormal conditions, but its attenuation is more thancounterbalanced by its high standard of qualitythroughout.

Under the baton of Landon Ronald the NewSymphony Orchestra gives an excellent perform-ance of the Pizzicato from "Sylvia" (Delibes) ;John McCormack, the eminent Irish tenor, in

company with Mr. Kreisler, the violin exponentof world fame, who by the way is now at thefront, contribute the "Angels' Serenade" (Braga),with piano accompanimcnt. It is a record of ex-ceptional beauty and will undoubtedly enjoy a

wide sale.There arc to be noted somc choice vocal rec-

ords, and in the double -sided section many instru-mental numbers of interest. Subjoined is thecomplete list:

Twelve -inch single -sided: "My Lady's Bower"(Hope Temple), Stewart Gardner; (a) "TheSandwichman-Bow Bells," (b) "The FortuneHunter-Bow Bells" (Withby), Harry Dearth;"The Promise of Life" (Cowen), Mme. AliceLarkin (with orchestra and organ accompani-ment) ; "The Day Is Donc" (Lohr), Baker andWheeler; -Bye, Summer, So Long, Fall"(Wenrich), Miss Ethel Levey; "I've Seen It onthe Pecheres" (Clare), Tom Clare, with piano ac -

FROM OUR LONDON HEADQUARTERS-(Continued from page 48).

Merely A Statement of FactThe British Colonies and dependencies import annually many thousands of

pounds' worth of gramophone products, a large percentage of which emanatedfrom Germany.

Now that this source of supply is cut off, who is going to fill the breach?This question must give British houses food for profitable thought.But the opportunity for action is not tomorrow or the day after, it is Now !The trade routes are open and we venture to think will so remain.You can get into touch with oversee buyers through the medium of this trade

newspaper, which enjoys a wide sale throughout the world.Particulars and advertising rates will be gladly supplied to all interested by

our European representative.

W. LIONEL STURDY2 Gresham Buildings Basinghall St., London, E. C.

companiment by himself; "The Witness" (\Vick),George Robey.

Ten -inch single -sided: "My Memories" (Tosti),Hubert Eisdell, with Celeste and violin accompan-ment; "The Fairy Pipers" (Brewer), Miss

Evelyn Harding.Twelve -inch double -sided: "Yankiana-Amcr-

ican Suite-The Song of the Bells-Mighty Amer-ica" and "Yankiana-American Suite-Arrival ofthe Coontown Cadets" (Thurban), band of H. \l.Coldstream Guards; "Military Symphony"-"Al-legro" and "Allegretto" (Haydn).

Ten -inch double -sided: "When Mr. Moon IsShining," "Mam'selle Tralala" (Gilbert), and "MyLittle Persian Rose" (Friedland), Jacobs and hisTrocadero Orchestra; "La Riterata"-ItalianMarch (Drescher), and "March Namur," (Rich-ards), Metropolitan Orchestra; "All Aboard forDixieland"-Turkey Trot (Cobb), and "Ninetto"-One or Two -Step (Christine), Metropolitan Or-chestra; "Sympathy Waltz" (Friml), and "WhoPaid the Rent for Mrs. Rip Van Winkle?" (Med-ley), Metropolitan Band.

American Business System Admired.A splendid tribute was paid to the American

trading system by Otto Heinemann, a director ofCarl Lindstrom, Ltd., with whom your correspond-ent recently conversed in London. During his sixweeks' visit to Canada and the United States Mr.Heinemann visited many talking machine tradingcenters with the object of studying at first handthe situation in connection with patents and trad-ing prospects. With regard to the former he hasformed certain conclusions which, I was informed,might be divulged at some future date. Whatinterested him as much as anything was the amaz-ing demand on your side for dancing records, thesale on which, while good, is by no means com-parabie in Europe. Passing to the great Victorand Columbia corporations, Mr. Heinemann paidtribute to the extensive ramifications of theirwonderful business organizations, the successfulhandling of an enormous output distributed bypicked agents in every center of your continent,effective selling and advertising plans, and withal,


To T.M. the King andQueen of Spain

To H.M. tits, Shahof Persia

By AppointmentTo H.M. Queen Alexandra

To H.M. the Kingof Sweden

To H.H. the Khediveof Egypt

To H.M. the Kingof Italy

"Eino agmatzea Voftca"-the trade -mark that is recognisedthroughout the world as the

Hall - mark of QualityAUSTRIA: Oesterr. Gramroopbon-Gesellschaft.

ns. h. H., 8, Krugustrasse. Vienna.BELGIUM: Cie. Francaise du Gramophone, 51.

Avenue de la Porte de Hal. Brussels.DENMARK : Skandinavisk Grammopbon-Aktiesel.

skab. Fribavnen. Copenhagen.FRANCE: Cie. Francaise du Gramophone. 115

Boulevard Richard Lenoir, Place de la Repub-lique. Paris.

GERMANY: Deutsche Grammopbon-Aktien.gesallschaft, 35, Ritterstrasse. Bulin. S42.

HOLLAND: American Import Cc, 22a. Amster&Veerkade. The Hague.

HUNGARY: The Gramophone Co., Ltd.. IV.Kossuth LaiosUtua 8. Budapest.

SPAIN Cia. Francesa del Gramophone. 56. Balmes.Barcelona.

SWEDEN: Skandinaviska Grammophon.Aktio-holaget, 52. Appelbergsgatan. Stockholm.

RUSSIA: The Gramophone Co.. Ltd.. 45. NevskyProspect. St. Petersburg ; 9. Golovinsky ProspectTiflis ; 30. Novia Svit. Warsaw.

EGYPT: The Gramophone Co., Ltd.. 13. ReeStamboul. Alexandria Rue Mousky, Cairo.

EAST AFRICA: Bayley & Co., 8 Beira.Lourenzo Marques.

SOUTH AFRICA t Darer & Soos. Adderley St..Cape Town; Mackay Bros.. Rissik Street.JohannesburgMackay Bros & McMahon. 443. West Street.DurbanIvan H. Haarburger. Maitland St.. Bloemfontein.

INDIA The Gramophone Co.. Ltd..139.BalliagbattaRoad. Calcutta 7. Bell Lane. Fort, Bombay.

AUSTRALIA: The Gramophone Co.. Ltd..Hoffnungs Chambers. Pitt Street. Sydney.

GREAT BRITAIN: The Gramophone Co.. Ltd.21, City Road. London. E..C.

Great Britain :The Gramophone21 City Road

Company LtdLondon EC


"MIRACLES HAPPEN EVERY DAY"In the last issue of this journal we kind ofproved it, so "nuff said"-BUT just takea note that we can supply Gramophones,made in such a way that all the troublehas been left out of them, at from $2.50each. We sold 20,000 at this price lastyear in this market alone.

As for Records-Needle Cut 10 inch, double sided, made with the finest "stock"in the world-we can quote you prices f. o.b. London or otherwise, at your option-that no other firm-never mind how bigthey are-can approach. Try us and writeright now for eye opener quotations.

BLUM & COMPANY, LIMITEDManufacturers

Offices and Showrooms: 220 OLD STREET (Corner of City Road), LONDON, ENGLANDCables: Blumogram, London.

Codes: A. B. C., 4th Edition, Western Union, Reuters, Liebers. Phones C 5°48 London Wall.5049

FROM OUR LONDON HEADQUARTERS-(Continued from page 49).the maintenance of quality and prices, which lat-ter, especially, half convinced him that there wouldbe no great market for cheap Continental ma-chines, the importation of which he found to beof negligible quantity. Speaking of Canadian con-ditions,. my informant said the assembling of ma-chines from parts bought abroad was very muchon the increase. Mr. Heinemann is rather doubt-ful of German trade prospects after the war, andthinks that traders in British possessions will infuture buy only British goods.

Famous Girl Tenor for Columbia.The record that stands at the head of the Co-

lumbia Supplement for September will excite spe-cial interest, as it introduces to Columbia patronsthe phenomenal girl tenor. Ruby Helder. who hasrecently added to the luster of her English reputa-tion by a highly successful concert tour of Canadaand the United States. Her unique voice is agenuine tenor of such quality, power and virilityas would dignify any great star of opera. Twoof the most characteristic and popular of tenorsongs are combined on her first double record,namely, Tosti's "My Dreams" and Charles Mar-shall's delightful ballad, "Dear Love, RememberMe."

Old Songs in Demand.The popularity of songs of the light operas of

fifteen or twenty years ago is beyond question.and that there is apparently still a pronounced de-mand for vocal numbers from them is well shownby the special issue of a Columbia record thismonth of "Star of My Soul," from "The Geisha,"and "The Shade of the Palm," from "Florodora,"sung by Edgar Coyle.

Choice of "Aida" a Wise One.The fact that "Aida" stands at the head of

Covent Garden productions during the past sea-son, with the largest number of performances, re-flects strongly upon the wisdom of the Columbiain choosing that opera for the first of its completeseries. We learn, too, that the Columbia Co. hassold a very large edition of its "Aida" set,

Receives Award of Merit for Columbia Exhibit.The latest advices from New Zealand state that

A. H. Nathan, Ltd., of Auckland, has receivedthe official first-class award of merit for its ex-hibit of Columbia graphophones and Columbiarecords at the Auckland exhibition.

Two Popular Records."Harmony Bay," declared to be the successor to

that great hit, "Moonlight Bay," is sung by thePeerless Quartet on Columbia Rena this month,in company with "I Want to Go Home," whichis the latest song from the pen of the composerof "Robert E. Lee."

The Man of Many Parts.To the uninitiated the above caption to this

short article might be suggestive of matterstheatrical, but let me at once assure my readersof the contrary. This descriptive title has beenadopted by W. H. Reynolds, of 45 City road.London, as a trade slogan and is in every wayappropriate to his business, which is to supply anyand every part of various makes of gramophones.Mr. Reynolds may be pardoned a little hazinessupon the subject, but he calculates roughly onhaving in stock over 1,000 different parts and ac-cessories. All of which is preliminary to the factthat this firm has just issued its 1915 catalog,comprising no less than sixty-four pages, andplentifully illustrated throughout into the bargain.

COLONIAL and FOREIGN BUYERSof gramophones and records may obtainvaluable information from English firmswho are desirous of opening up trading re-lations with oversea markets upon appli-cation, stating requirements, etc., to ourEuropean representative,

W. LIONEL STURDY2 Gresham Buildings,

Basinghall St., London, E. C.

To review adequately this fine trade encyclopedicprice list would require two or more pages ofThe World. It must suffice, therefore, to givebrief mention of a selected number of the in-numerable lines marketed by Mr. Reynolds.

Firstly, in regard to complete machines, there isitemized a wide range of exterior -horn, cabinetand hornless at prices from 12s. 6d. upward. Anexample of the exterior -horn type suitable forcolonial and other buyers is the "Reno" modelsuperbe, carrying the following specification:Large solid oak or mahogany French -polishedcabinet, silent running double -spring Swiss fibreworm -governed motor, well -finished tone -arm, 12 -inch turntable, 22 -inch bell solid oak or mahoganyhorn, "Reno" Stentor sound -box, etc. This fineinstrument represents really remarkable value andgood all-round quality at the price, 42s.

One of the most amazingly cheap lines in cabi-net manufactures ever offered to the trade here isthe "Reno" Concert de Luxe at L3 19s. 6(1. Thisis a well -finished instrument in either oak or ma-hogany, bow -fronted, size 44x18x19 inches over-all. It stands on cabriolle legs and is providedwith a cupboard for records. The equipment in-cludes best double -spring Swiss motor and otherfittings of strength and durability. If a trader de-sires to make up his own special line of machines,there is obtainable from Mr. Reynolds all theseparate parts, including exclusive designs forcases or cabinets.

Among the hundred and one items listed I ob-serve various kinds of sound -boxes, tone -arms,motors, turntables, non -slip record mats, con-nectors for every make of machine, arm -rests, el-bows, metal and wood trumpets, needles, needle -boxes, the different parts of sound -boxes, motors,etc., gaskets, diaphragms, springs, screws, albums,record -carrying cases, record envelopes and dozensof other parts and accessories too numerous tomention. Any bona fide trader may obtain a copyof this wonderful catalog upon application to W.H. Reynolds, Ltd., 45 City road, London, E. C,


(Patents Granted or Pending the World Over)

HOFFAY'S"The World's Musical Instrument"

GRAMOPHONERead the second opinion of the able repre-sentative of this paper which appeared onpage 70 of the issue of July 15.

SOON READY

J. HOFFAY67 Egerton Gardens, South Kensington, London, England

FROM OUR LONDON HEADQUARTERS-(Continued from page 50).Takes Over Whole Stock.

The whole stock of instruments and parts heldby Ilarth & Dubb, this city, has been acquired bythe Utility Trading Co., the recently appointedsole selling agent for the British -made Favoriterecords.

Attractive Record Carrying Cases.Among the several lines of record -carrying

cases on sale here we must commend to the atten-tion of foreign and colonial buyers that marketedby the Utility Trading Co., of 21 Paper street.London, E. C. It is put up in both the 10 -inchand 12 -inch size, each capable of holding up toabout twenty-five records. They are made of fibrewith doubly protected corners, hard-wearing andstrongly constructed, leather handles, three fasten-ings, lined with felt, the finish throughout beingin every way good. These cases are also to berecommended as of British manufacture, andpriced as they are at a competitive figure, will

certainly meet with a ready demand from the trade.The "Winner" Record to the Fore.

An offer of special interest to colonial and for-eign traders is made in the "Winner" announce-ment this month, and we feel sure it will meetwith a ready response. England is at last "wak-ing up" in more ways than one. She is deter-mined to enjoy to the full the benefit of her ownmarkets. In our own sphere of trade activitysome evidence of this is found in the strongerrepresentations of British houses in our ad col-umns this month. Not the least important ofthese is the all -British firm which trades as theWinner Record Co. It offers at competitive pricesfirst-class records of home manufacture through-out by British labor and capital. The "Winner"10 -inch double record enjoys a very high reputa-tion the world over for smooth surface, excellenceof recording and general artistic talent, and wecan confidently recommend it to all discriminating

buyers oversea. In the "Winner" batch of patri-otic issues nothing will be found wanting, therebeing an abundant choice of the war songs somuch in demand just now by all English-speakingpeoples. All profits from the sale of these specialrecords will be devoted to the Prince of Wales'National Fund-a splendid policy which will com-mend itself to all.

Securing Colonial and Foreign Trade.Preliminary to this short article I think it

only fair to say that my intention is not to revileeither German goods or the peoples with whichGreat Britain is at war, but frankly to point outthe trading possibilities for British firms now thatour colonies and certain foreign countries findtheir chief source of gramophone supplies cut off.It is not so much a question of politics or causesas the effect thereof. There is approximately over


FAVORITE RECORDS made in ENGLANDFavorite Talking Machines-Favorite NeedlesFavorite Albums-Favorite Carrying Cases

FAVORITE RECORDS in all LANGUAGESARE THE CHEAPEST AND BEST

Buy Them and You Will Increase Your Profits Note Our Special Patriotic RecordsWrite Today for Illustrated Catalogue, Lists and Advertising Matter

THE UTILITY TRADING COMPANY, f_icgraIrN7z7t.Cables : UTILITRACO. LONDON


BRITISH PRODUCTS FOR OVERSEA MARKETS ! !DEKA RECORDS

10 inch 9/6Double "VBRITISH

MADE BYBRITISH

WORKMENI N A

12 inch qigDouble

BRITISHFACTORY

Well equipped laboratory and works at Hertford, Eng.NOW READY

Large stock of European National Anthems, British,PatrioticAirs and Martial Music.

PROMPT DELIVERIES ASSUREDLists, Terms of Trading,

DISC MACHINESThe German market being closed, oversea buyers of discinstruments should communicate with us for particularsand prices of some good Selling lines we have to offer forcompetitive trade. Of British -Swiss manufacture, thesemachines are obtainable in a variety of styles and designs,at all prices, and being of reliable construction and goodtonal quality will command a ready sale in the Coloniesand foreign countries.

Etc., willingly sent by

0. RUHL, Ltd., 77 CITY ROAD, LONDON, ENGLAND

FROM OUR LONDON HEADQUARTERS-(Continued from page 51).£100,000 worth of trade to be done with Australiahlone, of which in 1912 Germany. enjoyed 25 percent. This business is not going abegging. "Those

making special efforts to interest Australian buy-ers will secure it. .

It would be fair to assume that Germany's totalexports of complete machines, parts and acces-sories reach in value many hundreds of thousandsof pounds per annum. Of this amount a largeproportion is absorbed by England, but there re-mains for capture the whole of her business withoversea markets. The chief manufacturingtries able to fill the breach are Great Britain andAmerica, and traders in both lands will enter thefield in competition. We are assured of a keenfight, but on grounds of sentiment and, I think,ability to supply on a more favorable basis of priceand terms, British firms should enjoy an advan-tage over our American friends. Be that as itmay, there certainly exists a preference for deal-ing with the mother country, and colonial buyerswould therefore welcome the fulfilment of theirtrade requirements from London. British houses,

however, must meet the situation with evidenceof willingness to accommodate themselves to thespecial needs of colonial trade by the productionof instruments which in design and constructionare suitable for hot climates. If this importantmatter receives consideration it will produce con-fidence and mutual satisfaction. The classifiedimports of talking machine goods by Australasiaare not yet available for 1913, but I have gone tosome trouble in ascertaining the total imports bythe Commonwealth of Australia during 1912, feel-ing assured the details given below will proveboth useful and interesting to all gramophonefirms proposing to grasp the commercial hands ofcolonial traders. The figures given cover importsof gramophones, phonographs, cases and records,but not horns. In value we find the imports_totalthe round sum of 1141,622,. in the following pro -Portions: New ,South Wales, £117,601; Victoria,£12,565; Queensland, £3,317; South Australia,£2,705; Western Australia, £4,604; Tasmania,£812, and Northern Territory, £18.

Dissecting still further the subjoined discloses

Country of Country of. tch. orin.

United Kingdomdisf68,pa152

f57gi,597

Canada 270'New Zealand 1,480 42

Strait Settlements 242 4Other British countries 127 82Belgium ' 151 3,665France 307 2,414Germany , 21,760 25,515Italy . 1,111 43Spain . 400Switzerland 1,263United States 47.,9.49 50,497Other foreign countries 73 100

From the foregoing it will be seen that a sub-stantial amount of trade is available for capture.

Thanks to the British navy, all trade routes areopen, at least the risk of capture at sea by theone or two enemy warships prowling around isexceedingly remote. Freightage rates are a littleabove normal, not sufficient, though, to seriouslyaffect shipment.

Colonial trade conditions remain good, beingunaffected to any appreciable extent by the war.To British houses I can say no more than a finalexhortation to go in and win!

the individual contributions of each exportingcountry:

'TIS A SAD, SAD STORY.Told by the Gentle Stratiger to a Talking Ma-

chine Man, Who Soon Realized That He WasNot the Only Expert in the Selling Game-The Story Is Something Like This.

"Sir," remarked the pale and unnerved strangerto the patient but condeicending talking machineman, "I was once a proud autoist, even as you !To -day I am but a physical shadow of myself-with a past that ever haunts me."

The other man began to hunt a half dollar."No, no," the stranger hastened on, "I want

nothing but your sympathy-and the promise thatyou'll take warning. I began autoing with an ordi-nary, well -trained, city -broke, soft -toned horn. Butthis soon became too tame; I had a calliope at-tachment added. I made the welkin ring forawhile; then the people got so used to it they didn'tget out of my way. Next I installed a rattler thatsounded like an explosion in a boiler factory. Bideven that lasted but a few short weeks, as an effi-cient warning to the sleep -walkers who crossed mypath. I-"

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"Pardon me," protested the man he had tackled,"but I don't need an auto horn. You see-"

"-had to hook on a regular freight trainscreecher next," the stranger persisted. "It soundedas if the whole of No. 3, through freight, hadstreaked through town with its whistle cord tieddown. Even the policemen stayed awake when Icame by. But the gentle pedestrian got used to it,just the same, and at last-at last I was forced toequip my machine with a pair of ice tongs to lift'em out of the way. I'd made everyone in myburg stone deaf with my auto warnings. And thatbrings me to the point. I have here a small ap-pliance which will make any deaf man-"

But the other, with one jump, had cleared thefence and was gone.

TALKER BRINGS PEOPLE TO CHURCH.

(Special to The Talking Machine World.)GReENCASTLE, IND., September 7.-The Clay-

pool Music Co., of this city, successful andprogressive Victor dealer, recently loaned a Vic-trola and records to the First Baptist Church tobe used at a special concert that the church waspresenting. The success of this division of theentertainment is well set forth in the followingletter sent to the company by E. G. Shouse, thepastor, reading in part as folknys: "The intro-duction of the Victrola into the Sunday eveningservices of my church proved to be a happy in-novation and resulted in doubling the Sundaynight attendance." Needless to say, the ClaypoolMusic Co. has not hesitated to use this testimonialwhenever it cogld accomplish beneficial results.

The fell2iv who is always on the fence must be'pretty well balanced to stay there.

Where one man throws his whole soul int) hiswork another man is satisfied to put his foot in it.

TRADE IS ACTIVE IN TEXAS.(Special to The Talking Machine World.)

CORPUS CHRISTI, TEX., September 3.-Notwith-standing the European war has cut business insome lines, the talking machine business in thispart of Texas is particularly good. -

The Gunst Piano Co. reports a splendid Victorbusiness notwithstanding the fact that farmershere are unable to get money for their cotton, asthis county produces more cotton than any other inthe State.

However, the dance fever is on here and thecity has been full of dancing teachers for the lastsix months and exhibitions have been given in thestores which have brought the talking machinepeople in close connection with the members of thedancing set.

The talking machine department of EilersHouse at Tacoma, Wash., has been taken over bythe Tacoma Eilers Talking Machine Co. H. E.French is president, A. W. Erhart vice-presidentand C. 0. Girard is secretary and treasurer, thedirectors being the officers, Hy. Eilers and M. C.Koster.

I. DAVEGA, Jr.125 WEST 125th STREET, NEW YORK

Victor DistributorPROMPT AND ACCURATE SERVICE

DEALERS : Write for our VictorPennant. Sent with our compliments.


TRADE IMPROVING IN BALTIMORE.Sales in All Lines Show Substantial Increase-

Stocks in Excellent Shape-Fink TalkingMachine Co. Opens Branch-News of Month.

(Special to The Talking Machine World.)BALTIMORE, MD., September 8.-While there has

been some falling off in sales conditions during thelast month or so in the talking machine lines, deal-ers announce that they have every reason to lookfor a big fall and winter business. It was at firstthought that buyers would be somewhat backward,but prospects are coming in rapidly and they areof the most encouraging nature.

Manager S. A. Dennison, of the local branch ofthe Columbia Graphophone Co., announces thatbusiness has picked up so recently and shown suchencouragement that those sections covered by thelocal office will be opened up again in the nextweek or so, despite the war and thoroughly can-vassed. It was at first thought that this would beuseless until after Thanksgiving at least, but con-ditions demand that things start, at once with theresult that the traveling sales force will be aug-mented and a big rush for trade started. Busi-ness locally with the Columbia line has been verygood during the month.

Manager H. C. Roberts, of E. F. Droop & Son,Co., Victor and Edison dispensers, announces thathe has one of the best and largest stocks his storehas ever carried and declares that this has beenmade necessary by the fine lot of prospects onhand. He advises all Victor dealers to do as hehas done and stock up before holiday trade sets inand catches them without the proper line of goodsto satisfy buyers.

The Fink Talking Machine Co. finds it necessaryto branch out with the Victor and Columbia linesand has opened a northern branch on Greenmountavenue near Thirty-first street. Joseph Fink, pro-prietor, will conduct this new store in connectionwith the present one at Charles and Fayette streetsin the heart of the business section of the city.

The H. R. Eisenbrandt Sons report a nice Au-gust trade with the Victor line at their store onHoward street near Saratoga street. Both the in-strument and record demands were very brisk, andindications arc that these will prevail all throughthe fall.

The Sanders & Stayman Co., Inc., was alsoamong the dealers who came out during Augustwith a good lot of sales of machines and recordsof the Victor and Columbia lines. This firm, too,predicts good things for the fall business.

VICTOR RECORDS BY JOHN INCE.According to the news columns of a prominent

theatrical paper, the Victor Talking Machine Co.has arranged to produce records made by JohnInce, the well-known actor and motion picturedirector allied with the interests of the Lubin Co.in Philadelphia. Mr. Ince, who has had a longcareer as an actor on the legitimate and motionpicture stages, possesses a voice of exceptionaleloquence and volume, and particularly adaptablefor recording purposes. It is stated that his firstrecords will include Mercutio's Queen Mab speechfrom "Romeo and Juliet," Marc Antony's immor-tal declamation and the curse from "Richelieu."

VA complete line of Victor products, from the smallestrepair part to the biggest model of machine. Everyshipment made promptly.

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Louis BuehnPhiladelphia

THE VICTOR ON THE WATER.

J. H. Becker, Jr., and E. F. Spankus, of theHoeffler Piano Co., Milwaukee, Give Prac-tical Demonstration of Victor's EntertainingQualities When Placed on a Boat.

(Special to The Talking Machine World.)MILWAUKEE, September 9.-Something

entirely new in the way of outdoor Victor con-citizens recently by

J. 11. Becker, Jr., manager of the Victor depart-ment of the Hoeftler Piano . Co., and HarrySpankus, of the same department. Mr. Beckerand E. F. Spankus, with the purposse of show-ing how 'appropriate the Baby Victrola is to fur-nish music on the water, carried one of thesehandy little Victrolas to Washington Park, wherethey rented a boat and gave an interesting concerton the park lagoon. All the August Victor rec-ords and some of the July numbers were featured,and a big audience soon crowded the banks ofthe lagoon to listen to the music. One man nearlyfell in the water when Mr. Becker played HarryLauder's "Laughing" record, No. .52,004. Theconcert was a big success and demonstrated in thebest possible manner that Victor music on thewater is delightful.

TO MOVE TO LARGER QUARTERS.The Lucker Music House, St. Paul, Minn., han-

dling talking machines and records, will move fromits quarters on Seventh street to a much largerhome in the new Raudenbush building at Sixthand St. Peter streets.

MOVIES FOR VICTOR EMPLOYES.Six Thousand Employes of Victor Talking Ma-

chine Co. and Their Families See FilmsShowing Work in Every Department ofMammoth Plant at Private Exhibition.

(Special to The Talking Machine World.)CAMDEN, N. J., August 30.-Thousands of em-

ployes of the Victor Talking Machine Co. filled thePlaza Theater here at two performances last weekand immensely enjoyed a complete review of theprocess of making Victor talking machines andrecords. The company has 6,000 employes, and inorder to citable each of them and an additionalmember of their family to see the Victor picturesit rented for this entire week the Plaza Theater,and by giving two shows nightly, one at 7 and theother at 9, it was possible for each of the manyVictor employes to have two tickets. This meantthat 12,000 in all saw the pictures in the twelveperformances that followed.

The moving pictures, which were first shown atthe convention of the National Association of Talk-ing Machine Jobbers at Atlantic City last month,showed every department of the Victor plant inaction, even to the interesting detail of taking im-pressions of the music and the singers' voices. Themaking of the records, the cabinets and every detailthat enters into the completed Victrola were mostinterestingly illustrated in the moving pictures.There were seven reels of pictures, or about 6,500feet of film, and the show was interesting through-out the nearly two hours of continuous movementof the film. The last reel showed the 6,000 Victoremployes assembled outside the mammoth plant.

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GENERAL BRACING UP OF THE TRADE IN DETROIT.Effects of War Scare Wears Off Quickly and Optimism Rules-New Columbia Dealers

Announced-Claim Banks Have Overreached Themselves-Better Grades of Machinesand Records Have the Call-Few Talking Machine Exhibitors at Michigan State Fair.


DETROIT, Micx., September 10.-A month agothe talking machine dealers were having a littlescare over the effects of the European war on busi-ness, but that has all passed now. S. E. Lind, citysales manager of the Columbia branch in Detroit,expressed the general sentiment pretty well whenhe said to The Talking Machine World repre-sentative:

"There has been a general bracing up in tradein the last three weeks, and in my opinion we aregoing to have one of the liveliest fall and winter'seasons in the history of our business. I formthis opinion from what I hear from our dealers inall parts of the city and from what we get frontout in the State. These dealers form their opin-ions from what people say to them, from the re-quests for machines, from statements of peoplethat they are in the market for machines, etc.Never were the prospects brighter.

"People have gotten over their little fright. Theonly adverse effect the war can have, if it has any,will be to throw some men out of work in linesof industry which depend a good deal upon export-ing for their market. This, of course, would hurtsome. But indications are that trade will be fully

resumed soon with all countries except Germanyand Austria, and, in addition, that new markets willhe developed in South America. So probably in ashort time we will have larger export markets thanwe ever did.

"Out in the country the people are eager fornext year. The farmers believe the war will makethem rich, and they are preparing to raise biggercrops of wheat and other things that can be soldin Europe than they ever did in their lives. Theyalready are selling their large crops of this sum-mer, and with so much optimism for next yearthey are not at all backward about spending theirmoney.

"That is the situation which, in my opinion, willmake the fall and winter of 1914-1915 the greatestin the history of the phonograph trade. It is nomore than I expected all through the summcr.The war scare did not last a week, and the bigbusiness that was in sight is bound to come along."

The Columbia Co. has several new wholesale ac-counts lined up in the city and will make the firstdeliveries in September. "We could have openedthem before this, but we do not care to sell tonew dealers during the summer season, when it isapt to be a little dull," said Mr. Lind. "It might

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If you want to sell 1,000 Needles at a time instead of 100, usethe "Dean -packed" Needles. Five boxes of 200 each, ExtraLoud, Loud, Opera, Medium and Soft packed in a carton. Thebest package and fastest seller on the market. Write for samples.

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PUTNAM, CONN.

discourage a man before he fairly gets started."Later in the fall several new accounts will be

opened in cities out in the State.An unusual reason why people are willing to

spend their money and are showing a marked con-fidence in the soundness of the business situation isbeing given by the talking machine dealers. Theysay that the banks have overreached themselves.Generally, when banks tighten up their credits.it causes a scare. That was what caused the tem-porary scare early in August. The banks are de-manding ninety days' notice of withdrawal of sav-ings deposits. It makes people angry. So whenthey obtain funds they decline to put them insavings banks. They keep their surplus money athome, so they can use it when they need it. Andwhen they find they have quite a bit on hand, andhappen to recollect that they have been intendingto buy a talking machine or something else, theymake up their minds they might as well buy itwhile they have the money handy. This, of course,stimulates business of all kinds, causes larger de-mand for merchandise and increases employment.

The trend of prices in the talking machine busi-ness continues upward. In the principal storesit is a rare thing for a customer to ask for a ma-chine costing less than fifty dollars. The smallerones are becoming unknown. One reason is that ifa party knows his neighbor has a machine thatcost fifty dollars he wants to own one that costa little more and buys a seventy-five dollar one.Or if his neighbor has a hundred and fifty dollarstyle, he will get a two hundred dollar one for him-self. As the largest of these accounts are safeones, with good payments down, the dealers aremuch pleased at the rivalry.

September is State Fair month in Detroit, butthe talking machine houses expect to get theirshare of the visiting trade without going to thefair. "If there were as many different kinds oftalking machines manufactured as there are pianosit would be necessary for us to exhibit," said onedealer. "But with only three or four, and thosewell known, we had better stick to our stores. Wewill get just as much business without going tobother and expense of an exhibit at the fair."

Grinnell Bros. will have a few Victors in theirgeneral exhibit, however. As they have the spaceanyway for their p:anos and other musical mer-chandise, there is no. additional expense in theshowing of talking machines. And it adds to thevariety and attractiveness of the exhibit.

J. Henry Ling, of this city, has been investigat-ing the merits of the Crescent talking machine.

NEW COLUMBIA AGENCY.

One of the latest additions to the fast-growinglists of Columbia representatives up -State is Mar -son Bros., Utica, N. Y.. who has just closed ar-rangements to handle Columbia products with theintention of concentrating their activities on thedevelopment of foreign record and machine busi-ness. The present wars abroad have created anincreased field for the sale of foreign records ofvarious languages.


DEATH OF HORACE PETTIT.Noted Attorney on Patent Law and Counsel for

the Victor Co. Passes Away in His Fifty-fourth Year-Participated in Many NotableCases in the Federal Courts.

(Special to The Talking Machine World.)PHILADELPHIA, PA., September 5.-The death of

Horace Pettit, the widely known corporationlawyer of this city, which occurred just after TheWorld went to press last month, at his summerhome in Ventnor, near Atlantic City, N. J., hascaused sincere regret among those who were privi-leged to know this very distinguished authority onpatent law.

Mr. Pettit had been for many years counsel forthe Victor Talking Machine Co. and was engagedin many notable cases based upon patent rightsand price maintenance, and always made a greatimpression on the Federal judges by his completeunderstanding of the law and the thoroughnesswith which he had prepared his cases. He alsoappeared at various times in Washington in op-position to bills presented in Congress inimical tothe interests of the talking machine trade, and hewas always listened to with the respect due anauthority. In fact, there were few men who hadsuch a thorough grasp on the basic patents under-lying the talking machine industry as the deceased.

Mr. Pettit, who was fifty-four years old, hadbeen ill for some time, but few considered his in-disposition would result fatally. He was a mem-ber of the Union League, Racquet, University, Art,Huntington Valley, Country and Bachelors' Boatclubs. He is survived by a widow and one son.

REMODELING WORK COMPLETED.In the Warerooms of the New York Talking

Machine Co. Following Recent Damage byFire-New Demonstrating Booths.

The various improvements incidental to the ren-ovating of thc warerooms of the New York Talk-ing Machine Co., 81 Chambers street, New York,Victor distr;buter, have been entirely completed,and the store now presents a decidedly more at-tractive appearance than it did before the ware -rooms were practically destroyed by fire on June21. One of the improvements consists of the con-struction of two all -glass demonstration rooms forthe display of machines, and the company's dealersare now enabled to have demonstrated all the ma-chines on display with maximum convenience.

PLANS FOR NEW DINING ROOM.Architects are now preparing plans for a large

two-story dining room building as an addition tothe plant of the Victor Talking Machine Co., Cam-den, N. J.

PRINCIPLES UNDERLYING "COPY."

Interesting Discussion by Felix Orman on Dif-ferent Appeals Made by Advertising-PointsOut the Far -Reaching Results of NationalCampaign of Victor Talking Machine Co.

Under the heading "\Vhat Are the PrinciplesUnderlying Your Copy Appeal?" Felix Orman,writing in Printers' Ink, recently called attentionto a number of national advertising campaignswhich have for their purpose far more than amere attempt to secure business and boom individ-ual trade.

Referring to the immense and far-reaching cam-paign of the Victor Talking Machine Co. in maga-zines and newspapers, Mr. Orman remarks as fol-lows:

"A volume might be written alone on the sub-ject of what the advertising of the talking machinehas done in developing the love of music inAmerica. The message of the talking machine hasreached the remotest sections of the country andthis machine has been shipped to people with littleknowledge of the charm of sound who becamemusic enthusiasts. Talking machine advertisingindeed has made this a musical nation. John Bur-roughs, the naturalist, lived for years among histrees and shrubs without knowing anything ofmusic. Then he bought a Victrola. He would sitfor hours listening to the strains of Sousa's or-chestra, or the voice of Tetrazzini or the shoutingof a ragtime singer. His life was made fullerand happier by this instrument. A caller criticizedhim for what the visitor called an 'unfortunatemusical taste,' but the distinguished naturalist wasquick to rebuke his critic with a statement of whatthe talking machine had done in teaching themasses to love music, which, he said, as we allknow, meant the softening of thc nature of thepeople and the development of their tenderer sen-sibilities.

"'There is no denying,' said Harry Brown, ad-vertising manager for the Victor Talking MachineCo., 'that the talking machine has had a tremendousvalue in advancing our national life. Thousandsof people-and many thousands of them-now lovemusic who never had any patience with it beforethe talking machine carried it to them in a waythat held their interest. Now those same peopleare developing a fine musical taste. More peoplehear Caruso's voice from Victor records everyday than heard Patti in her entire operatic career.We have striven for this effect in our advertising,and we are gratified at the splendid educational andrefining influence that our advertising has ex-erted.' "

SEE HOW THE JOBBERS IN THE WORLDCAN SUPPLY YOUR WANTS.

TALKING MACHINE EXPORTS.The Figures for June Presented-Exports

Show Falling Off for the Month.

(Special to The Talking Machine World.)WASIIINGT0N, D. C., August 31.-In the summary

of the exports and imports of the commerce ofthe United States for the month of June (the latestperiod for which it has been compiled), which hasjust been issued by the Bureau of Statistics of theDepartment of Commerce and Labor, the follow-ing interesting figures relating to talking machinesand supplies are set forth:

The total exports of talking machines, recordsand supplies for June, 1914, amounted to $162,303,as compared with $216,478 for the same month of1913.

POPULAR LINE OF RECORD ALBUMSThat Manufactured by the National Publishing

Co., Philadelphia-Have a Number of In-teresting and Valuable Features-SpecialCircular Service for the Retailer.

(Special to The Talking Machine World.)PHILADELPHIA, PA., September 8.-The National

Publishing Co., the well-known maker of discrecord albums in this city, report that the de-mand for their products from the trade through-out the country is increasing steadily as the job-bers and dealers realize the excellent and salablefeatures of the albums.

The National Co.'s albums are designed forboth ten -inch and twelve -inch records, and withten or seventeen pockets. according to size de-sired. Each of the albums is supplied with en-velopes of heavy manila paper of extra qualityand bound with heavy bookbinders' boards cov-ered with brown silk finish cloth. Two indexpages, especially designed to list double sided rec-ords are also included with each album, and thisindex. taken in connection with the fact that therecord labels may be read through special open-ings in the sides of the pockets, make the findingof desired records particularly easy.

The albums are also designed to fit perfectlythe new types of machine cabinets and the lead-ing styles of separate cabinets, which fact addsmaterially to their salable qualities.

The National Publishing Co. has also createdIn excellent system for co-operating with the job-ber and dealer in advertising and pushing thealbums made by the company by offering to sup-ply, without charge, special circulars for the re-tail trade in quantities of 500 or more. The cir-mlars contain illustrations, descriptions and pricesof the albums, and also bear the name of thedealer or jobber to whom they are supplied. Anexcellent idea

An Added Line That Will MakeYou Money

The talking machine dealer can carry a small stock of pianos to thegreatest advantage because he is the possessor of certain natural facilitiesthat, of themselves, bring him sales.

The profits on a piano sale are large. The expense of carrying a fewinstruments is almost negligible, and their sales come oftener than you, per-haps, think.

Our line of uprights, players and grands is especially adaptab'e to thewants of the talking machine dealer who to a certain extent relies upon theinstrument to sell itself. We have built up a tremendous business upon ourpolicy of giving the greatest return for the least money, and the value of ourproducts is so apparent that even those least acquainted with pianos areinstantly aware of their worth.

Get our special proposition to youThe H. P. Nelson Small Grand

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56 TILE TALKING MACHINE WORLD.

LATEST PATENTS RELATING TO TALKINGMACHINES AND RECORDS


WASHINGTON, D. C., September 10.-SOUND Box.George Lansing Funnell, London, Eng., assignor to

the American Graphophone Co., Bridgeport, Conn.Patent No. 1,104,182.

This invention has for its object to produce asound box, in which the diaphragm casing propershall be yieldingly connected to its support, suchas the hub or neck of the sound box, the unionbeing effected through the medium of a resilientjoint which leaves the diaphragm casing free tohave a limited movement with relation to the hubor neck.

In reproducing from certain sound records of thezig-izag" type, and particularly those rccords ofsounds having great amplitude of vibration, it is arecognized fact in the art that the strain upon thediaphragm is decreased, and the pleasing charac-ter, quality and definition of the reproduced soundsis much enhanced by providing a yielding connec-tion between the sound box casing and its support,the yielding connection being preferably situated atthe joint between the casing and the neck or hubof the sound box.

The object of the present invention is to providean improved form of yielding resilient joint be-tween the sound box and its support, thereby ob-viating the production of a harsh metallic soundby the instrument and improving the reproductionas to volume, tone, quality and definition.

The objects of the invention are accomplished,in the present instance, by forming the diaphragm

4 A .

9

-,114

casing preferably metal, with the diaphragmmounted therein in any suitable manner, and pre-ferably the back of the casing is closed by a metalplate having a central opening therethrough, andthe hollow hub or neck is secured to this metalback by any suitable means, such as screws locatedon a line passing diametrically through the hub.To effect this the, hub is provided with a flangeand the screws are passed through the flange andinto the metal back of the diaphragm casing, andthere is interposed between the hub and the backof the casing a narrow ring of any suitable resilientmaterial, such as rubber, the thickness of the ringbeing such as to prevent the flange of the hub fromcontacting with the back of the casing, the ringserving to form a yielding, resilient connection be-tween the casing' and the hub. As thus con-structed the diaphragm casing is free to rock onthe resilient ring without imparting correspondingmotion to the hub vibrations imparted to the casingare not transmitted to the hub, and vice versa, andat the same time a complete closure is formed atthe joint between the hub and the casing.

In the drawings Fig. 1 is a central sectionalview illustrating one form of this invention; Fig. 2is a side elevation thereof ; and Fig. 3 is a detail.

PHONOGRAPH SOUNDING -BOARD. Donald M. Bliss,Orange, N. J., assignor to the Bliss Talking Ma-chine Co., Delaware, Md. Patent No. 1,104,340.

The objects of this invention are: 1. To providevibratory members and sounding board membersfor all acoustical devices, having the maximum ofresilience, lightness and stiffness, and also to in-corporate these members in phonographs. 2. Tocombine a vibratory resonator attached to a stylusmounting with a turntable provided with a resonat-ing chamber of resonant material. 3. To provideimproved construction for other associatedacoustical and mechanical devices, as will appearmore fully from the following detailed description

and claims, and to provide a window in a soundingboard or resonator.

The advantages of the invention are that theseacoustical devices will give improved results, andwhen incorporated in phonographs together withthe associated devices, the phonographs will playeither lateral or vertical cut records; have a lowcost of manufacture; require no moving parts in-termediate the stylus and sounding board; be corn -pact, and also be convenient to operate.

Referring to the accompanying drawings, Fig. 1is a plan view of the phonograph, containing sound-

ing board or sounding board diaphragm. Fig. 2 isa partial sectional side elevation of the device ofFig. 1, taken on the line 2-2, looking in the direc-tion of the arrows. Fig. 3 is a partial cross sec-tion of the device of Fig. 2, taken on the line3-3, looking in the direction of the arrows.

STYLUS FOR SOUND -REPRODUCING MACHINES. Gus-tave Lehr, New York. Patent No. 1,103,592.

The object of this invention is to furnish forsound -reproducing machines a stylus which isdurable in use, not prohibitive in cost, and whichyields a superior tone. These objects are attainedby making the record -engaging portion of the styliof ruby, and forming the same in generally pyrami-dal form with a curved face.

In the accompanying drawing Fig. 1 is a sideview of a portion of a gramophone disc, and a frontview of the reproducer of the instrument, showingin position of use a stylus embodying the inven-tion. Fig. 2 is an enlarged side elevation of thestylus removed from the machine. Fig. 3 is aview on a similar enlarged scale, taken from the

.6,t7

rear of the stylus. Fig. 4 is a front elevation onthe same enlarged scale. Fig. 5 is a horizontalsection on line 5-5 of Fig. 3 through the jewelforming the working point of the stylus.

GRAMOPHONE NEEDLE OR STYLUS. Minard A.Possons, Cleveland, 0. Patent No. 1,103,829.

This invention relates to improvements in gramo-phone needle or stylus, and the object is to pro-vide a needle or stylus for a gramophone which

moo. I

c7,12% Ag

can be made of a very thin sheet of metal and yethave the stability to support the reproducer.

Another object is to provide a needle of thischaracter in which the thickening of the supportingpoint not only strengthens the needle for support.

ing the reproducer, but also forms a round surfaceadapted to fill the sound grooves of the recordswhich does away with the grinding sound usuallycaused by the ordinary pointed needle or stylus andalso prevents any injury to the record.

A still further object of this invention is to pro-vide a needle of cheaper construction in that thereis a great saving of material and at the same timehaving the necessary strength and flexibility.

In the accompanying drawing Fig. 1 is a per-spective view of a star needle embodying the in-vention. Fig. 2 is an enlarged perspective viewof a portion of the star showing more fully therounded elliptical members carried by the ends ofthe points of the star. Fig. 3 is a vertical en-larged sectional view of a record showing theneedle in perspective in its position in the soundgrooves.

COMPOSITE DISC SOUND -RECORD. Victor H.Emerson, New York; Geo. A. Manwaring,Bayonne, N. J., and James K. Reynard, New York,assignors to the American Graphophone Co.,Bridgeport, Conn. Patent No. 1,102,253.

This invention relates to sound -records impressedin discs or tablets, and more particularly to thecomposite tablet and the manner of building upthe same and the method of making the record.

The invention will best be understood by de-scribing in detail the successive steps employed inproducing the article.

Fig. 1 shows a pair of rollers through which isrgi

Fig/

Aig3

=141'3 Apassing a matrix and the unfinished record tablet;Fig. 2 represents a press operating upon the same,and Fig. 3 is the finished article.

REPRODUCER FOR PHONOGRAPHS. Simon D. Pad-dock, New York. Patent No. 1,102,290.

This invention pertains to reproducers for phono-graphs, and relates, more particularly, to improve-ments whereby the diaphragm is maintained in suchoperative state as to insure at all times its mostefficient action in quiCkly and perfectly respondingto the movements of the stylus as it traverses therecord.

Speaking generally, the improvement consists inso balancing the stylus or tone bar that the dia-phragm is free to quickly and accurately respondto the most minute movements of the stylus. Thisresult is accomplished by associating with the stylus

Jp

bar and its supporting spindle two complementarysprings, one of which exerts tension on the stylusbar and thus applies pressure to the diaphragm in_one direction, while the other exerts an opposed:tension on the -stylus bar and a consequent pressure'on the diaphragm in an opposite direction to thatproduced by the first spring. In the preferred con-`struction suitable means is provided for varyingthe tension on the said springs, and it will thus beobvious that they can be so adjusted that the dia-phragm is placed under such tension as to producesounds of the purest and best quality, and yet beso sensitive as to reproduce the most delicate andsoftest tones.

Fig. 1 is a plan view of a phonograph reproducerembodying the present invention, and Fig. 2 is aside elevation thereof.

SOUND PRODUCING DEVICE. Harry Alfred Gay -don, Croydon, England. Patent No. 1,102,260.

This invention relates to sound producers of thekind in which a valve, consisting of a comb orgrating, the teeth or bars of which are adapted toclose the spaces between the teeth or bars of a likecomb or grating forming the valve seat, controlpassages of elastic fluid thus producing the sound.In sound producers of this kind the valve has been


LATEST PATENTS RELATING TO TALKING MACHINES-(Continued from page 56).carried by a torsional spring support mounted ateach end in bearings arranged upon the valve seatso as to be adjustable, whereby the distance of thevalve from its seat may be varied. Thus the tor-sional spring constitutes the fulcrum of the leverconsisting of the valve and the piece that holds thestylus.

By this invention a lighter torsional spring is

used by providing a separate fulcrum for the leversystem comprising the valve. For this purpose thepiece that holds the stylus is provided with ashoulder to which the torsional spring is fixed andtakes under the block in which the valve seat ismounted; between this block and the shoulder arcone or more balls or projections which serve as thesaid fulcrum. This construction allows of the ends

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.9 0-1Yr.

4

of the torsional spring being mounted in pieces ad -instable on the under surface of the block carryingthe valve scat, thus affording a more readily ac-cessible adjustment than that afforded when thehearings of the spring are carried on the face ofthe valve seat. It also provides greater flexibilityin the desired direction. This construction of thepiece that holds the stylus also allows of a verysimple adjustment of the spring pressure on thevalve which balances the elastic fluid pressure. Forthis purpose one end of a blade spring may be fixedto the aforesaid shoulder, and the other end maybe engaged by a screw spindle extending throughthe sound box. Another improvement is connectedwith the distribution of the elastic fluid enteringthe sound box. For improving this distribution thebox is partitioned with wire gauze or the like, sothat there is an inner compartment on the end wallof which the valve scat is situated, and an outercompartment surrounding or substantially co -axialwith the inner compartment, and packed with cot-ton -wool or other suitable filtering material.

The accompanying drawings illustrate the inven-tion as applied to the sound producer of a gramo-phone, Fig. I being a front elevation partly in sec-tion. Fig. la is a detail end view of one of therotatable elements h. Fig. 2 a side elevation. andFigs. 3 and 4 sections on line 3-3 and I-1, re-spectively, of Fig. 1.

SOUND -REPRODUCING DIAPHRAGM. Simon D. Pad-dock, New York. Patent No. 1,102,291.

This invention pertains to sound producing dia-phragms, particularly adapted for use in phono-graphs, and embodies the diaphragm as a newarticle of manufacture.

The object of the invention is the production ofa diaphragm which emits clear, pure and resonanttones, in contradistinction to the diaphragms nowin use which produce tones of a more or less raspyor metallic character.

With the foregoing object in view, the inventionembodies a suitable base member, preferably blot -

en =mamma asaksairE 11-

Z . -13

- i'9 L

ting paper, which has been rendered hard and givenvibratory qualities by means of a certain chemicaltreatment. The inventor says:

"The following detailed description of the man-ner of making the diaphragm is what I now con-sider the best method, but it will be understood thatthis is not the exclusive one, for, in all probability,other agents, more or less equivalent to those speci-fied, may be employed to secure some or all of theadvantages of my invention.

"I preferably start with a piece of blotting paperof the desired size, and dip it in a suitable volatile

agent or menstruum, preferably ordinary ether, al-though I may use, though not with the same ad-vantage, alcohol and benzol. The blotting paperhaving been treated as described, I immerse it,while saturated with the solvent, in a molten mix-ture consisting, preferably, of Japan wax, resinand fish glue. The proportions of the ingredientsentering into this mixture may be varied withinconsiderable limits, but the proportions, by weight,which I have found to give the best results, aresubstantially as follows: Japan wax, 20 per cent.,resin 60 per cent., fish glue 20 per cent. The in-gredients are mixed together and simply heated,preferably over a water bath, to a sufficient degreeto melt them and produce a homogeneous mixture.The blotting paper, or other base material for thediaphragm, having been immersed in the mixture,is withdrawn and allowed to cool, whereupon thereresults a hard, waterproof, sonorous disc, particu-larly adapted for the purposes specified."

Fig. 1 is a face view of the diaphragm embody-ing the invention, and Fig. 2 is a cross sectionthrough the center thereof.

SOUND REPRODUCING AND RECORDING INSTRUMENT.Henry George Wieder, London, England. PatentNo. 1,102,833.

This invention relates to improvements in sound

n

S.

reproducing and recording instruments such asgramophones, phonographs and the like. One ob-ject of the invention is an improved means of at-tachment for the arm carrying the sound box orreproducer by which the arm is adjustable moreor less vertically while it is carried in such a waythat it can swing with a minimum of friction tothe movement of the needle or sapphire upon therecord.

The accompanying draft ings are illustrative of animproved means of attaching the tone arm to itsbracket, Fig. 1 being a longitudinal section andFig. 2 a plan view showing the improved methodof attachment as applied to a tone arm which isdisposed beneath the trumpet.

PROCESS OF MAKING DUPLICATE PHONOGRAPHRECORDS. Jonas W. Aylsworth, East Orange, N. J.,assignor to New Jersey Patent Co., West Orange,N. J. Patent No. 1,101,827.

This invention relates to a process for makingphonograph records in which the wearing surfaceis entirely of metal. This material may constitutethe entire record or may be a shell provided with abacking of other material.

The process is particularly adapted to the manu-facture of cylindrical phonograph records, althoughit may be used for making records of the disc type,i f desired.

Cylindrical sound records at the present time aregenerally made of a waxlike material molded orcast within a hollow matrix, and disc records areformed of somewhat harder material, employingconsiderable quantities of shellac, the impressionbeing secured from a flat matrix. With both typesof record the material is subjected to considerablewear when used in a phonograph or talking ma-chine, and such wear becomes objectionably greatwhen the width of the record groove is decreasedbeyond a certain point or when the pressure of thestylus upon the record is increased beyond a cer-tain point. It' has also been proposed to use forcylindrical records a material harder than the wax-like material just referred to, for instance, cel-luloid. Such records, however, are generally foundto he of poorer quality as regards sound reproduc-tion than those of waxlike material, and they ap-pear to deteriorate with time. Moreover, a cel-

luloid record is also subjected to objectionable wearhen the width of the record groove is diminished

or the pressure of the stylus increased beyond acertain limit. It has also been proposed to makeduplicate phonograph records in metal, but suchprocesses have been objectionable in that it hasbeen necessary to destroy the matrix in order toliberate the metallic duplicate.

By the present invention it is possible to readilyfree the metallic duplicate from the matrix without

injury to the latter whereby the same may be usedfor the production of an indefinite number ofcopies.

Fig. 1 is a central vertical section of apparatusfor producing the matrix Nvithin which the metallicrecords are. to be deposited ; Fig. 2 is a similar viewof the matrix after being removed from the moldof Fig. 1, and after the master has been removedtherefrom; Fig. 3 is a similar view showing ap-paratus for producing a metal deposit within thematrix to form the record or record wearing sur-face, and Fig. 4 is a similar view of the completedrecord in its preferred form.

GRAPHOPHONE RECORD -CLEANER. Walter GuyPearson, Newburyport, Mass. Patent No. 1,102,-073.

This invention comprises a new and improvedcleaner for graphophone records, the constructionand arrangement being such that records may becleaned thoroughly and in a short time, the devicebeing inexpensive in its make-up whereby it maybe offered at a low price.

The provision of a device which may be easilymanipulated is of some importance in setting forththe invention herein described, such ease of manJpIllation not being obtained at the expense of effi-ciency or thoroughness.

Fig. 1 is a plan view of one form of the device;Fig. 2 is a sectional view thereof along the line

4.P

2-2 of Fig. 1, the record being shown in positionfor cleaning; Fig. 3 is a plan view of a modifiedform.

Fig. 4 is a top plan view of a graphophoneturn table fitted with this device, on the line 4-4 ofFig. 5; Fig. 5 is a sectional view of the record andcleaning device on the line 5-5 of Fig. 4.

60 YEARS'EXPERIENCE

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itRECORD BULLETINS FOR OCTOBER, 1914.

COLUMBIA GRAPHOPHONE CO.

SYMPHONY DOUBLE -DISC RECORDS.No. Size.

.A1570 I'se Gwine Back to Dixie (White). Baritone Soloin English, orch. accomp. Oscar Seagle 10

Now Sleeps the Crimson Petal (Quitter). Bari-tone Solo in English, orch. accomp

Oscar Seagle 10A1575 Samson and Delilah (Saint -Satins). "Israel burst

your bonds." Tenor Solo in English, orch.accomp. Morgan Kingston 10

Cavalleria Rusticana (Mascagni). Sicilians (OhLola, fair as the flowers). Tenor Solo in Eng-lish, with harp Morgan Kingston 10

A5587 Aida (Verdi). "0li Azzurri" (0 skies ofblue). Sporano Solo in Italian, orch accomp.

Emmy Destinn 12Tosca (I'uccini). "Vissi d'Arte e d'amore"

(For love and art I've lived). Soprano Soloin Italian, orch. accomp Emmy Destinn 12

A5588 Melody in F (Rubinstein). Violin Solo, orch.accomp. Kathleen Parlow 12

(a) Gavotte in E Major (Bach); (b) Serenadein G Major (Arensky). Violin Solos.

Kathleen Parlow 12BLUE -LABEL DOUBLE -DISC RECORDS.

.\1569 Cherry Ripe (Horne). Soprano Solo, orch. ac -comp. "Thamzene Cox 10

(a) In a Garden (Hawley); (b) If No One EverMarries Me (Lehmann). Soprano Solos, orch.accomp Thamzene Cox 10

A1571 Lia ika alai Mapuna (A Lonely Spring).Toots Paka Hawaiian Company 10

Kaowe ake Kai (The Roaring Sea)Toots Paka Hawaiian Company 10

\1574 The Red and the Blue (Goeckel).University of Pennsylvania Quartet 10

Alma Mater (Crisby).University of Pennsylvania Quartet 10

DOUBLE -DISC RECORDS..\1566 The Broken hearted Sparrow (Bendix).

Prince's Orchestra 10The Magpie and the Parrot (Bendix).

Prince's Orchestra 10A1567 Sunshine and Rain (Blumenthal). Contralto

Solo Carrie Ilerwin 10The Children's home (Cowen). Contralto Solo

Carrie Kerwin 10.11568 Unrequited Love (Lincke). Waltz, accordeon

accomp. Guido Deiro 10Repentance (Arrepentimiento). Waltz, accordeon

accomp. Pierro Deiro 10A1572 Maidstone St. Hilda Colliery Band 10

Lead Kindly Light. Concertina Solo.Alex. Prince 10A5585 Romance (Svendsden). Violin Solo, with string

quartet accomp. George Stehl 12Douce Rencontre (Joyous Meeting) (Gabriel.

Marie). 'Cello Solo Mans Kronold 12A5586 Douglas! Tender and True (Scott). Contralto

Solo, harp and violin accompMrs. A. Stewart bolt 12

The Land o' the Leal (Hopekirk). Contraltosolo, harp and violin accomp.

Mrs. A. Stewart Holt 12A1578 My Croony Melody (Goetz and Goodwin). Bari-

tone and Tenor Duet, orch. accompArthur Collins and Byron G. Harlan 10

Baby Love (II. Von Tilzer). Tenor Solo, orch.accomp. Billy Watkins 10

A1580 Giddy-ap Maria (Bennett). Baritone and TenorDuet, orch. accomp.

Arthur Collins and Byron G. Harlan 10Fido Is a hot Dog Now (Walker). Tenor Solo,

orch. accomp Billy Watkins 10.\1581 Keep Your Eyes an Uncle Sammy (Greenberg).

Orch. accomp. Peerless Quartet 10The Little Things That Count (Bennett). Con-

tralto Solo, orch. accomp Elida Morris 10A1577 Dear Love Days (Esrom). Lyric Trio, orch.

accomp.Will Oakland, henry Burr and Albert Campbell 10

You're More Than the World to Me (Solman).Counter -tenor Solo, orch. accomp..M. Romain 10

A1579 In the Palace of Dreams (Friedman). Orch.accomp. Peerless Quartet 10

Rose of the Mountain Trail (Brennan). TenorDuet, orch. accompAlbert Campbell (first), Henry Burr (second) 10

A1576 I Wonder Why (Friedman). Soprano andTenor Duet, orch. accomp

Ada Jones and Henry Burr 10The Cat and the Jonah Bird (Goetz). Soprano

and Tenor, orch. accomp.Ada Jones and henry Burr 10

DANCE RECORDS.Recorded Under Supervision of G. Hepburn Wilson.

A5589 At the Ball (Hill). One-step.....Prince's Band 12Congratulations (Europe). Waltz -Hesitation

Prince's Band 12A5590 Beautiful Roses (Friedland). Waltz -hesitation.

Prince's Band 12One-step Man (Bennett). One-step.

Prince's Band 12A5591 Society's Waltz Trot (Platzmann).Prince's Band 12

Memphis Blues (Handy). One-step.Prince's Band 12

A5592 Valse Classique (Adaptation of Dvorak's "IIu-moreske") (Arranged by Dabney). Waltz Hes-itation Prince's Band 12

Gay Spirits (Tompkins). One-step Prince s Band 12.\5593 Lulu F'ado (Milano). Prince's Band 12

Half and half (Green). Prince's Band 12

THOS. A. EDISON.CONCERT LIST.

28200 Lolita-Spanish Serenade (Buzzi-Peccaia) TenorSolo, orch. accomp Redferne Ilollinshead

28201 Parted (Tosti) Tenor Solo, orch. accomp.Redferne IIollinshead

28202 Just for To -day (Bingham) Contralto Solo, orch.accomp. Christine Miller

28203 Trovatore-Home to Our Mountains (Verdi)Contralto and Tenor Duet, orch. accomp

Margaret Keyes and Dan BeddoeREGULAR LIST.

2415 Royal Australian Navy March (Lithgow)New York Military Band

2416 Ma Pickaninny Babe (Johnson) Counter -tenorSolo, orch. accomp Will Oakland

2417 Favorite Airs from the "Beggar Student" (Mil -locker) orch. accomp. Edison Light Opera Co.

2418 The Lover and the Bird (Guglielmo) SopranoSolo, orch. accomp Mary Carson

2419 Mother Machree (Olcott and Bal) Violin, harpaccomp. Charles D'Almaine

2420 Trust and Obey (Towner) Sacred Solo, organ ac -comp. Edison Mixed Quartet

2421 Scene de Ballet (Czibulka) Reed onlyEdison Concert Band

2422 When It's Moonlight on the Alamo (.r ischer)Tenor Duet, orch. accomp

Albert II. Campbell and Irving Gillette2423 Valse June-Hesitation or Boston (Baxter) For

Dancing National Promenade Band2424 Christ, My All (Main) Sacred Solo, orch. ac -

comp. John Young and Frederick J. Wheeler2425 You're More Than the World to Me (dolman)

Tenor Solo, orch. accomp. Manuel Romain2426 Beautiful Robes (Kirkpatrick) Sacred Solo, orch.

accomp. John Young and Frederick J. Wheeler2427 Wedding of the Winds Waltz (Hall)

American Standard Orchestra2428 When the Angelus is Ringing (Grant) Tenor

Solo and Chorus, orch. accompIrving Gillette and Chorus

2429 Jimmy Trigger's Return from Mexico. Vaude-ville Sketch. Billy Golden and Joe IIughes

2430 The Robin and the Wren (Banta) Vaudevillesketch Byron G. Harlan and Joe Belmont

2431 Castles' Half and Half (Europe and Dabney) Fordancing National Promenade Band

2432 Tramp! Tramp! Tramp! (Root) Male voices,orch. accomp. Knickerbocker Quartet

2433 Romance from "L'Eclair" (Halevy) Zither Solo.Kitty Berger

2434 Mignon-Polonaise (Thomas). Whistling Solo..Guido Gialdini

2435 Too Much Ginger One -Step (Daly) For Danc-ing National Promenade Band

2436 Basket of Roses (Albers Bells, orch. accomp.....Charles Daab

2440 Beyond the Smiling and the Weeping (Geo. C.Stebbins) Sacred Solo, organ accomp.

Peerless Quartet2441 Kamenoi Ostrow (Rubenstein)

American Standard Orchestra2442 Zampa Overture (Herold) Edison Concert Band2444 The Post in the Forest (v. Schaffer) Cornet and

French horns..G. F. Ileim and Waldhorn QuartetNos. 2437, 2438, 2439 and 2443 will be included in the

November list.

VICTOR TALKING MACHINE CO.No. Size.

17617 Rose of the Mountain Trail Medley-One-stepVictor Military Band 10

Croony Melody Medley-One-stepVictor Military Band 10

17619 The Memphis Blues-One-step (W. C. handy)Victor Military Band 10

Rag -a -Muffin Rag-One-step (Will T. Pierson).Victor Military ,,and 10

17626 At the Ball That's All Medley-One-stepVictor Military Band 10

California and You-One-step (Leslie -Puck) (Pat-rick Conway, Director) Conway's Band 10

17627 Lu Lu Fado-Le Vrai Fado Portugais (NicolinoMilano) (Patrick Conway, Director)

Conway's Band 10Lotus D'or-Ta Tao (G. Lefort) (Patrick Con-

way, Director) Conway's Band 1017628 La Vraie-Polka Bresilienne (P. J. de 0. Pinto)

(Patrick Conway, Director) Conway's Band 10Sweetie Dear-Fox-Trot (Jordan -Edwards) (Pat-

rick Conway, Director) Conway's Band 1035390 Evening Dream-Waltz hesitation. (Reve D'un

Soir) (A. Nilson Fysher).Victor Military Band 12Return of Spring-Waltz hesitation (E. Wald-

teufel) Arthus Pryor's Band 12TWO LIVELY HARVARD MARCHES.

17603 Good -Night Harvard March (D. S. Moore)United States Marine Band 10

Whoop It Up March (S. P. Friedman)Arthur Pryor's Band 10

POPULAR SONGS.17614 Over the Alpine Mountains (Alfred Bryan -Fred

Fischer) Albert Campbell -Henry Burr 10My Chain of Memories (Mrs. Herbert Ingraham)

Edna Brown -James F. Ilarrison 1017613 California and You. (E. Leslie -II. Puck)

Irving Kaufman 10On the Banks of the Brandywine (Dave Oppen-

heimer -Anatol Friedland)Albert Campbell -henry isurr 10

17620 The Aba Daba honeymoon (Arthur Fields -Walter Donovan) Collins and Harlan 10

Fido Is a Hot Dog Now (Charles McCarron -Thos.J. Gray -Raymond Walker) Billy Murray 10

17621 Ev'ry Road Is the Right Road (When the RightLittle Girl Is Along) from "The Elopers" (F.Herendeen-Hugo Frey) ....IIarry Macdonough 10

Where the Red, Red Roses Grow (Wm. Jerome -Jean Schwartz)..IIelen Clark -W. J. Van Brunt 10

17622 The High Cost of Loving (Al Bryan-Geo. W.Meyer) Peerless Quartet 10

Just for To -Night (Geo. L. Cobb)Will Oakland and Billy Murray 10

17609 Hungarian Rag (Julius Lenzberg) (Accordeon)Pietro Deiro 10

Hummer Medley-One-step (Accordeon)Pietro Deiro 10

17612 The Servant Girl (Golden -Hughes)Golden and Hughes 10

Gwine Back to Arkansas (Golden -Hughes)Golden and IIughes 10

LACHEMISC R NTDT bel ApaLUISTEDTFABRIKHE E.SAUE .1 GermanyThe largest manufacturing plant in the world devoted exclusively to the

manufacture of Master -Waxes and Master -Blanks for

Gramophone and Phonograph RecordingSole Manufacturer of Wax " P." the best recording material for Berliner -cut .

17618 Rose of My heart (Eardley-Wilmot-Lohr)Reinald Werrenrath

Where My Caravan Has Rested (Teschemacher-Lahr) Charles W. IIarrison

17564 One Sweetly Solemn Thought (Carey -Ambrose)Elsie Baker

Crossing the Bar (Tennyson-Cowles)..A. Turner35353 Boheme-Selection (Puccini)

Vessella's Italian BandMadame Butterfly-Fantasia (Puccini) ('Cello)

Rosario Bourdon35386 Gems from "l'inafore"-Part I (Gilbert -Sullivan)

Victor Light Opera Co.Gems from "Pinafore"-Part II (Gilbert -Sulli-

van) Victor Light Opera CoPURPLE LABEL RECORDS.

60122 Mikado-Yum Yum's Song, "The Moon and I"(Gilbert -Sullivan) Soprano Solo

Margaret Romaine70108 Ta Ta, My Bonnie Maggie Darling (Lauder -Graf-

ton) Harry Lauder60123 Can's You hear Me Catlin' (Caroline (Caro

Roma Baritone Solo George MacFarlaneRED SEAL RECORDS

S8502 La Forza del Destino-Pace, mio Dio! (Mercy,0 My Lord!) (Act V.) (Verdi) Soprano Soloin Italian Luisa Tetrazzini

88488 Tannhauser - Elisabeth's Gebet (Elizabeth'sPrayer) (Act III) (Wagner) Soprano Soloin German Emmy Destinn

AN EFFECTIVE LOVE SONG BY WILLIAMS.74404 Beloved, It Is Morn (Emily Hickey -Florence Ayl-

ward) Tenor Solo Evan Williams88495 Oberon-Ozean! Du Ungeheuer! (Ocean, Thou

Mighty Monster!) (Part I) (Weber) So-prano Solo in German Johanna Gadski

87512 Boheme-0 Soave fauciulla (Thou SweetestMaiden) (Puccini) Soprano and Tenor Duet inItalian....Lucrezia Bori and John McCormack

87169 Serenade Espagnole (Spanish Serenade) (Ed.Teschemacher-Landon Ronald) Tenor Solo inFrench Enrico Caruso 10

87204 I Cannot Sing the Old Songs (Claribel) ContraltoSolo Louise Homer .10

88471 Traviata-Ah, fors' e lui (The One of Whom IDreamed) (Act I) (Verdi) Soprano Solo inItalian. Frieda Hempel

64408 Austrian Hymn (Arr. by Kreisler) (Haydn) Vio-lin Solo. Fritz Kreisler

64382 Rigoletto-La donna e mobile (Woman Is Fickle)(Act III) (Verdi) Tenor Solo in Italian...

Giovanni Martinelli 1064437 Funiculi, Funicula, (Luigi Denza) Tenor Solo

in Italian John McCormack 1074405 Requiem-Confutatis, from "The Accursed"

(Verdi) Baritone Solo in Latin.Clarence Whitehill 12

S7202 Contes d'Hoffmann-Barcarolle "Belle Nuit"(Oh, Night or Love) (J. Offenbach) Sopranoand Contralto Duet in French

Alma Gluck and Louise Homer64454 Gavotte from "Mignon" (Thomas-Sarasate) Vio-

lin Solo; pianoforte by George FalkensteinMaud Powell

87194 Nabucco-Tremin gl'insani del mio .(They ShallTremble Before Me) (Act I) (Verdi) Bari-tone Solo in Italian Titta Ruffo

64396 Haidenroslein (Hedge Rose) Op. 3, No. 3 (Goethe-Schubert) Mezzo -Soprano Solo in German withpiano accomp. by Coenraad V. Bos.. Julia Culp 10

NEW EDUCATIONAL RECORDS.17623 What Shall Ile Have Who Killed the Deer, from

"As You Like It" (Shakespeare -II. R. Bishop)(with brass sextet) Victor Male Quartet 10

Under the Greenwood Tree, from "As You LikeIt" (Shapespeare-Dr. Arne) with Male Chorusaccomp. by wood wind instruments

Raymond Dixon 1017624 Anvil Chorus, from "II Trovatore" (God of the

Nations) (Verdi) In EnglishVictor Male Chorus 10

Spring Flowers, from "Samson and Delilah"(Saint -Satins) In English ....Women's Chorus 10

17625 1. Granddaddy Longlegs; 2. Touching; 3. Katydidfrom "At Song Cycles Book No. 1 (W. OttoMiessner) (Piano accomp.) Published by Sil-ver, Burdett & Co.) Elsie Baker 10

1. Violets; 2. Sweet -Pea Ladies; 3. Poppies, from"Songs of Child World" (Riley -Gaynor) withpiano, violin and flute accomp Olive Kline 10

NEW COLUMBIA DEPARTMENT

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Opened in the Warerooms of the Tel -ElectricCo., 299 Fifth Avenue, This Week.

The new Columbia department in the Tel -Elec-tric Co.'s warerooms at 299 Fifth avenue, NewYork, opened last month, and judging from the in-terest already being manifested in the Columbiaproducts by the store's patrons, this departmentwill be a marked success under the able manage-ment of Charles F. Thayer. Five soundproofdemonstration rooms are perfectly appointed forthe convenience of customers, and the entire de-partment is furnished in accord with the standardsbefitting the location of the Tel -Electric Co. in theheart of the city's high-grade shopping district.

J. C. ROUSH VISITS NEW YORK.Pittsburgh Talking Machine Man an Ardent

Tennis Fan and Attends Cup Tournament.

Joseph C. Roush, of the Standard Talking Ma-chine Co.., Pittsburgh, Pa., and ex -president of theNational Association of Talking Machine Jobbers,was in New York several days recently attendingthe International Tennis Tournament for the DavisCup, held on Long Island. Mr. Roush is a tennisenthusiast and thoroughly enjoys the exciting game.Before leaving for home he stated that conditionsiu the Pittsburgh district were encouraging andthat the talking machine trade particularly was inexcellent shape.

o

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361

THE TALKING MACHINE WORLD.

Leading Jobbers of TalKing Machines in America]

VICTOR JOBBERS ExclusivelyWhat you want always in stock427 Fifth Avenue27 W. 34th Street563 Fifth Avenue153 W. 42d Street

New York

MUI-ZERVICTOR

DISTRIBUTERSVICTORS EXCLUSIVELY

iNe make a specialty of getting the orderout on time-every time.

The Rudolph Wurlitzer Co.CINCINNATI and CHICAGO

Iwo points of supply; order from the 'wore,

CHASE & WEST OESIOWA

MOINES

Machines Everything

Records ictor in stock ail

Cabinets the time.

WHOLESALE TO IOWA TRADESend us your name and address and we will mail youpostpaid complete illustrated catalogues, giving detailedinlormation concerning all Victor products. Showing thevarious styles ol Victor Machines. list ol all Victor Records.the entire line ol Victor Cabinets. Repair Parts and all Ac.

1'1,1:121. It. \\'111151'1 I,. M. WELLE

PERRY B. WHITSIT CO.,213 South High Street, Colunibuq. Ohio.

Edison

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Phonograph.Records andocorMachines ndd

OLIVERDITSONCOMPANY

BOSTON

Largest VICTOR TalkingMachine Distributors Eastof Chicago.

Creators of "The Fastest VictorService " Let us tell jou moreshout our service.

W. J. DYER & BRO.Saint Paul, Minn.

VICTOR & EDISONDistributors

Quick Service for all points in the North-west. Machines, Records, Supplies.

Southern Victor DealersLargest Stock VICTROLAS and RECORDS.

Prompt Shipment and Low Freight Rotes.

WALTER D. MOSES & CO.Oldest Music House in Virginia or North Carolina.

RICHMOND, VA.

Where Dealers May Secure

COLUMBIAProduct

Ready, Full Stocks, and Prompt Deliv-eries from Convenient Shipping

Centers all over the United States.

DistributorsA t Inn tat. 4:n.. coiumbia (.raptioptr,o. t'0.. 132

Peaelitree sr.Malt! f )111, ( Cotiplumbouto Co.. 305-

34)7 North 11"., rI StIn.. Coluoubin C rapla tiliont Co,

'SP< Third .1

Mom 011, 111111.1N.. Columbia 0tapbotoboon, co 174Tremont St.

/1441144I44. S IL.. Columbia (Ira phoptioncMain St.

I 'Is en go, Iii.. Coliimbla Craphopboue Co., 11 NNliellignio .4,e

CI n el n nut I. I)., Columbia Gruplioplione Co., 117-119 W. l'olortio 44e.

CIPN,Iniad, 4)., Colundolu Granbobbone Co.. 1375Euclid As,'.

lin11111, Te.. sout .,sl rot Talklitg Nlactoluo CO..1101 Elm St ( oIiiiiiIlit Build no:

Denver. ('n In., columbia Stirem t o., 505 507 Six,loentli St.

Ile( rot r, M lelo., Columbia Crapboplione Co., 114Broadway

11 n rt ford. Ton,.., Columbia Croolsophone CO.. 710Mall, Si

I nil in ono 10011a, lull., Columbia Craphophone Co.,1:7 N. Poonsylvionia St.

IC n nmoom 11. 1 I Mo., oNlumbla Grapboodoone Co..1112 ',and Ave.

1,1 nen 1 oo, Nebr., The Gratonola Company, 1030(I St.

1,Iv I to Drug Cs.1.0N .%11,01.111,4. Coo 1.. Columbia Gra pnophone co.,

420-422 S. Broadway.1.01o1a 111e. Colombia Iirnpbottbol e Co., 425

South Viourtio St.31 limn oolo.ee, .111. rt G. lumile, 615 Grand

Ave.311unenpnll., III 1111., Columbia t;ntphophone Co.,

424 N leollet ANew Ilso veal. l'to so n., Columbia o;rao,bopbone

25 Cboortio St.New II el en its. Ida.. Columbia Craptn lobo. Co.

03.0 Canal St.N ene York I It y, Columbia iirmao,optam, co., so

Chamber+ St.Plo 1 In ole I ion too, Poo.. Pentos !vomit' Talking Mach.

Coo 1109 Ctoostnut St.Pit( ro Ion rt.o. lo, I4n.. columbia Groptioi.bouo co, 310

11..,,semieer los sill. Me., coduoubla Grolooliophone Co., 550Congress St.

Porthool, Ore., Columbia GrapimPlione Co., 371Waahlneton St., Hera klusic Douse

PrtovIde1114.e. It. I.. Celintobia Croploplione Co.,119 Westmlnatur St.

It net, cot r, N. V.. The Graronela Compauy, 23Clinton Ave.. Spills.

Soo ern rnell (0. CUL. Kirk, Cleary St CO,Sn11 Lulu CI t y. I to lo, Day inaIteebe Mono, co ,

45 Matto StSia os lo`rso noIsu n, enl., Columbia Grapliopbone Co.,

334 :Intl, St.Seattle. \Vous lo Colombia. C upbophotte Co., 1311

First Ave.; Llilera Music and thther.wily Nt:3.

Spol:uue. AVnrols.. Columbia C raph.pboue t 'o., 51$SiIrsgtit A vv.

3144.4,4.. et,tuutt.ta C raphoitholle Co.,174 Worthlrgtott St

St. 1,0411.4, 310., Columbia CI alobephene Co., 1004Olive St.

St. fatal, n.. Columbia Crupbopbooe Co., 17East Silo it St.

Too vision . Flit., Tampa Hardware Cu.Terre Ilstoite Intl., 640 Wabash Ave.Toledo. 0.. Colonthin l,raphophsue Co., 229 Supe-

rior et.Woo a Id n gol otn, D. C'.. Columbia Craphopboue Co..

1210 0 St., N. NV.

DEALERS WANTED-Exclusive selling rightsgiven where we are not actively represe oted.

Write for particulars to the Colimbia GrapliophoneCo., 1Vholesole Department, I1 0, l:u'rtk BuUling,New York.

Headquarters for Canada:

Columbia Graphophone Co., 363-5-7 So ruu ren Ave.

Toronto. Ont.

Every Jobber in this country should berepresented in this department. The costis slight and the advantage is great. Be sureand have your card in the October List.

SERVICE FIRSTEXCLUSIVE VICTOR JOBBERS

WHOLESALE ONLY

Standard Talking Machine Co.PITTSBURGH, PA.

SANGER BROTHERSDallas, Texas

VICTORDistributors

"We ship the same day."

Edison Phonograph Distributorsfor the SOUTHWEST

I' reign Et, orols In Stock.

Houston Phonograph Co., "9,10,TAcr.

NEW ENGLANDJOBBING HEADQUARTERS

EDISON AND VICTORMachines, Records and Supplies.

THE EASTERN TALKING MACHINE CO.177 Tremont Street - BOSTON, 1IASS.

PACIFIC COAST TORS OF

Victor Talking MachinesRECORDSSTEINWAY PIANOS LYON & MALY

OWN NIAKE' BAND INSTRUMENTS

Sherman, Clay & Co. San Francisco PortlandOakland Los Angeles

The ChicagoEdison Jobber

The perfection of MusicalInstruments-THE EDISONdiamond disc PHONOGRAPH-with EDISON double discrecords.

THE PERFECTION OFSERVICE-Our Service.

The Perfection of adver-tising for the dealer - (T.icplan.

The Phonograph Company229 So. Wabash Ave. CHICAGO

THE TALKING MACHINE WORLD.

It's easy to sell the Edison Phono-graph. The instrument is its ownbest salesman. It tells its ownselling story with inevitableconviction.

But don't forget that to meet thedesires of all sorts of customersyou must carry the full line ofEdisons.

INCORPORATED

59 Lakeside Ave., ORANGE, N. J.

eadad ja.a.c7-11nie · 2019-07-17 · printing her interview called it a victrola, and so it must...

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