Class Book Scanned from the collections of The Library of Congress Packard Campus for Audio Visual Conservation www. loc.gov/avconservation Motion Picture and Television Reading Room www.loc.gov/rr/mopic Recorded Sound Reference Center www.loc.gov/rr/record VOL. XX. NO. 7 SINGLE COPIES. 25 CENTS PER YEAR. TWO DOLLARS ^T3S,LKIN(3 ^ Published Each Month by Edward Lyman Bill, Inc., at 383 Madison Ave., New York, July IS, 1924 Vi c t rol a REG. U.S. PAT. OFF. The word "Victrola" as well as the picture "His Master's Voice" is an exclusive trademark of the Victor Talking Machine Company* Being registered trademarks they cannot lawfully be applied to other than Victor products. REG.U.S. PAT. OFF "Victor Talking Machine Company, Camden, N.J. Entered as second-class matter May 2, 1905, at the post office at New York, N. Y., under toe act of Congress of March 3, 1879. THE TALKING MACHINE WORLD Here's Salable Merchandise to Create Summer Business! i iw« iwrmivT or qwautt ,oncm CLIM AS A Kit Cb^ RADIO SPEAKER W -With GswealedsUiWndThn IV (P'JA Radio fans every- «P«3U where are fast be- coming enthusiastic over the better results obtained with this new speaker and are buy- ing in quantity. You, too, can cash in on this demand. Study this array of salable mer- chandise. There's no possibil- ity of a profitless summer when Sonora merchandise, listed at such moderate prices, is avail- able. These phonograph and radio products represent your summer opportunity. Seize it! Write today for our proposition and summer selling plan. CLEAR AS A BELL $50 Portables $65 An instrument which fills the large demand for a real musical instrument that is truly portable. Touraine $185 Radio Adapted Equipped with rack for easy and quick radio installation. And the famous Sonora tone passage gives reproduction results that will sell many for you. Sonora Phonograph and Radio All In One Saginaw $100 A Sonora Period model at the low price of $100! Think of it! Here is a model that will literally create its own mar- ket. Your inquiry will receive our prompt and careful attention. SONORA PHONOGRAPH CO., Inc. NEW YORK Manufacturers of Sonora Phonographs, Sonora Radio Speakers and Sonoradios Canadian and Export Distributer,: C. A. Richards. Inc.. 279 Bro.dw.y. N. Y. TO! QMSY&UMIINY ©IF QUMJW €LHAlr3 AS A ©ELL A The Talking Machine World Vol. 20. No. 7 New York, July 15, 1924 Price Twenty-five Cents Elaborate Edison Exhibit Planned for Atlantic City Display and Demonstrations in Connection With Art and Industry Exposition on Million Dollar Pier to Continue Throughout Summer Royal Line Sales Corp. Opens Offices in Boston P. A. Ware Is General Manager of Distributing Organization in New England of Royal Pho- nographs and Neutrodyne Radio Sets Visitors to Atlantic City during the present Summer will have an opportunity of inspecting the full line of Edison phonographs, seeing and hearing Edison recording artists in tone tests and enjoy the Edison in concert as a result of arrangements made by Thos. A. Edison, Inc., for an exhibit at the Art and Industry Exposi- tion to be held on the Million Dollar Pier from July 16 to September 10, inclusive. There will by eighty-five exhibits in the exposition, with the Edison exclusive in the phonograph field. The Edison exhibit will occupy a special booth and will include features showing the develop- ment of the phonograph from the original model up to the present time. There will be a con- tinuous series of tone tests in the booth, with prominent Edison artists participating. The feature of the exposition will be the home electric, which represents the best ideas sub- mitted in the contest participated in by several thousand architects for the designing of an elec- trically equipped home to cost not more than $15,000. One of the latest Edison models will grace the livingroom of the model home. On a stage erected just outside the electric house there will be given daily concerts in which the Edison phonograph, together with Edison artists and the Ampico reproducing piano, will be featured. The exhibit will be in charge of Harold L. Lyman and all visitors to the Edison booth will be registered and their names and addresses forwarded to the Edison dealers nearest their homes, as additions to the prospect lists. All Victor Employes on Vacation July 26- August 11 Entire Plant to Be Shut Down for Two Weeks' Period to Permit Simultaneous Vacations Following the custom adopted last year fol- lowing one or two seasons of experimenting, the entire plant of the Victor Talking Machine Co. in Camden, N. J., will close down on July 26 and reopen on Aug. 11, the idea being to give all employes of the company a full two weeks' vacation simultaneously, thus avoiding the con fusion that often exists throughout the Summei months when the vacations are divided up in the usual course. The general vacation plan proved a distinct success last year, with practically 100 per cenl of the employes reporting for work on the open- ing days and for the most part full of ambition The result was that operations wers resumed on a full time, full staff basis. As was the practice last year, those who have been in the employ of the company for a full year or more will receive full pay for the entire vacation period, while those who have been with the organization less than a year will re- ceive one day's pay for each month of service. Ralph L. Freeman Resigns From Victor Go. Service Boston, Mass., July 8.— The Royal Line Sales Corp. has opened offices and showrooms at 218 Tremont street, with P. A. Ware as general manager of the organization. The company will distribute throughout the New England States Royal phonographs and Royal neutrodyne radio products. A complete sample line is already on -the floor, and carload shipments are en route to this city from the Adler Mfg. Co.'s factories in Louisville, Ky. The appointment of P. A. Ware as general manager of the Royal Line Sales Corp. in this city will undoubtedly be welcome news to talk- ing machine dealers in New England, as Mr. Ware is one of the most popular members in the wholesale talking machine trade. He was previously identified with Victor jobbing inter- ests and more recently associated with the Brunswick-Balke-Collender Co. Mr. Ware num- bers among his friends dealers throughout the country, and his intimate familiarity with their sales problems should enable him to co-operate to excellent advantage with Royal dealers in the New England territory. H. J. Power Now Sole Owner of Amrad Interests Founder of American Radio & Research Corp. in Complete Control of the Business Medford Hillside, Mass., July 1.— The Amer- ican Radio & Research Corp., manufacturer of Amrad sets, has announced that Harold J. Power, founder of the company and one of the early radio pioneers, has acquired complete ownership of the business. The announcement calls attention to the fact that the development of radio and the American Radio & Research Corp. has extended almost over identical pe- riods. During the development period of this corporation the radio industry was materially assisted by the financial interest of J. P. Morgan. Largely to this interest is credited the fact that radio has developed from an experimental play- thing to a practical business proposition. The election of Mr. Power, who, it is stated, was probably the first man to become interested in the manufacture of radio equipment for the use of the layman public, to head the corporation he started in 1915, is unique in business circles, for, it is stated, rarely do pioneers in new in- dustries survive their early missionary efforts. It usually remains for some one else to develop and organize the business. The centralization of control in the hands of Mr. Power gives the American Radio and Re- search Co.-p. an active president, thus enabling the corporation to adhere rigidly to specific policies at all times. Jose Mojica Now Sings for the Edison Records New Sonoradio Style Coming It is understood that the Sonora Phonograph Co., Inc., New York, is planning to place on the market a new Sonoradio instrument which will be known as Style 242. This new product comprises the standard Sonora phonograph equipment with a three-tube neutrodyne radio set and the list price will be $225. Deliveries .will be made in August and full details regarding this new instrument will be forthcoming soon. Relinquishes Post as Director of Distribution of Victor Co. to Take Charge of the Lumber- men's Insurance Co., Philadelphia Camden, N. J., July 8. — At the general offices of the Victor Talking Machine Co. here yes- terday announcement was made of the early retirement of Ralph L. Freeman, director of distribution, in order that he may take over the active management of the Lumbermen's Insur- ance Co., 427 Walnut street, Philadelphia, of which company a syndicate of which Mr. Free- man is a member recently secured control. No announcement has been made as to who will assume Mr. Freeman's important duties with the Victor Talking Machine Co. New Sonora Jobber Cov- ering Southern California Commercial Associates of Los Angeles to Cover Important Southern Counties, Arizona and Hawaii for Sonora Phonograph Co. The Sonora Phonograph Co., Inc., announced this week the appointment of the Commercial Associates, 724 South Broadway, Los Angeles, Cal., as a jobber for Sonora products covering the following territory: Southern California counties of Santa Barbara, Ventura, Los An- geles, San Bernardino, Orange, Riverside, San Diego and Imperial, together with the State of Arizona and the Hawaiian Islands. At the pres- ent time negotiations are pending for the ap- pointment of a Sonora jobber to cover the counties in Northern California and the States of Washington and Oregon and, pending the completion of these arrangements, the Com- mercial Associates, Inc., will cover this terri- tory. This organization, which succeeds the Magnavox Co. as a Sonora jobber, is sponsored by well-known Los Angeles business men who are keenly enthusiastic regarding the sales pos- sibilities for Sonora product in this important territory. Two Additions to Record Division of Columbia Co. G. C. Jell and A. W. Roos, Both Well Known to the Trade, Take Up New Duties With the Columbia Phonograph Co., Inc. Among the latest additions to the list of Edi- son artists is Jose Mojica, one of the leading tenors of the Chicago Civic Opera Co., who, before joining that organization in 1919, ap- peared for a number of years in prominent opera roles in Mexico City. The first record by Mojica bears two roman- tic Spanish songs attractively rendered, they being "Eres tu" and "Golondrina Mensajera," the first composed and the latter arranged by Oteo, the prominent Spanish composer. See second last page for Index of Articles of Interest in this issue R. F. Bolton, director of the recording labo- ratories of the Columbia Phonograph Co., Inc., New York, announced this week that G. C. Jell and A. W. Roos had joined the record division Both Mr. Jell and Mr. Roos are well known to the talking machine trade throughout the coun- try, as they have been identified with the indus- try for many years, and are ideally qualified for their work in the Columbia recording division. G. C. Jell is one of the veterans of the record- ing branch of the phonograph trade, and for many years was associated with the Columbia recording department in important executive capacities. He is thoroughly familiar with every phase of recording and, in addition, has an exceptional musical knowledge. A. W. Roos numbers among his friends dealers throughout the Middle West, as for a number of years he was manager of the Columbia branches in St. Louis and Cleveland, and more recently was identified with the record division of the Gen- eral Phonograph Corp., New York. The Co- lumbia recording laboratories under Mr. Bol- ton's direction are preparing for an important program of expansion that will be of keen in- terest and benefit to Columbia dealers. of The World 4 THE TALKING MACHINE WORLD July 15, 1924 "Swat the Summer Slump" by Sales Effort Create New Appeals and Get Busy Is Antidote of F. A. Delano, of Chicago and New York T. M. Co., for Hot Weather Lethargy Don't be satisfied with "your share" of busi- ness this Summer! If you do, you will not be getting the business you ought to. The dis- tributor, dealer or salesman who realizes that it is hot, who lets his aggressiveness go down as the thermometer goes up and sits back with the thought that he is "getting his share of business" is losing money, because he is not making as many sales and as much profit as he should. I know that all of you have heard the war cry, "Swat the Summer Slump," before. But I believe it a good one, and although you all are closer to your individual businesses than I can be, perhaps a few of the "flashes" I have had recently may be worth while for your notebook. Create New Appeals One of the most effective ways, I believe, to keep the public buying in a dull season is to apply the thing you have to sell to a popular need or appeal. This is true of most anything. Hot soup, off-hand, doesn't appeal to the ap- petite on a hot Summer evening. Yet a well- known soup manufacturer has for years suc- cessfully combated a "natural" Summer sales slump by advertising his product for luncheon- ettes, camps, etc. The manufacturer in his advertising shows the consumer that his soup can be prepared quickly in a way that suggests — to the housewife — freedom from a hot kitchen. The talking machine dealer can suggest his Victrolas and records to the public just as ef- fectively as the soup manufacturer can apply his product. We all know that the public mind is educated by the suggestiveness of advertising. Let's see what we can suggest! Here is a talking machine owner who, in Win- ter, has all the folks in every week or so, rolls up the rugs and they dance to late records. It's too hot now to dance inside. If you keep before him by newspaper and periodical advertising the suggestion of your machines doing service on the veranda — the gallery, if you're down South — in camp, etc., he'll get the "hunch." He'll listen and dance to the latest records all Summer and you'll sell him the records. Young Folks Summer Prospects Every young man and woman is a prospect, of course, for a portable talking machine in Summer. What could appeal to this generation more than "In a canoe, drifting down the silvery White River, to the strains of a dreamy waltz," or "Dancing among the pines and moonlight of the North Woods," or "Take a Portable Touring." Also "Vacation with Galli-Curci." Advertising Helps Sell Put it in your "ad" or direct-by-mail with appropriate illustrations. Incidentally, the illus- tration is the "key" to the pulling power of your message. The man or woman who doesn't read much in the Summer will always look at pictures suggesting a more pleasant surrounding than he now possesses. Does such Summer advertising pay? How many times have you been in camp or on outings, and in the lazy coolness of the evening heard someone say, "Gee! I wish we had a Victrola!" Yes, a talking machine, new records, moonlight, a soft cool breeze inter- mingling with music would have been pleasant, and would have avoided what turned out to be a boresome evening. Tell 'em about it before they start vacations. There is a distinctive type of "direct appeal" applicable to Summer. Don't overlook the kid- dies. The boy and girl of fourteen or less do not think the weather half as hot as we older ones do. If they get your message, will they want to play the new records? They will! And they'll interest the elders. And this, of course, can be made to fit in, ac- cording to your local conditions. How would you like to use a talking machine this Summer? How many ways can you apply your product, besides those mentioned? Enumerate them. Then tell your salesmen and have them tell your customers. Individual tastes are in a minority. As the majority of things go, every- one has most pleasures in common. Personal Contact I know one dealer who carries on his busi- ness just as vigorously in Summer as in Winter. His store is always crowded. His sales show a minimum Summer slump, scarcely noticeable. This man is in a town of about 30,000. One of the extraordinary things about his methods is his "personal contact" with prospects and cus- tomers. He reads the home-town papers every evening. He sees who is giving a lawn part) next Wednesday evening. He notes those who are going to camp or touring during their vaca- tion. Sometimes he spends as much as an hour the next morning dictating brief but straight-to- the-point letters to these people, suggesting a portable for the camp, new records for the party, etc. Perhaps Billy Jones, four years old, is giving a birthday party. He knows Billy's mother has a talking machine. He writes Billy, wishing him a happy birthday and telling him about a late kiddie song record, etc. Does mother show up at the store and ask to hear the record? She does. Billy gets a birthday present. The dealer makes a sale. Set a Sales Quota Another thing. Just how much business can you get this Summer? The man, be he sales- man or dealer, who sits down and figures out just how many sales he can possibly make and shoots at this mark is far ahead of the man who doesn't. How can you find out how much business it is possible for you to get? That's simple. You probably know without my telling you. First, you know how much business you did last Win- ter, the general buying mood of your commu- nity, the approximate number of people who are' financially able to own a talking machine and don't, the number of your regular customers whose machines are getting old; you know Bill Smith is in much better financial shape than when he bought that small machine several years ago, and he is buying a lot of new furni- ture. All these conditions have a bearing on busi- ness. All these individuals are prospects. Every machine owner is a record prospect. Is he get- ting a list of your new records weekly in an envelope bearing an idea that will "suggest" and drive home your argument as to why he should buy? After you have taken stock of how much business you can do, pass it on to the prospects. Tell them through the local newspapers, direct by mail, by special appeal and by direct human contact what you have to sell and how they can use it — need it! Instead of "getting your share" of the busi- ness— dividing with the fellow who is making no effort or giving customer service that is not half so good, go after everything there is to get. That's only "^ood business." r TWO HEADQUARTERS Famous Albums Established 1907 The NYACCO Line is Complete No matter what your requirements in record albums are, we have just what you want. Save Time and Freight Charges Our two factories not only make our leadership in the album field unquestionable, but save the dealer time and freight charges if he sends his order to the nearest factory. ft New York Album & Card Co., Inc. NEW YORK 23-25 Lispenard St. Pacific CHICAGO 415-417 S. Jefferson St. Coast Representative: Munson-Rayner Corporation I 643 South Olive Street, Los Angeles, Calif. (. 86 Third Street. San Francisco, Calif. ■> 5 ■> ■> 3S3 July IS, 1924 THE TALKING MACHINE WORLD 5 Victor supremacy is the supremacy of performance The universal recog- nition of Victor suprem- acy makes the Victor the safest, most reliable and so most profitable line for music dealers to handle. Victrola IX, $75 Mahogany or oak Victrola No. 125 Mahogany, $275; electric, $315 Walnut, $325; electric, $365 Victrola No. 400 $250 Electric, $290 Mahogany There is but one Victrola and that is made by the Victor Company— look for these Victor trade marks TPF*^ A TRADE MARK ^ ivictrola REGIUS P*T 0*F Victor Talking Machine Company, Camden, N.J. THE TALKING MACHINE WORLD 6 Starr Phonograph for Radio Installation Announced Starr Piano Co. Now Marketing Phonograph With Provision for the Installation of Radio — Sales Campaign on New Product Started The Starr Piano Co., Richmond, Ind., manu- facturer of Starr phonographs and one of the leaders in the industry, has just placed on the market a new instrument which is being mar- keted under the name "Starr — Install Your Own Radio, Style XIX-A." This console comprises all of the distinctive qualities of the Starr phonograph and the case is delivered completely furnished with the exception of the radio parts. When the adjustable lids at the top to the left are raised there is revealed a space in which almost any size radio panel can be installed. The veneered and highly finished panel is not cut out when the Starr style XIX-A "Install Your Own Radio" is delivered, but, by overlap- ping of the edges of the radio panel, an absolute finish is achieved. Underneath the panel, in the space ordinarily intended for record filing, may be installed any quantity up to a dozen of ordi- nary A dry cell batteries and up to three B bat- teries. Ample room exists, however, to use a portion of this space for record filing if desired, even though the maximum number of batteries is used. The Starr duplex horn is a double-throated amplifying horn, each throat being independent and requiring no adjustments from one to the other. The radio throat ends in a tube of the standard size of the ordinary phonograph tone arm. The holes for the wires connecting the loud speaker to the radio set are bored at an appropriate place. However, no in-put wires are provided for, as the location must neces- sarily be arranged differently for various sets. Panels for this new instrument are being manufactured regularly by the Crosley Radio Corp., Cincinnati, O., and the Carloyd Electric & Radio Co., New York. The new instrument was exhibited at the music conventions in New York and attracted wide attention from Starr dealers throughout the country who placed or- ders for immediate delivery. The Starr organi- sation is developing an important sales campaign featuring the new product, and judging from the interest manifested the success of the in- strument is already assured. Berger Sales Co. Becomes Royal Jobber in Pittsburgh Lambert Friedl, General Sales Manager, Re- turns From 5,000-mile Trip in Optimistic Mood Regarding the General Outlook Lambert Friedl, vice-president and general sales manager of the Adler Mfg. Co., manu- facturer of Royal phonographs and neutrodyne radio products, returned to his desk in New York Tuesday after a trip of over 5,000 miles. Among the cities Mr. Friedl visited were Pitts- burgh, Detroit, St. Louis, Dallas, Louisville, Chicago and Buffalo, and he brought back with him substantial orders from all of the Royal representatives he called upon. Mr. Friedl states that his company has no complaint to offer regarding business, as its sales totals have been far beyond expectations, and without ex- ception Royal representatives are basing their optimism upon a healthy trade in their respec- tive territories. Upon his return to New York Mr. Friedl an- nounced the appointment of the Berger Sales Co., 817 Liberty avenue, Pittsburgh, Pa., as Royal representative in Pittsburgh territory. The company has secured the services of Earl Miller and John Steenson, well-known whole- sale men in Pittsburgh territory, and the com- plete Royal line is already being handled in Pittsburgh by the four Hamilton stores in addi- tion to many other important distributing con- nections. July 15, 1924 Sonora Western Jobbers Hold Chicago Conference Meet Group of New York Executives and Out- line Plans for Trade Development the Com- ing Fall — Look for a Busy Period Chicago, III., July 9. — An informal meeting of Sonora jobbers in the Western territory is scheduled to be held at the Congress Hotel in this city Monday, July 14. A group of Sonora executives from the home office in New York will be present at this conference, including S. O. Martin, president; Joseph Wolff, first vice- president; Frank J. Coupe, vice-president in charge of sales; Warren J. Keyes, treasurer, and L. C. Lincoln, advertising manager. At this meeting there will be outlined plans for sales, advertising and production for the coming Fall with particular attention to the tremendous growth of Sonora- radio business. Among the Sonora jobbers who will probably be repre- sented at this gathering are the following: Kiefer-Stewart Co., Indianapolis, Ind.; Ohio Musical Sales Co., Cleveland, O.; Yahr & Lange, Milwaukee, Wis.; Illinois Phonograph Corp., Chicago, III; Doerr-Andrews & Doerr, Minneapolis, Minn.; C. D. Smith Co., St. Jo- seph, Mo.; Southern Drug Co., Houston, Tex.; Moore-Bird & Co., Denver, Colo., and Rein- hardt's, Memphis, Tenn. Norman Jones to Travel for Phonograph Corporation Former Retail Manager of Montalvo, Perth Amboy, to Cover Lower Section of New York State in Interests of Edison Jobbers Norman Jones, for a number of years man- ager of Montalvo's Music Store in Perth Am- boy, N. J., has joined the staff of the Phono- graph Corp. of Manhattan, Edison jobber, as New York State traveler, covering several coun- ties immediately north of New York City. Mr. Jones will devote much of his time to dealer service work, his long and successful retail experience particularly qualifying him for that work. Among recent new dealers signed up by the Phonograph Corp. of Manhattan are included Friedman's Music Shop, 56 Clinton street, New- York City, and the Doylestown Drug Co., Doylestown, Pa. Another Four-in-One Edison Record Just Released The success of the first Edison four-in-one record issued some time ago, and containing both the instrumental and vocal arrangements of both numbers for the benefit of those who enjoy both singing and dancing, has bid fair to make Mich combination records a regular part of the Edison catalog. The second of the series of lour-in-one records is found in the latest supplement, the record bearing on one side "Paradise Alley," played as a fox-trot by Harry Raderman's Dance Orchestra and sung by Arthur Hall, while on the other side there is a popular hit, "Bringin' Home the Bacon," played as a fox-trot by Kaplan's Melodists and sung by Vernon Dalhart. To Handle Sonora Publicity L. C. Lincoln, advertising manager of the Sonora Phonograph Co., Inc., New York, an- nounced this week that, effective August 1, the company's advertising would be handled and placed by the J. Walter Thompson Co., New York City. This agency is one of the fore- most members of the advertising world and is admirably qualified to handle the important campaign now being prepared by the Sonora advertising division for the coming Fall and W inter seasons. A Manufacturers' International Exposition Under the Direction of James F. J(err A MAMMOTH SPECTACLE (JtfeJ7X^§T of SCIENTIFIC ACHIEVEMENT RADIO WORLDS FAIR ZHadiscn Square Garden SEPT. 22 to 28 Monday to Sunday Night inclusive o IP-Mctttu-IIRM. Epc-traordixxairy Features l>aily! A MANUFACTURERS' EXPOSITION Which will be Attended by the Principal Radio Jobbers and Dealers of the Universe De Luxe Exhibits by Nationally Known American Manufacturers Representative Displays by the Famous Manufacturers oi ENGLAND, FRANCE, BELGIUM, ITALY, SWITZERLAND AND AUSTRIA Business Office Direction of Hotel Prince (Jeorge, N. Y. C. U. J. Herrmann and James F. Kerr July 15, 1924 THE TALKING MACHINE WORLD '7 Victor supremacy is the supremacy of performance Victrola VI, $35 Mahogany or oak Victor history is one continuous series of great musical achievements. Each successive accom- plishment marking an- other step forward in the progress of dealers in Victor products. Victrola IX, $75 Mahogany or oak Victrola No. 80 $100 Mahogany, oak or walnut Victrola No. 215 $150 Mahogany, oak or walnut Victrola No. 260 $150 Mahogany or walnut Victrola No. Ill $225 Electric, $265 Mahogany, oak or walnut Victrola No. 405 $250 Electric, $290 Walnut TRADE MARK "There is but one Victrola and that is made, by the Victor Company— look for these Victor trade marks M TRADE MARK 4^ Victrola REG _ US PAT OPr hITmaster's voice" Victor Talking Machine Company, Camden, N.J, RIG fc» S Orr 8 THE TALKING MACHINE WORLD July 15, 1924 Don C. Preston's Effective Financing Plan Live California Dealer Tells How Taking Cash Discounts, In- terest on Deferred Payments and Credit Extension Policy Pay Sales are the first requisite, but without a proper financing plan no merchant can hope to be really successful, according to Don C. Pres- ton, who, in the short period of a little more than four years, has built up one of the most prosperous talking machine businesses in Cali- fornia, operating two stores, one in Bakersfield and a branch in Taft. In the following state- ment to The World Mr. Preston outlines the policies and principles of the financial end of the business which have made him a success: Importance of Cash Discounts "A little over four years ago Mrs. Preston and myself entered Bakersfield with capital amounting to less than six thousand dollars. Our first idea was to confine ourselves to a selling campaign which we could properly finance at all times. By subletting a portion of our store and doing all our own work we were able to meet our first statements with cash dis- counts. From that date until this, and in the meantime doing over three-quarters of a million dollars' worth of business, we have never missed a cash discount on any merchandise, with few exceptions. Neither have we ever sold any of our contracts nor put them up as collateral. Interest Charge Profitable "In spite of our competitors refusing to charge interest, we have always secured interest on deferred payments, and the revenue derived from this source during the year 1923 amounted to over $7,000. This, in addition to our cash discounts, shows a very substantial profit. Unusual Collection System "In order to finance our business in this man- ner it has been absolutely necessary that we have a very rapid turnover on our merchandise and have an efficient collection system. At the time customers sign contracts we immediately inform them as to our collection policy, and state that while we employ no collectors and carry their contracts in our own safe, we expect the responsibility of seeing that the pay- ments are made to be upon them, and at no time will they be called upon for payments, unless there is something seriously wrong with their account. They are placed entirely upon their own honor, and should they at any time be unable to meet a payment when due, they are in some manner to notify us, and if occasion warrants we will issue a Credit Extension Cer- tificate to them. Through this policy of having payments fall due at our office, we have a con- stant stream of people walking the entire length of our store to the credit department, which is located in the rear. The new business derived from this source is an extremely large item. In fact, we would not allow collectors to work for us free of charge. The fact that we are now carrying well over fifteen hundred contract accounts satisfactorily, without the help of a collector, proves that this system is right. Grants Credit Extension "Should customers desire an extension of credit, we have them fill in a Certificate of Credit Extension (illustrated herewith), with all information as to when they will be in a posi- tion to resume their payments and the reason why extension is asked. After signing this, they receive a copy and the original is retained by us for reference, the number of the Credit Cer- tificate being immediately placed on the ledger account of this customer, so that in turning to the ledger at any time we note they have made a certain definite promise to pay, and this cer- tificate is checked immediately with their re- mittance. Not only does this work wonders over the counter, but it is still more valuable through the mail. The original is mailed to them to fill out, while we retain the duplicate, and upon the return of the original the duplicate is filled in and mailed back to the customer. "While this is a new plan with us, it is the biggest thing that we have ever done to keep an accurate and systematic check on past-due accounts. One of the nicest features is that it is taken seriously by the customer and also accepted as a courtesy extended to them. The use of this will in no wise offend your closest friend or most critical customer. These certifi- cates are placed in a binder, and the reverse may be used for any memorandum as to further fol- low-up. Upon failing to hear from customers within ten days we write them a courteous note as to why they have failed to take advantage of the credit extension offer, and from then on we follow it up more strongly. Backbone and Repossessions "My experience leads me to believe that phonograph dealers as a whole meet the re- possession difficulty much too timidly," added Mr. Preston, "thereby educating the public to expect to be able to send back their machines on the very slightest pretext, which is bound to arise in almost every case where the con- tract covers a year's time. Any dealer who is in the habit of putting up any opposition to repossessions knows that the excuses given for returning machines are seldom the real reason; in fact, in most cases a real reason rarely exists. As a rule it is a very simple matter to place customers in a hole by asking a few pointed questions about their future intentions. They expect so little opposition that they are not pre- pared with elaborate alibis. I have found that the intimation that you intend to check up on their statements before taking any definite ac- tion will in a great many cases cause a com- plete change of front, and if given an easy way out so as not to embarrass them they will go home and decide to keep the machine. The question of bringing suit to enforce your con- tract is one that every dealer must decide for himself. A good, strong policy governing your dealing with repossessions, coupled with a PLEASE SIGN AND RETURN ATTACHED BLANK ACCORDING to our records, your account shows you to be in arrears to the amount ol $ , and or course you are aware of the (act that your contract reads: "In default of any one pay- ment, the entire amount becomes due and payable." Unless an extension is agreed upon. We feel that you have let this slip your mind and would ask that you all out the attached Certificate of Extension and return to our office at once in order that our credit department may approve Ibe extension of time yow desire, providing the ciijrum stances warraut, thus protecting you on your contract. TniS BLANK SHOULD BE FILLED AND MAILED TO US PROMPTLY CERTIFICATE OF CREDIT EXTENI HON DON C. PRESTON. 801 Bakersfield. Calif. The reason for not having paid my regular Date . ... 192 installment is because ...after careful consideration. I find that I can adjust my affairs so as to take care of my obligation, with you. and remit S the _ day of .-_ 192*. Amount Due on Contract - Amount Due on Interest >_ -._ S Amount Due on Miscellaneous... $ Total Amount Due I fully realise that this is not In accord- ance with the terms of my contracl-lease and it is quite out ol the ordinary to have such a courtesy extended me. and I will on the above date remit to your office the amount specified herein. Approved by _ _ (Signed) PROTECT YOUR CONTRACT AND CREDIT WITH THIS APPROVAL CERTIFICATE Preston's Credit Extension Certificate knowledge of how to enforce payment in cases where no other method is successful, gives a dealer so much confidence in his ability to save the sale, that a resort to legal measures is seldom necessary. A phonograph dealer work- ing on the assumption that the customer is al- ways right, particularly in small territories, will find his repossessions eating up a large propor- tion of his legitimate profit. Cleaning Out "Dead" Contracts "We have formed a policy of at all times buy- ing goods from ourselves first instead of from manufacturers and jobbers. By this I mean that where we have an account that is not pay- ing, and with no hope of an arrangement where- by there will be any reasonable renewed ac- tivity, we immediately resell this instrument, but only in cases where it is impossible to make some satisfactory adjustment. In this manner one can keep his contracts practically clean at all times without having to take special periods for 'clean up campaigns'." Every User Satisfied Sample Postpaid 3.60 Half Dozen at - 3.40 One Dozen at - 3.25 ORDER DIRECT OR FROM YOUR JOBBER The Violin Spruce EDISON ATTACHMENT Gives the clear, non-metallic tone the Edison user expects from lateral cut records but is unable to obtain with ordinary attachments. FIVE YEARS HAVE PROVEN THAT VIOLIN SPRUCE DIAPHRAGMS IM- PROVE WITH USE LIKE A VIOLIN THE SPRUCE DIAPHRAGM CO., CLEVELAND, OHIO July IS, 1924 THE TALKING MACHINE WORLD E 1 The Portable's Companion PEERLESS CARRYING CASE CARRYING CASE— PEERLESS It Has No Rival! RECORD ALBUM— PEERLESS With an Established Clientele! RADIOLOG— PEERLESS There Is No Other! (For All Records) Every Portable sold should mean a sale of a Peerless Record Carrying Case. Not only for the additional profit on the transaction, but because the carrying case assures con- stant use of the machine and a continued interest in records. It will further the sales of the weekly and monthly record releases. During the Summer the increased total of record sales through the sale of Peerless Carrying Cases will be substantial. PEERLESS —the Album Album Sales mean more record sales. There is profit in both. Peerless Albums are quality products, allowing a good mar- gin of profit to the dealer. Peerless Radiolog A new accessory with a wide sale. If you do or do not carry Radio you can profitably sell Peerless Radiologs. They will bring Radio customers into your store — thus in- creasing your clientele. Other Peerless Products DeLuxe Record Albums "Big Ten" Albums Classification Systems for Albums "Songs of the Past" Album Record Album Sets for All Make Machines Record-Carrying Cases Record Stock Envelopes Record Delivery Bags Supplement Mailing Envelopes Photograph Albums Samples Sent on Request PEERLESS ALBUM COMPANY WALTER S. GRAY CO. Pacific Coast Representative San Francisco and Los Angeles PHIL. RAVIS, President 636-638 BROADWAY NEW YORK L. W. HOUGH 146 Mass. Avenue Boston, Mass. 1 IS) 10 THE TALKING MACHINE WORLD July 15, 1924 (Registered in the U. S. Patent Office) PUBLISHED BY EDWARD LYMAN BILL, Inc. President and Treasurer, C. L. Bill, 383 Madison Ave., N. Y. ; Vice-President, J. B. Spillane, 383 Madison Ave., N. Y.; Second Vice-President, Raymond Bill, 383 Madison Ave., N. Y.; Sec'y, E. L. Bill; Ass't Sec'y, L. E. Bowers; Ass't Treasurer, Wm. A. Low. J. B. SPILLANE, Editor RAY BILL, B. B. WILSON, BRAID WHITE, Associate Editors C. R. TIGHE, Assistant Editor LEE ROBINSON, Business Manager F. G. SANDBLOM, Circulation Manager Trade Representatives: V. D. Walsh, E. B. Munch, Robert C. Anderson, Jr., V. E. Moynahan, A. F. Carter, C. Chace, Edward Lyman Bill, A. J. Nicklin Western Division : Republic Building, 209 So. State Street, Chicago, 111. Telephone, Wabash 5242. Eugene F. Carey, Representative Boston: John H. Wilson, 324 Washington Street London, Eng., Office: 2 Gresham Building, Basinghall St. W. Lionel Sturdy, Mgr. The Talking Machine World has regular correspondents located in all of the principal cities throughout America. Published the 15th of every month at 383 Madison Ave., New York. SVBSCRIPTION (including postage): United States, Mexico, $2.00 per year; Canada, $3.00; all other countries, $4.00. Single copies, 25 cents. ADVERTISEMENTS: $6.50 per inch, single column, per insertion. On yearly contracts a special discount is allowed. Advertising pages, $172.00. REMITTANCES should be made payable to Edward Lyman Bill, Inc., by check or Post Office Money Order. ESP NOTICE TO ADVERTISERS — Advertising copy should reach this office before the first of each month. By following this rule clients will greatly facilitate work at the publication headquarters. Long Distance Telephones — Numbers 2642-3-4-5-6-7-8 Vanderbilt Cable Address: "Elbill," New York NEW YORK, JULY 15, 1924 Come, Let Us Reason Together! IT has been asserted, and undoubtedly with a great deal of truth, that 90 per cent of widely advertised patent medicines such as those claimed to cure "that tired feeling in the morning," or "that sluggish feeling after heavy meals," and to give octogenarians boyish ideas, are sold to those who up to the time of reading the advertisements have enjoyed practically perfect health, but who, checking up on the advertised symptoms, are impressed with them and immediately become very ill individuals. The same psychology applies to so-called business ills and their proposed cures. It cannot be said perhaps that 90 per cent of the complaints about poor business are bunk, but it is quite certain that the constant wailing of certain groups of malcontents has the effect of making current business and future prospects seem discouraging. There are associations, for instance, the meetings of which, instead of acting to stimulate the members, might be more properly termed "moaningfests," for, from the sound of the gavel at the opening to the adjournment, about 60 per cent of the time is consumed by officials and others who insist upon preaching to the membership at large just how "rotten" trade really is and how hopeless is the future. It cannot be said that false optimism is going to make poor business good, but it can be said that an overabundance of pessi- mism has the effect of making many ordinary merchants quit trying. They have felt that business conditions are not just to their liking, but have been working a little harder and getting results that proved profitable, even though not to such a large extent as hoped. In their own particular fields they have endeavored to keep things moving nicely until such time as demands became more active and have shown little inclination to quit trying until they hear those whom they regard more or less in the light of oracles tell how really hopeless conditions are. To study the dealer's problems and point out to him ways and means for solving those problems and increasing his income come very properly within the scope of association activities. But that work can be carried on in a constructive manner and on the basis that in his present business the dealer has a sound foundation upon which to build. To carry on a destructive campaign — one calcu- lated to cause the unthinking retailer to throw away the results of a decade or two of hard and in a great measure successful work by undermining his confidence in his own industry — is certainly working in the wrong direction. To persist in telling a merchant that business is good when it isn't is illogical, but to paint things for him as being much worse than they actually are is most certainlv to be condemned. Thinking and Acting on Summer Business A DEALER in the East during the past few months spent con- siderable money in newspaper advertising and window displays featuring portable machines, and although the results were com- paratively good, they did not measure up with what he believed the results should be in consideration of the monev and effort involved in the campaign. In planning and carrying out the campaign the dealer had in mind the possibility of extending his list of clients with a view to increasing record sales through catering to these new customers and perhaps selling them a cabinet machine later on when cool weather drove them indoors. He did increase his list and on a paying basis, but not quite so extensively as he had hoped. One day, moved by what the racetrack followers term a "hunch," this particular dealer loaded a half-dozen portables and a few dozen records in the back of his flivver, stepped on the gas and went calling upon some of his old-time and regular customers, those to whom he had sold large machines and to whom he still sold records. He found it a simple matter to gain an audience because his customers knew him, and by good, intelligent argument, without undue forcing, he succeeded in selling five portables to these same customers, people who were planning to go to Summer homes or camps, and who had heard of the advantages of the portable machine but needed just that little personal touch to put the sale over. That particular dealer and his salesmen have been combing, and are still combing, a large list of customers and meeting with very gratifying success. There are, of course, some new clients being added to the rolls, but this year at least this, particular dealer is depending upon doing business with those who are already his friends. As he views it, he is saving some new customers for the sale of larger machines in the Fall. Another angle is that the personal visits have resulted in the sale of several hundred records from the current lists — records new to the. customer, and which made an appeal through the personal demonstration. It all goes to prove that the secret of good business is in keeping the friendship of customers and being able to sell to those customers the new products as they appear. It represents the line of least resistance, for it overcomes that great handicap of direct selling, making the approach and getting the first hearing. Many will remember the "Vision of Sir Launfal," wherein the knight traveled across Europe and to Palestine in search of the Holy Grail that was found finally to be held by the beggar sitting at his own gate. How many merchants are going far afield in search of business that is lying right at their doorsteps, theoretically, and available to the careful canvass of customers already on their books. Best Methods to Adopt in Radio Merchandising A GREAT majority of talking machine dealers either handle, or plan to handle, radio in some form or another, and although Ihere are still many who are awaiting developments, so to speak, by far the greater number have come to the conclusion that there is no middle ground and that they arc going to handle, or not handle, radio equipment. Certainlv the developments in the radio field not only among radio manufacturers themselves, but among talking machine manu- facturers who have given, and are giving, careful attention to radio have been constant and impressive and in practically every way lending towards better products, particularly from the angle of the man w ho is expected to merchandise them. Radio has gained a sufficient foothold in the talking machine trade to make pertinent and timely a careful consideration of the best methods to lie adopted in the merchandising of this newest product, for although theoretically the talking machine dealer need follow up only his own regular clientele to produce a fair volume July IS, 1924 THE TALKING MACHINE WORLD 11 of radio business, there are problems connected with demonstrating and selling sets, terms and the giving of service, that are consider- ably different from those that have proved successful in the handling of talking machines and records. These problems are not in any sense theoretical, but their presence has been proved through actual experience. The dealer who allows long terms on radio apparatus and allows those terms to apply to the perishable equipment such as batteries, tubes, etc., requires only a few repossessions to convince him of the fallacy of the system. Certain dealers have proved that it is possible to make money handling radio, particularly those receiving sets and loud speakers that are kept more or less out of the hands of the "gyps," but the selling methods must be those that experience has shown are best adapted to the product. He must be careful in fixing his terms, making his promises and giving his guarantees. In short, if the talking machine dealer has gone, or is going, into the new field seriously, he should take the precaution of going into it intelligently as well. In the buying if he is careful he can rely more or less upon the reputation and guarantee of the manu- facturers, but the selling is his own problem and upon successful selling depends whether or not he really makes money. Proof of Stability of Talking Machine Industry DESPITE the wailings of some members of the talking machine trade that business has gone to the bowwows and shows a steady downward slide, the Victor Talking Machine Co. has come forth with an announcement in the public press to the effect that the output of Victor instruments planned for this year will exceed by 48 per cent its output for 1923. The announcement is calculated to take the kick out of the pessimist's wail. It is true that this increase of nearly 50 per cent in production applies only to the products of one company, but it cannot be denied that the progress of the Victor Co. has reflected, and still reflects, the development of the industry. Another thing that is encouraging is that the Victor Co. in its statements and in its plans is nothing if not conservative. If that company has increased its machine production 48 per cent, it is safe to gamble that there are in sight, if not actually on the books, orders to absorb that increase. In making its statement to the public the Victor Co. has rendered a real service to the industry, a service that can help to restore and maintain respect and confidence in the talking machine and its future. Arousing Public Interest in Your Product NEVER in the history of the country have national political conventions, called to nominate those who represent the Repub- lican and Democratic parties in the race for the Presidency, been brought so close to the average voter as this year. It is estimated that in addition to those who followed the conventions through the newspaper reports, most generally biased, there were between ten and fifteen million citizens who followed the proceedings, both in Cleveland and in New York, minute by minute by radio and heard every detail as it occurred. How many talking machine dealers took advantage of this close personal interest via radio in convention proceedings to arrange special window displays with a view to capitalizing that interest and developing it into sales ? How many placed in their windows records made by various Presidents of the United States when such were available ? Or, how many featured records by individuals prominent in the public ^ye at this time, or records of patriotic marches and songs, and the campaign songs featured by different parties and various delegations? At the Victor Exhibition Salons in New York during the Democratic Convention the window was given over to four records placed alongside descriptive cards, while above all was a placard with black lettering on gold announcing the "Voices of the Presidents." One of the records bore a speech by Roosevelt; an- other a speech by Taft, a third an address by Wilson, and a fourth an address by Harding. Anyone who took the time to watch the crowd around the window during the greater part of the day and evening could have no mistaken idea as to the value of thus capital- izing a national event. The Democratic Convention represented only one opportunity of scores that occur each year, and the retailer does not have to be in New York to capitalize the event in his window displays and advertising. When a national event is concerned modern means of instant communication have made Hickey's Corners as much a part of the picture as Broadway. Sherman, I l=5==II m flay & Go. =1 4x3 if r iu 1 r tfictrolas Victor (Records tyictor cAccessories Main Wholesale Depot:' 741 Mission Street, San Francisco, Cal. Branch Wholesale Depots: 10th and Santee Streets, Los Angeles, Cal. N.W. Corner 13th and Glison Streets, Portland, Oregon Oceanic Bldg., Cor. University and Post Streets, Seattle, Washington 330 West Sprague Ave., Spokane, Washington ll ear ll # i| I 11 ! >|=f|ll ■MUSS** art !i 1 =3 -a vvx\N| ll fc:=™^^ ji ^====^ 5 DISTRIBUTING DEPOTS fr YOUR CONVENIE NCE 12 THE TALKING MACHINE WORLD July 15, 1924 How a Live Retailer Cashes in on Radio Profitable Publicity, Demonstration and Service Methods of Emporium Radio Department Outlined by C. S. Mauzy, Manager Certain definite developments have taken place in the retail merchandising of radio which are the result of experimentation on the part of forward-looking dealers who have discovered that the arrangement of the radio department, demonstration facilities and sales tactics all play a vital part in placing this branch of the business on a profitable basis. How the Emporium Sells Radio One of the most successful and modern talk- ing machine and radio departments is that of Emporium Radio Display and Booths the Emporium in San Francisco, which is under the able management of C. S. Mauzy. This concern has made some big strides in merchan- dising radios which are worth setting forth for the valuable pointers which other talking ma- chine dealers, who are handling or contemplate handling radio, may profit by. Attractiveness of arrangement of the department is considered important, as may be seen by a glance at the two accompanying views of the radio depart- ment, one of which shows the convenient service counter and the other showing the booth ar- rangement. Leading a prospective customer to an attractively arranged booth where several radio outfits or combination radio-talking ma- chines are on display and where the demon- stration may be made without annoyances and sales-killing interruptions has been found con- ducive to the best results, both in getting the best performance from the instruments and at the same time placing the prospect in a recep- tive mood, so that the salesman can do his work most effectively. Variety of Lines Essential Following is an outline of the various points of operating a radio department, which C. S. Mauzy, manager at the Emporium, has set forth for The World and what he believes every dealer must consider: "The combinations of radio and phonograph which have come on the market have brought us to the point where we have something more to sell than strictly a phonograph and the ac- cessories required — for these combinations established a radio section. In dealing with the combination radio-talking machine we soon dis- covered that a great many people are not in- terested in the combination, and necessarily we added complete lines of separate radio instru- ments, striving in every case to first secure those lines which had a range of prices and a complete and thoroughly standard guaranteed equipment. Separate Radio Advertising Pays "Located as we are in one of the largest stores west of Chicago, naturally a certain Radio Service Counter and Part amount of business gravitates to us. We have coupled with this advertising in the main ad of our store and also separately on the radio pages of the local newspapers, the latter being most effective. To further attract the attention of radio enthusiasts we have made special drives on various radio items. For example, the last and most successful drive featured a stor- age battery. This brought many customers into the radio department and resulted in the sale of EIGHT POPULAR VICTOR ARTISTS In Concert and Entertainment Personal Appearance of Eight Popular Favorites on One Big Program A live attraction for live dealers and jobbers Bookings now for season 1924-1925 Sample program and particulars upon request PHILIP W. SIMON Manager 1674 Broadway New York City BILLy i*lURK.Ay other radio accessories than the one featured. Public Demonstrations Pay "Publicity directed towards the radio depart- ment has been gained by demonstrations in vari- ous clubs and halls and making demonstrations to customers in their own homes. With the Super-Heterodyne no aerial is necessary, so demonstrations of these instruments in the homes are made easy. However, where it is necessary to install an aerial the same is done at the expense of the party desiring a demon- stration, and a flat charge of $10.00 for all aerial construction is made, the aerial remaining the property of the prospect if the set demon- strated is returned. Sell for Cash and Instalments "Sets are sold on a cash or time basis, as preferred by the customer. Sales on the instal- ment plan are on the basis of one-third down and the balance payable within a period of six months. Interest at 6 per cent on instalment sales is charged, and the contract requires that payments be made at the office of the company each month. Service the Biggest Problem "■Service in radio is the biggest problem we have to solve, and service is given with- in the lines of our policy, which, briefly, is as follows: We be- lieve our merchan- dise equals the price paid for it by the customer, and that of Display in the event that the same is not entirely satisfactory within a period of four days we will accept a return and allow a credit for same in cash and with- out argument. This places the radio depart- ment in the position for carrying such mer- chandise on a basis that will prove satisfactory when the customer has reached home and the sales person's selling enthusiasm has passed out of her mind. With the delivery of every ma- chine a salesman or instructor spends an eve- ning at the home of the customer to demon- strate the operation of the set. "Those items which create radio satisfac- tion, selectivity, ease of operation, quality, work- manship, appearance, such that it will be an ornament in the home and not an intricate piece of machinery, are some of the more important considerations in the selection of the lines which the dealer must consider. "The second item in consideration is whether or not the manufacturer controlling the output of radio products will confine them to legitimate dealers capable of handling the product or whether they will be scattered regardlessly to every electrical shop and automobile dealet throughout the country." Rodeheaver Dines Starr Staff Popular Ensembles including Campbell &,Burr - Sterling Trio • Peerless-Qnartet On his return from Australia after a trip around the world, Homer Rodeheaver, famous evangelistic singer and Gennett record artist, tendered a luncheon to the staff of the New York office of the Starr Recording Laboratories, makers of Gennett records, in celebration of his homecoming. Among those present were R. C. Mayer, sales manager of the Eastern ter- ritory of the Starr Co.; Thomas Griselle, music director of the laboratories; G. H. Keates, A. J. Lyons, E. P. Miller, Miss Marie Cleere, Miss Lillian J. Medoff, .Herman Koenig and W. G. Russell. The Gennett Orchestra, which accom- panies Mr. Rodeheaver on many of his record- ing, were also present at the luncheon. July 15, 1924 THE TALKING MACHINE WORLD 13 HONEST QUAKER | REG. U.S. P/ITFA/r O^F/CB &= C*Af<4£>s? Mailt Sjorln^s and /^BUSINESS 'Out- BUSINESS — — " Slfcfl' Lasting Business is Foumied on fk Solid RoiHigf Qnalitx — OUR CREED: Never shall any item be illustrated in our catalogue unless we are in a position to fill your orders promptly. Never shall any of our mer- chandise be other than exactly as illustrated, and never shall anyone in our organization be authorized to make any statement that is not authentic, consistent with proper and good business deal- ings and such as we would expect from you. REPLACEMENT PARTS FOR EVERY Never Claiming Per- fection but forever seeking it we offer a Service to the Phonograph Indus- try that is used by successful mer- chants in every part of the world. MOTOR, TONE ARM and REPRODUCER 14 THE TALKING MACHINE WORLD July IS, 1924 Advertising Is the Key to Portable Sales Increasing Portable Sales Through Publicity— Appealing to the Masses — Price Is an Important Factor — A Neglected Sales Field Summer days are here, and once again the great annual migration to mountains and shore is under way. Every day the great exodus con- tinues and unless the talking machine dealer is on his toes for business he is bound to suffer through loss of record trade as well as in the sale of machines. He will suffer, however, only in proportion to his lack of enterprise. This very vacation season brings with it unusual sales possibilities. The vacation-going public is interested in one thing only at this season, namely, recreation, and whether music is made a vital part of the holiday depends in a large measure on retailers. Portable Sales the Answer While the sales volume of large machines is certain to suffer to some extent, at least, the talking machine dealers have at hand in the port- able an instrument which is especially adapted for use by vacationists, whether it be in cottage at the seashore, or in a mountain camp. Cer- tain it is, however, that the person engrossed in making plans to get away from the city dur- ing the hot months, or even for the annual two weeks, will not recognize what the advantage of taking a portable talking machine along will mean in the way of increased pleasure. That is where the retailer comes in. It is up to him to make the public realize that a portable talk- ing machine and some records are just as im- portant in making the vacation or Summer holi- day a success from the standpoint of pleasure as are the fishing rod and the golf clubs. The retailer must drive home that message, or the chances of doing the business which may be expected because of the particularly appropriate- ness of this small instrument will be largely cur- tailed. Sales Through Portable Publicity Many retailers already this season and dur- ing past seasons have cashed in on publicity, that is, through advertising, both direct, such as newspaper publicity, and indirect, by means of window displays, etc. The dealer must plan his campaign carefully and then go through with it. Half-hearted measures will bring half- hearted results. The quickest way to reach the great masses of the people in any community is through newspaper advertising. Consistent advertising, in which portable instruments are featured in a manner to make them desirable as Summer vacation accessories, will produce sales. Results have shown this to be true, and this year more than in past years advertising should have an important influence on sales of portables. The reason for this is that the ad- vertising of the manufacturers of various port- able machines as well as the efforts of indi- vidual retailers has been instrumental in edu- cating a large part of the public to the uses for which the portable type of instrument is espe- cially adapted. Excellent Portable Advertising The illustrations herewith show how three live concerns arc going after business. Two points are stressed particularly in each ad, first and most important, the pleasure to be derived from a portable talking machine during the Summer, and, second, price. Of course, these are the iwo important considerations insofar as the portable as a Summer vacation accessory is con- cerned, and, therefore, they should be featured as strongly as possible. The advertisement which brings before the reader a picture of a jolly gathering at camp, picnic or seashore with The fact that portables are so reasonably priced influences many people to purchase one, but the public will not know how low the cost of a good portable actually is unless the retailer steps out and tells them through advertising, window displays or some other equally effective manner. This applies with equal force to bring- A Portable Victr for Your Vacati 50 $ Yorj carry It ltkfl a traveling bag ON EASY TERMS BE sure and tain along a portable phonograph when yoa leave for yonr trip this Bummer. Our liberal VIctTola No- » payment plan makes it mighty easy for you to possess one. TilE PORTABLE VICTROLA takes music everywhere — on boat, train, camping trips, into the hills and forests. It's the handiest little affair— closes up like a small suitcase, with room A r" /~V for 6 10-in. records. THE PORT- >\ Si I ABLE VICTROLA is priced,. First Ave. at Wail St. Small and Compact as a Suitcase For the Dance, Song, Anywhere, Everywhere A Portable Phonograph Will Add Joy! /ypokane> Greatest /iome-furni^hin^ y*loro Your Credit Lr Good Three Excellent Examples of Portable Advertis- ing With a Strong Summer and Vacation Appeal the portable providing the entertainment is a sales builder. That is what the dealer should strive for in his advertising. Make the public realize that the portable instruments you handle will give added pleasure during the Summer months. Educate them to the merits of this in- strument. Go after business in every way and the profits will take care of themselves. Price Important The second point emphasized in these three advertisements is price. Now price plays an important part in the purchases of the average man or woman. The majority of the public be- longs to the great middle or wage-earning class. Vacation means the expenditure to most people of a considerable lump sum for a brief period of recreation. Many of them have large talk- ing machines in the home, and unless they are convinced that a portable instrument will add l onsiderably to their pleasure they will not buy. ing the merits of portables as musical instru- ments home to the public. Another Portable Field There is another year-round portable sales field which seems to have been generally over- looked. At least few dealers seem to make any real effort to go after portable business among those people of their communities who cannot afford the comparatively large expenditure re- quired for an upright or console instrument. There are many fine portable prospects among the people of any community whom the dealer, in the ordinary course of events, would not solicit for business, and this is especially true in view of the fact that there are portables on the market to-day that will grace any home, and their reproducing qualities compare favor- ably with larger instruments. Every portable sold will mean an additional record customer, and this is an important consideration. STARR PIANOS ^TARR PHONOGRAPHS GENNETT RECORDS Represent the Hiqhert oAttainmmt in cMusical QVorth STARR PIANO COMPANY Established 1872 Richmond. Indiana July IS, 1924 THE TALKING MACHINE WORLD 15 Tint KENNEDY PORTABLE RADIO RECEIVER MODEL III (Kennedy Receivers are Non'radiating) ot a compromise for the sake of summer portability— but a full-size, full-volume receiver for all year round home use. You'll find something interesting to your cus- tomers in this full-volume portable radio. It is one way to keep radio enthusiasm active and help summer sales. Here is a receiver that can be picked up and taken along. Completely self- contained — batteries, phones, phone- plug, and all. Uses any aerial — even a wire fence or a wire over a tree branch. The Kennedy Portable is light and compact, but portability is gained with- out sacrificing efficiency. It is a real Kennedy; a full' size receiver, using the same radio unit as Kennedy cabinet sets. Practically trouble-proof. Stations can be logged with absolute accuracy. One dial controls wave length and the dial setting that brings a station in once will bring it back at any time— even on another aerial miles away. Re- markably simple to operate; clear, ^ pure tones and lots of volume on nearby or distant stations. The Kennedy Portable is a sensitive, selective, 3 -tube set that is built for use anywhere and any time. A Kennedy dealership is a fine business asset. Get acquainted with the Kennedy line, — ■ especially the forthcoming models that will complete the present line. Wonderful tone quality — splendid appearance. Dealers are invited to write Armstrong Regenerative. Licensed under U. S. Patent No. 1,113,149 THE COLIN B. KENNEDY COMPANY SAINT LOUIS, MISSOURI ^^^^^MliililiililiillJ^^^^^ KEN Uhe cRqyalty E D Y vo/^ Siadio 0520-2 16 THE TALKING MACHINE WORLD July 15, 1924 Definite Publicity Campaign Builds Sales McManus Bros. Follow Up Newspaper Publicity and Revive Pub- lic Interest in Sales Message — Circulars and Booklets Help Drive The policies which govern the management of a talking machine store vary to a large ex- tent, dependent on a great many factors. Some dealers find that the location of the store is the main feature in attracting customers and conse- quently bend all their efforts to making the store as attractive as possible. Others in a less advan- tageous position depend on outside sales forces who canvass the immediate and adjoining ter- ritories for prospects, while another type of dealer depends almost solely on advertising and effective publicity broadsides sent to his mailing list. These methods of increasing the business of the store are the ones most used by dealers throughout the country and each have their virtues and the method to be used or the com- bination of two or all the methods is governed entirely by the situation of the store, the class of trade with which the store deals and the competition which the dealer encounters. McManus Bros. Advertising Pays The talking machine and radio department of McManus Bros., Elizabeth, N. J., inclines toward the policy of advertising in the local papers and an ambitious follow-up campaign among the 10,000 people whose names are on the mailing list of the store. Possessed of a repu- tation which is of the highest and with the proud slogan of forty-three years of service to the people of the city, the store's advertise- ments carry weight and bring good results. The Victor and Edison lines are carried in the phono- graph department and the complete radio line of the Radio Corp. of America is also strongly featured. Each article receives its full share of advertising and publicity as do also records, a phase of the talking machine business which many dealers neglect. Mails Advertisements to Prospects One of the policies practiced by the manager of the department, F. Weidman Evans, and one that lends much effectiveness to the advertise- ments in the local papers, is that of having re- productions made of the advertisements and to reprint the same on heavy coated paper, sometimes on tinted stock and at other times in two colors. It can readily be seen that an advertisement which is considered effective and attractive when it is run in its usual form on cheap newspaper will be doubly so when it is seen alone and on a high grade of paper or in colors. Another feature of this policy is that it serves as a reminder of any offer which may have been made in the original advertisement. It is obvious that an advertisement appearing in a newspaper loses much of its pulling power because of the fact that there are a large number of bargains offered by other merchants appear- ing side by side with the dealer's announcement and the attention of the reader may be distracted from the interest in a talking machine or radio to that of some other article of merchandise. Hence this follow-up revives whatever interest may have originally been aroused. Different Appeals Stressed In the advertisements and literature featuring the Victor and Edison instruments, different appeals are stressed. In one the desirability of music in the home is featured with the quota- tion from Longfellow, "Show me the home where music dwells and I shall show you a happy, peaceful and contented home." Another message emphasizes the fact that the only in- struments offered for sale are those, nationally known, made by manufacturers who are the largest and oldest in the world — instruments of known quality and worth. Another appeal made is that of easy terms, a few dollars down and a few dollars a week enables the prospective purchaser to own any instrument in the house. Pushing Slow-moving Records In addition to sending out the usual bulletins with the latest releases of records, this depart- ment frequently prepares a circular pushing a record from past releases and devotes the entire circular to a description of this record. In this way the department is enabled to push many records which are considered slow movers or dead stock. Features Entertainment Value of Radio In the radio department but one line is carried at the present time, that of the Radio Corp. of America. Mr. Evans has concentrated on this 1 line with the most satisfactory results. In the FULL LINE of HARDWARE FOR UPRIGHT, CONSOLE AND PORTABLE PHONO- GRAPHS. IN NICKEL, GOLD AND SPECIAL FINISHES. 7^ Radio Cabinet Hardware . STAY-ARM INVISIBLE HINGE o o o o o ' o PORTABLE NEEDLE CUP We have been catering to the hardware needs of the talking machine and radio industries for a number of years. Consequently we are in a position to give attention and service of the highest calibre. H. A. GUDEN CO., Inc. 227 CANAL STREET NEW YORK, N. Y. advertisements offering radio sets the price ap- peal is subordinate to the appeal of what the radio will bring, the entertainment features which the set is capable of giving to owners. As an instance, a recent advertisement, before mentioning prices, told of the many features which would make ownership of a radio set desirable this Summer. Under the caption "What's on the Air This Summer?" the answer was given, "The Republican and Democratic Conventions, Ball Games, Football Games, Big Boxing Championship Bouts, Music, Lectures, Church Services and the Whole World of En- tertainment." It is publicity such as this that appeals to the layman who is not conversant with the technical aspects of radio, rather than the advertisements which give at great length the perfections of a certain set in language which is unintelligible to the average prospect. The radio department recently prepared and sent to its radio customers a booklet entitled "Facts that every owner of a Radio Set should know." The reason for the sending out of the folder is given in a foreword which reads: "This folder is offered as an instructor in the proper operation of your radio set and should not be taken as an insinuation that radio sets are continually out of order. Such is not the case. The normal condition of a dependable radio set is a healthy one." The folder in brief answers illuminatingly so that every reader can understand the many complaints which dealers are receiving constantly from radio set buyers It tells why radio reception is better at night than during the day, why battery trouble in- terferes with reception and how batteries should be tested and why it is necessary for an en- thusiast to really understand radio to get the best results. This knowledge, the folder ex- plains, comes from patience and practice. Clever Tie-up With Better Homes Exposition Middletown, N. Y., July 5. — The Holmes Music Co., one of the most enterprising Victor dealers in this vicinity, operating stores in this city and Port Jervis, tied up in a most effective manner with the Better Homes and Building Exposition held here recently. One of the features of the tie-up by this live concern was a booth at the exposition which featured the Victor line of machines and records and was one of the most attractive and interesting displays, judging from the number of visitors who stopped to examine the instruments exhibited. Another feature of the Holmes tie-up was the distribution of an attractive booklet which bore the title "Middletown, N. Y., and Music." The book opened with a brief statement of the advantages of Middletown as a residential and business community. Following pages were de- voted to illustrations of schools and other important structures of the city, space also be- ing devoted to the necessity of music for people in every walk of life and of every age. The Victrola, piano and other instruments and accessories came in for their share of "pub licitv" as one of the necessities of the home. Melody Shop Incorporated The Union Hill Melody Shop, 364 Bergenline avenue, Union Hill, N. J., talking machine and piano dealer, was recently incorporated with a capital stock of $25,000. The incorporators in- clude Richard C. Schmidt, Rose M. Saldarini and Harriet C. Spencer. The store has carried the Brunswick line for many years and recently added Victrolas and Victor records. July is, 1924 THE TALKING MACHINE WORLD 17 Neutrodyne Receivers WE WILL shortly announce new developments in FADA Neutrodyne radio receivers, which, with the far-famed FADA "One Sixty," will complete the most comprehensive line yet developed. Continuously for eighteen months our experimental and research engineers have been at work developing this new FADA Neutrodyne receiving equipment. The FADA Neutrodyne line, when rounded out with these new developments, will consist of several styles of receiver cabinets to meet different tastes and purses. Receivers adapted for the musical trades as well as special Neutrodyne receiver panels for adaptation to console phonographs will be included. As first in the field, with a satisfactory Neutrodyne receiver, it has been the successful aim of F. A. D. Andrea, Inc., through continued experimental and re- search work, to maintain their position as leaders in the radio industry. The new FADA Neutrodyne re- ceivers will fully conserve this end. The new designs will be nationally advertised throughout the entire year in leading radio and general publications. Arrange your plans for radio sales to take advantage of the complete FADA Neutrodyne line, including the far-famed FADA "One Sixty" and the new models, full descriptions of which will soon be available. F. A. D. ANDREA, INC., 1581 Jerome Avenue, New York 18 THE TALKING MACHINE WORLD July 15, 1924 Wm. H. Ingersoll Becomes DeForest Sales Manager New General Sales Manager Widely Known in Sales and Advertising Fields Throughout the Country — Assumed New Duties July 1 DeForest jobbers and dealers throughout the country will be interested to learn of the ap- pointment of William H. Ingersoll as general sales manager of the DeForest Radio Tel. & Tel. Co., with headquarters at the company's executive offices in Jersey City. He assumed his new duties July 1 and is now engaged in laying out plans for an intensive sales and pub- licity campaign for the coming Fall. William H. Ingersoll is known throughout the sales and advertising worlds as one of the most William H. Ingersoll capable and best posted sales executives in the country. His experience dates back more than twenty years, when he started work in the re- tail Ingersoll stores which at that time featured sporting goods and similar products. After being graduated from college he concentrated his activities on advertising, and a few years after joining the Ingersoll organization the watch business became the most important fac- tor, and the firm of Robert H. Ingersoll & Bro. was established. The world-wide fame of Ingersoll watches was one of the outstanding features of the country's commercial activities for many years, and under Mr. Ingersoll's direction, the adver- tising and sales departments of the company were merged. He took active charge of this important work and became intimately familiar with the dealers' selling problems In recog- nition of the success achieved as head of the sales and advertising division he was appointed marketing manager of Robert H. Ingersoll & Bro., and also became a member of the firm. In order to acquire a marketing knowledge in another field, Mr. Ingersoll became associated on a temporary basis with Louis K. Liggett, well-known chain drug store executive, in re- joining the Ingersoll organization and being in charge of sales and advertising until 1918. At that time Mr. Ingersoll joined the Govern- ment service, as national director of the Four- Minute-Men, with 75,000 speakers under his di- rection. When this work was completed Mr. Ingersoll was appointed a member of the Em- ployers' Industrial Commission to visit Europe and study the plans of England and France in connection with demobilization. In addition to his national fame as a sales executive, Mr. Ingersoll has for many years been a foremost factor in educational and club activities in the advertising and sales worlds. In 1907 he was elected president of the Advertising Club of New York, occupying the chair for seven years and having the satisfaction of seeing the or- ganization's growth from sixteen to 1,100 mem- bers. During his regime he appointed the first vigilance committee, which has since become a national institution. As chairman of the Board of the American Fair Trade League from 1913 to 1916, Mr. Ingersoll was closely identified with the national campaign in behalf of price mainte- nance. This League, consisting of the leading business executives in all lines in the mercantile world, included among its directors a number of prominent talking machine executives. Mr. Ingersoll was one of the organizers and founders of the Association of National Adver- tisers, having served as a director and a member of the executive committee. He was the first chairman of the educational committee ap- pointed by this organization, and was also the first chairman of the national committee ap- pointed by the Associated Advertising Clubs of the World, serving as a member of the execu- tive committee of this organization. He was also an organizer and charter member of the Sales Managers Association of New York, and has been active in this organization. As general sales manager of the DeForest Radio Tel. & Tel. Co., Mr. Ingersoll will have exceptional opportunities to utilize his vast ex- perience as a sales and advertising executive. DeForest products, particularly the two new models recently introduced, lend themselves ad- mirably to aggressive sales methods, and Mr. Ingersoll's training and experience will un- doubtedly be reflected in the future success of the DeForest organization. Martin Bros Go. in New Store Sedalia, Mo., July 8. — The local store of the Martin Bros. Piano Co., Springfield, Mo., has been moved to 506 South Ohio street. A beau- tifully arranged and furnished wareroom is occupied at that address. Stanley Shaw is the local manager. There are two phonograph booths, and a room for showing Gulbransen registering pianos in this wareroom. A. Thallmeyer Home From Long European Trip Arranges With Many Foreign Artists to Record for Okeh and Odeon Records A. Thallmeyer, manager of the foreign record department of the General Phonograph Corp., New York, returned on July 10 from a three months' trip in Europe. During his stay abroad Mr. Thallmeyer visited many foreign countries, making arrangements for new recordings for the extensive Okeh and Odeon foreign record cata- logs.- Mr. Thallmeyer is one of the recognized authorities on foreign language recording, hav- ing been identified with this important branch of the business for many years. He has at- tained exceptional success as head of the Gen- eral Phonograph Corp.'s foreign record divi- sion, and has worked in close co-operation with Otto Heineman, president of the company, who is intimately familiar with every detail of the General Phonograph Corp.'s foreign repertoire. F. D. Wiggins Takes Charge of Gennett Record Sales Richmond, Ind., July 5. — The Starr Piano Co. of this city, manufacturer of Starr phonographs and Gennett records, announced this week that Fred D. Wiggins, who had been manager of the company's branch in Chicago, had been transferred to the factory, where he would have complete charge of Gennett record sales. Mr. Wiggins has been associated with the Starr Piano Co. for the past twenty-five years, having occupied important posts in the organization. He is ideally qualified for his new work, and under his direction it is expected that an ex- tensive plan of expansion and co-operation will be conducted successfully this Fall. C. R. Hunt, formerly associated with the Starr Piano Co.'s branch at Kansas City, Mo., has succeeded Mr. Wiggins as manager of the Chi- cago branch. He has also been identified with the organization for a number of years and is a thoroughly competent sales executive. Earle W. Jones Resigns as Cameo Recording Engineer Earle W. Jones, one of the foremost record- ing experts in the industry, and widely known throughout the trade, resigned on July 1 as recording engineer of the Cameo Record Corp., New York. Mr. Jones, who is one of the veterans of the recording • field, is developing important plans in the industry, which will prob ably be ready for announcement about Septem- ber 1. Mr. Jones has been identified with some of the most prominent record manufacturers in the country, and he is generally recognized as one of the best-posted recording engineers in the industry. National Record Albums NEW PORTABLE ALBUM are Good Albums Nationally known because they give real satisfaction. They require less selling effort. Made to contain all makes of disc records including Edison. Write for our list of 1924 styles and prices NATIONAL PUBLISHING CO., 239 S. American St, PHILADELPHIA, PA. THE "PERFECT PLAN The Talking Machine World, New York, July 15, 1924 Another Columbia Gem by Ted Lewis and His Band on Columbia Record 157 D "/ Wonder What's Become of Sally" is on the other side Leave it to Ted Lewis and His Band, America's leading syncopators, to put a dance hit over. They have that in- describable something that makes fox- trots more foxy — or, in other words, makes a hit go for extra bases. In "June Night," on Columbia Rec- ord 157 D, Ted Lewis rings the bell, scores a million and brings home the bacon. It's the coolest, breeziest hot- weather number that you ever carried. And the number on the other side is just as refreshing. "I Wonder What's Become of Sally" was made for Ted Lewis and His Band. This record is going over big. Let's have your orders now. Remember — Ted Lewis records are sure-fire sellers. His organization is more popular to- day than ever, and there is a definite demand for his vivacious style in dance music. And at the same time, include your request for some of the numbers listed on the next page. COLUMBIA PHONOGRAPH CO., INC. 1819 Broadway New York t < Columbia has all the hits and usually first' The Talking Machine World, New York, July 15, 1924 Ted Lewis and His Band Here are some new Records that are sure-fire sellers It Ain't Gonna Rain No Mo'. Red-Hot Mamma. Fox-Trots. Original Memphis Five. I Can't Get the One I Want. Mandalay. Fox-Trots. Paul Specht and His Hotel Alamac Orckesira. 160 D 155 D 75c 75c Driftwood. Fox-Trot. Spain. Tango Fox-Trot. Leo F. Reisman and His Orchestra. 134 D Adoration Waltz. Colorado. Waltzes. The Romancers. 139 D 75c 75c Write to the Columbia branch or distributor nearest you Atlanta, Ga., 561 Whitehall S.reet Boston, Mass., 1000 Washington Street Chicago, 111., 430-440 South Wabash Ave. Cleveland, Ohio, 1812 East Thirtieth Street Dallas, Texas, 2000 North Lamar Street Kansas City, Mo., 2006 Wyandotte Street Los Angeles, Cal., 809 S. Los Angeles St. New York City, 121 West Twentieth Street Philadelphia, Pa., 40 North Sixth Street Pittsburgh, Pa., 632 Duquesne Way San Francisco, Cal., 345 Bryant Street Toronto, Ont., Canada, 1244 Dufferin Street Buffalo, N. Y., 700 Main Street Detroit, Mich., 439 East Fort Street Minneapolis, Minn., 18 North Third Street Montreal, Canada, 246 Craig Street, West Seattle, Wash., 911 Western Avenue * * * * COLUMBIA WHOLESALERS, Inc. 205 West Camden Street, Baltimore, Md. COLUMBIA STORES CO. 1608 Glenarm Avenue, Denver, Colo. COLUMBIA STORES CO. 221 South West Temple, Salt Lake City, Utah TAMPA HARDWARE CO. Tampa, Fla. W. W. KIMBALL CO. Wabash and West Jackson Boulevard, Chicago, 111. COLUMBIA DISTRIBUTORS, Inc. 1327 Pine Street, St. Louis, Mo. 224 West Fourth Street, Cincinnati. Ohio 323 North Peters Street, New Orleans, La. The New Columbia Portable To demonstrate this wonderful portable is to sell it. It is light, small and compact. What's more it has a richness of tone and a fullness of volume that can't be equaled by any other phonograph in its class. The selling season for portables is here. Visit the Columbia branch or distributor at once and investigate the New Columbia Portable — you'll want to carry it! The dealer who takes on the New Columbia line is aware that he is backed by an organization whose business policies are sound and aggressive and whose co-operation is whole-hearted and complete. Columbia New Process RECORDS July 15, 1924 THE TALKING MACHINE WORLD 19 Creating Sales Among the Foreign-Born Securing the Confidence of Newcomers to Our Shores Requires Study of Their Preferences, Says H. L. Wasserman, Live Dealer Foreign record buyers are far more liberal in their purchases than is the average American. The latter expects to buy one or two records and views his purchase from that angle, while the former will buy music — the type that pleases him and fits into his particular tastes, station or musical education — with the cost usually the second consideration. So stated Harry L. Wasserman, proprietor of the United Music Store, which features foreign records on St. Clair street in the the- atrical district of Toledo, O. He was at one time associated with the Ford Motor Co., De- troit, where he came in daily contact with many types of foreigners. He studied their manner- isms, tastes and habits. This knowledge he is now applying to the foreign record and talking machine shop which he is conducting success- fully and which is rolling up an increase in sales each month over the preceding one. He has also music-store training to his credit. How to Handle Foreign-born Patrons According to Mr. Wasserman one of the first things a merchant aspiring to do business with the foreign population in his territory must ob- serve, if he is to be successful, is that the am- bition of every foreigner is to talk English and to use American manners. Therefore, a dealer must always overlook his mistakes in speech. He should listen carefully and endeavor to un- derstand his customer's desires the first time so that it will not be necessary for the latter to repeat, for the newcomer to our shores is as a rule very sensitive. Then, never praise a record to a foreigner until you find out his exact tastes in music. You will find he generally knows music better than we do, though, to be sure, his likes and dislikes vary much as ours do. Too many deal- ers work by a rule and believe that all people coming from Norway like accordion records; from Russia, balalaika; Poland, polka dances, and so on. While this is true to a certain extent, it does not apply in all cases or even in a ma- jority of instances. Must Win Confidence of Prospects Further, the dealer must endeavor to win the foreigner's confidence and this can best be done by treating him as an equal. That confidence begets confidence is especially true with respect to the people from overseas. If you know his language or are familiar with the music of his country you have a great advantage over the merchant who does not. Most foreign record retailers can speak sev- eral languages. Mr. Wasserman speaks several. Some employ salespeople who know a number of tongues and from these persons others grad- ually learn to please the foreign customer. A great mistake is made by many merchants in simply asking the foreigner when he comes into the store what kind of record he wants and then handing the entire pile of records in stock of that particular language to the patron and depending upon him to select the numbers he may favor. If the first one or two happen to be old, distasteful or selections he already possesses, he will most likely walk out of the store dissatisfied. You would never treat an American customer like that. Remember, the foreigner is sensitive, he wants your confidence and respect. If he once has this he will broad- cast your store every day in the week to his friends. Must Study Catalog Retail record dealers contemplating the for- eign record field will do well to study the foreign catalog diligently and to attempt in every way to acquire an understanding of the records they expect to deal in. This, of course, would depend upon the people residing in the vicinity of the dealer's store. Whether these people are Polish, German, Spanish, Italian, Mexican, Hungarian, Hebrew or of other races is highly important and must be determined in advance. In the beginning it may be necessary for a new dealer to make a note in the corner of each record envelope stating the type of music, song, dance, folk song, or other helpful informa- tion. If you have the proper preparatory work you will soon acquire facility in handling the foreigner and add to your store of knowledge and grow in his estimation — all of which will build good will for your store. An idea of the number of foreigners in any locality may be obtained from the newspaper offices, city directory or post office. It is stated that in most of our large industrial cities the average percentage of foreigners to the other population is nearly 30 per cent, perhaps more. Mr. Wasserman has all this information tab- ulated upon cards and has won the confidence of his following to such an extent that he now has standing orders from many customers for new releases. He is not satisfied to sell less than fifty records of a number, which soon amounts to a fine total. Portables and low- price console talking machines are favored by the foreign buyer, for several reasons, one of which is the low price of these instruments. Build Up Your Radio Department During the Summer! Establish yourself in your locality through the popularity of the Port-A-Bout — the all-year radio receiver that's portable. The famous Harkness reflex circuit gives loud speaker vol- ume on two tubes — batteries are self-contained — last for months without replacement — results equal four or five tube sets. The PORT-A-BOUT will bring people to your radio depart- ment now, and by fall you will have a reputation for selling up-to-date radio equipment. Write us now for further in- formation and discounts. We are prepared to make ! Quick Deliveries on — Parts and Accessories Cunningham tubes Eveready "A" and "B" batteries Music Master loud speakers \ Brandes phones and Table Talkers Electrad antenna equipment Harkness Reflex Kits Adapters, plugs and other standard makes of parts and accessories Receiving Sets Cutting and Washington Teledyne Colin B. Kennedy Fada Neutrodyne We Specialize in Establishing Radio Department* Complete $85.50 A Fine Leader for Summer Sales SEND THIS COUPON RADIO STORES CORPORATION, 218-222 West 34th St., New York, N. Y. We are interested in your new Perpetual Radio Catalog, and request you to add our name to your mailing list for special bulletins. Name . ■. Address City and State Dept. T.M.W. 724. 218-222 West 34th Street, New York, N. Y. 20 THE TALKING MACHINE WORLD July 15, 1924 How Luscher Creates "Selling" Windows Every Display Is Made an Eye-arrester Through Attention to De- tails— Careful Planning Necessary — Twenty-four-hour Salesman Attractive window displays as a means of drawing customers and stimulating the sales of records have an ardent advocate in the person of William Luscher, of Luscher's Music Store, New York, who puts his belief into practice by changing the dress of his windows every week. The windows of this store have been so effec- tive and have aroused so much interest and comment throughout the locality that merchants in all lines call upon Mr. Luscher asking for suggestions for dressing their windows. Many talking machine dealers fail to reap the benefits and profits which should be theirs through at- tractive window displays. They seem to lose sight of the fact that the display space of the store represents a definite proportion 'of their overhead and should be made to pay for itself just as does each department of the business. The average dealer in a good location pays approximately one-third of his total rent for window display space, yet this important^ item is often overlooked and the space for which such a price is paid in the case of many dealers is utilized merely as a stockroom. Good Displays at Small Cost One of the chief reasons why dealers fail to cash in on their window displays is the belief that a large outlay of money is necessary for an attractive display. This idea is wholly erro- neous. One of the most striking displays which the writer has seen in some time was the win- dow prepared by the Luscher establishment in conjunction with last Decoration Day. Sim- plicity was the keynote of the display; it stood out in such a way that practically everyone who passed was attracted to it. Yet the total cost of the display did not exceed $5. The floor of the window was covered with artificial grass — on one side poppies were strewn about — pop- pies, the flower of Flanders field, immediately bringing up pictures of the late war — on a placard in the center of this field there was a verse of the poem, "In Flanders- Field." In the other side of the window daisies, symbolic of the Civil War, were scattered about and a placard bore a verse of "The Blue and the Gray." The entire rear of the window was covered by an American flag and a hidden elec- tric fan, constantly revolving, caused the flag to ripple and undulate. In one corner stood a tripod, formed of three muskets and in another a portable Victor stood on the stump of a tree. The only record featured was No. 35718, ex- President Harding's "Address at Washington at the Opening of the International Conference for the Limitation of Armament," and on the other side, his "Address at Hoboken on the Return for Burial of the American Soldiers, Sailors, Marines and Nurses." The rippling flag, the symbolic flowers on the field of grass, the very appropriate bits of verse and the complete lack of any article that would cast a jarring note into the picture caused the display to be one that immediately brought up the thoughts of the day to be observed — it was untainted by any thought of commercialism — yet, the Harding records, which were regarded as completely dead, were sold in great numbers. This proves the value of properly utilized window space. Motion Attracts Attention . "In planning and designing a window display I always try to have some object moving in the window, as the motion invariably attracts the eyes of the passers-by and they stop to gaze at a window which otherwise they would ignore," declared Mr. Luscher, who states that as one of the reasons why his window dressings have been so successful. The soundness of his reasoning has been proved more than once, for within the past year he has been awarded two prizes, both of them in competition with hundreds of other dealers in the Bronx. One of the prizes, a silver loving cup, was donated by the presi- dent of the New York Edison Co., and was awarded to the Luscher store because of an effective and attractive display depicting a camp scene — a Victor portable and the Victor dog each occupying a prominent position in the dis- play. The more recent prize-winning display was adjudged best in a contest held under the auspices of the Automobile Dealers' Association and open to all dealers in all lines in the Bronx. A comfortable music room, with fireplace ablaze and snow falling outside and with a Victrola featured, was the motif of this display, an en- semble which attracted considerable attention from passers-by. Make Displays Create Desire For every person who enters a store hun- dreds pass by. An obvious platitude, yet it is hard to realize the mental process of the talking- machine dealer who, knowing this, fails to have his windows present as attractive an appearance as do his warerooms. The windows are what thousands of people judge an establishment by, and should they carry a careless jumble of mer- chandise it could scarcely be expected that the public would choose such an establishment in preference to one that presents its products in a manner that enables the prospective purchaser to visualize the article in his home, or in a man- ner that creates desire for ownership. Again, the window display works not eight or ten hours as does the human salesman, but for twenty- four hours each day it is working either for or against the dealer. In the case of the display mentioned above it was at night that the pic- ture was most perfect. An amber-colored spot- light shed a soft light over the picture that heightened its effectiveness and did much to complete the illusion. N. K. Edlund Promoted Norman K. Edlund, who recently joined the sales force of the talking machine department of John Wanamaker, New York, after several years' connection with the New York head- quarters of the Rudolph Wurlitzer Co., was made assistant buyer of the talking machine, radio and musical merchandise departments of the Wanamaker establishment. He succeeds W. E. Guthrie, who is now connected with the Adler Mfg. Co. Variety Music Go. Chartered Worcester, Mass., July 8. — The Variety Music- Co., Inc., of this city, recently made application for a charter at the State House in Boston. The capital stock of the company is $20,000. One thousand shares of stock have been issued at a par value of $10 a share. The corporation will engage in the buying and selling of talking machines, musical instruments and supplies, both w holcsale and retail. A Sad Mistake "It's the saddest mistake that business folk make, for here's the interesting truth: People do not see what they are looking at. They see only that which is pointed out to them," says Ruth Leigh in an interesting article in Printer's Ink. The words "value" and "service" and "price" are so closely inter-related that all three are needed to define what constitutes "a good buy". In the purchase of die-castings, the right price is the one which buys the biggest value in the way of service— this term "service" again being understood as the capacity for doing a specific thing well. Where Doehler engineers and metallurgists are given the opportunity to work with a manufacture in ad- vance of actual design and production, material sav- ings in last costs often materially offset disadvan- tages in first cost. BROOKLYN. N.Y. TOLEDO. OHIO. POTTSTOWN. PA BAT AVI A. N.Y. July 15, 1924 THE TALKING MACHINE WORLD 21 In the Swim: 22 THE TALKING MACHINE WORLD July 15, 1924 Keeping Down the Cost of Radio Service Reasons for Profit-killing Cost of Radio Service and How It Can Be Minimized by Reorganization of Merchandising Policies One of the outstanding problems in connec- tion with the handling of radio apparatus is that of service to the customer, and upon the proper regulation of this service and the keeping of it within just bounds depends in a large measure the profit that the dealer may expect to realize from his investment in his radio stock or depart- ment. In the selling of talking machines and records the dealer has been in the habit of giving a broad guarantee, particularly regarding the per- formance of the instrument, and his personal guarantee is backed up by that of the manufac- turer. In ninety-nine times out of one hundred there is no demand for service from the cus- tomer beyond that voluntarily given by many dealers in seeing to it that for the period of the instalment contract at least and perhaps beyond that time the machine is kept in proper running condition. About all that can happen unless the customer actually bangs the machine about is for the spring to break from overwinding or from some other cause, and in such cases a new spring can be inserted with little trouble and expense. Radio Has Its Own Service Problem In the case of the radio it is somewhat differ- ent because of the fact that so many factors enter into the satisfactory operation of a radio receiving set. In the first place, the purchaser generally knows little about its operation, and actuated by a desire to experiment can quickly wear out batteries and ruin tubes. It is in view of this possibility that dealers have been and are being urged in every sort of sale, regardless of the terms asked, to get a sufficient down payment to cover the cost of batteries, tubes and other accessories, or to make terms on the sets stripped and make a separate charge for the necessary accessories, which thus become the property of the purchaser regardless of what may become of the set itself. This in a measure duplicates the practice followed in the talking machine field generally in the matter of records, which the customer is expected to buy outright whether or not it becomes necessary to re- possess the machine. It is generally assumed by the customer that the dealer will see to it that the set is installed and made to work properly in the customer's home. The dealer is under obligation to dem- onstrate that the set works properly in order to clinch the sale, and installation service must be figured in as a part of the sale. However, there are customers who come back time after time for this or that adjustment, sometimes through a fault in the set itself, more often through carelessness in their handling of it, or through a desire to have the set live up to the salesman's promises in the matter of getting distance. In this connection it might be said that one of the greatest trouble makers in the retail radio field is the promise that a certain machine will bring in programs over distances of from one to three thousand miles. Those acquainted with radio have time and time again explained that getting distant stations depends on many different fac- tors, such as weather conditions, proximity of local broadcasting stations, and the location of the set itself, which may be in a "dead" spot. What to Feature in Sales Talk Regardless of how elaborate or how expensive the set may be the salesman will do best by stating that it will bring in local stations clearly and distinctly and that similar sets have been known to get numerous distant stations. The salesman would also do well to confine himself to selling the attractiveness of the set as to machine and cabinet work, its tone as dem- onstrated in the reception of local stations and the reputation of the set as backed up by adver- tising and the opinions of users. When he con- fines himself to selling the set he has something tangible to offer. When he tries to sell dis- tance he is dealing with something that is dis- tinctly intangible. Poor Selling Creates Service Bill It would seem that selling methods have little to do with service, but, as a matter of fact, poor selling can run up a service bill that will wipe out the dealer's profits entirely and perhaps develop a loss, especially in connection with out- fits sold on time. If the customer is not prom- ised too much and observes the receiver work- Needle Points 9 y No. 16 General Phonograph Corporation OTTO HEINEM AN, Pres. 25 W. 45th St. New York Many a perfect reproducer, many a flawless record has been pronounced a "flivver" and good record-buyers have joined the "Never Again" list simply because some imperfect, inferior quality needles were masquerading as the real things. The reproducer, the record, the buyer and you. the dealer, get a square deal when the stylus-bar holds and NEEDLES ing properly in his own home, it is easy to con- vince him that he should pay for such service as might be necessary later on, just as he would pay for the repair or replacement of perishable parts of his automobile, such as tires and bat- teries. Fixed Installation Charge A number of dealers, and some big ones among them, have solved the service question very successful!}' by establishing a fixed installa- tion and carrying charge to be paid by the cus- tomer. When the receiving set is bought the dealer assumes no obligation to install it. The customer, however, is informed that upon pay- ment of $10 or $15, as the case might be, the dealer will have the set installed and see to it that it works properly for a fixed period, gen- erally a year. This service includes necessary adjustments, but does not include the replace- ment of parts, such as tubes, batteries, phones, etc., for which a separate charge is made. Some customers naturally protest against such a charge, but most of them can see the logic of it when it is pointed out that the average min- imum charge of a service man for installing and adjusting sets is $5 per visit, and that it is possible for a set to need some expert inspection several times during even a six*months' period. In short, the service charge would not cover more than three visits of the outside service man and yet it provides for an unlimited service over the stated period. Upon the face of it it would seem as though this small charge for extended service would prove unprofitable to the dealer, but, as a matter of fact, there are a surprising number of people who never ask for the service man after the set has been properly installed and these satisfied customers counterbalance those who are in- clined to be excessive in their demands. More- over, in sets that require frequent attention, it is found that tubes and batteries or perhaps phones have gone wrong and the charge made for replacing these parts provides a sufficient profit to make the service pay. Importance of Instructing Patrons A lot of service troubles could be eliminated if when installing a set the dealer or service man does not simply leave when the antenna is put up, the batteries attached, and the tubes lighted, but rather spends an hour or so with the customer and explains and demonstrates the operation of the set. A little intelligent effort in this direction will not only please the cus- tomer, but will forestall man}- little disappoint- ments. Important Accessories Incidentally, the work of selling to the cus- tomer for a few dollars devices for testing his storage and dry batteries and a little time spent in advising him regarding the necessity of keep- ing all connections tight and keeping his lube- turned sufficiently low to get good results with- out running the risk of burning them out will save 75 per cent of the average service cost after the set is installed and will add to the satisfaction of the radio owner in his set. New Kodel Portable Radio Cincinnati, O.. July 5. — The Kodel Mfg. Co., of this city, has just placed on the market a new portable radio receiver that is meeting with con- siderable success. The Kodel is a one-tube highly selective set, fitted in a camera case, weighing only four and three-quarter pounds, and it is stated that it has a range of several hundred miles without an aerial and a thousand miles or more with one. The company is pre- paring an intensive sales and advertising cam- paign in behalf of this new radio set. July 15, 1924 THE TALKING MACHINE WORLD 23 Why Advertise a Registering Piano in a Phonograph Journal? For just this reason: we are able to present a product with an active, profitable market, merchandised on much the same lines as are talking machines. Your merchandise, generally speaking, is nationally adver- tised. So is the Gulbransen. Your merchandise, generally speaking, is nationally pricedo So is the Gulbransen. Your merchandise, generally speaking, is at a point where the service expense is so small as to be practically negligible. The same is true of the Gulbransen. Your merchandise opens a way to continued profit from the original transaction through the sale of records. So does the Gulbransen. Your manufacturers, generally speaking, concentrate on few styles, requiring minimum investment in stock of machines, by the dealer. So do we, making four models only. In the phonograph field are some of the world's greatest "human interest" trade marks. The Gulbransen also has such a trade mark — the famous Baby that means "Easy-to-Play". These are a few reasons why the Gulbran- sen "fits in" with the average retail talking machine business, and why it is now handled in so many stores of this type. Many merchants heretofore handling talk- ing machines exclusively have changed their policy on account of the Gulbransen opportunity. You may find that there are many points of similarity in your own case — enabling you to sell Gulbransens at a very slight increase in overhead. Why not find out? We'll gladly send the full details to any dealer in commun- ities where representation is available. Just fill in the handy coupon. GULBRANSEN COMPANY 3236 W. Chicago Ave., Chicago =P4, every p urse New /mt recording is "Bringing Home the L5acon" and "Hard-Hearted Hannah," a variety record which demonstrates jazz in all its phases, including vocal duets and different instrument combinations. WHAT HAS BECOME OF The Talking Machine World, New York, July 15, 1924 0 parlay \foo? The Song That Cheered a Million Hearts ! HERE it is! An adaptation of HINKY, DINKY PARLAY VOO ! The song that cheered the A. E. F. through gray days, hardships and privations — and in pleasure-moments, too ! It was this famous song that bolstered up weary hearts and helped the boys to "carry on". To millions it will recall treasured memories of those never-to-be- forgotten days in France. The glamour, the excitement, the doughnuts, the "mademoiselles," the cognac and the Rhine beer, the good old "buddies," and the stirring war-songs. They're all woven into one wonderful record ! Every man who wore the khaki or the blue will want this song. It's a sure-fire hit — catchy — humorous — and in march tempo. And it's sung by the famous "Happiness Boys," Billy Jones and Ernest Hare, as only they could sing it! Rush your order in now for Okeh Record, No. 40128. OKffv Records The Records of Qua/// y Manufactured by GENERAL PHONOGRAPH CORPORATION, NEW YORK OTTO HEINEM AN, President July 15, 1924 THE TALKING MACHINE WORLD 67 Handsome Victrola Built Specially for E. A. Benson Beautiful Instrument in Italian Design and Equipped With Radio to Be Installed in Home of Popular Chicago Orchestra Leader The Victor Talking Machine Co. recently de- livered to E. A. Benson, head of the famous Benson's Orchestra, Chicago, a most elaborate m 11 .. 1 m MBBW nfii imn mm »«# i r) [ft § P 1 G> 1 V r 1 #' P special gift for his wife required nearly six months' time to build owing to the fine details embodied in the construction, and particularly the great amount of hand carving necessary in the case. The Victrola cabinet is built in the form of a secretary, of American walnut in two- tone finish, and designed after that period of the Italian Renaissance reflected in early Eng- lish furniture. The case is elaborate but in no sense flamboyant and reflects the attention given both the designing and the building. Two large doors in the upper section of the cabinet when open expose the Victrola itself installed in the right-hand section and equipped with the two-tone control doors characteristic of that instrument. At the left the upper sec- tion of the cabinet is fitted with a series of record albums and the lower half given over to a modern radio set. The instrument was in- spected at the factory by Mr. and Mrs. Benson before being shipped to Chicago, and received their enthusiastic approval. Serious Charges Against Former Talking Machine Man Harry Rosefsky, Former Head of Pittsburgh Phonograph Co., Held for Alleged Swindle v r* vn nn n a « v< i r. ,yr * Buys Leslie's Music House Urbana, III., July 5. — Leslie's Music House, which has been conducted here for fourteen years by Mayor Frank M. Leslie, has been pur- chased by B. A. Strauch, who has been in the photography business in Champaign for several years. The store handles Victrolas and Victor records and some other musical accessories. Mr. Strauch will conduct the music business inde- pendently of his Photocraft Shop on Wright street for the present. Victor Instrument for E. A. Benson custom-built Victrola with radio installation in the cabinet, to be placed in Mr. Benson's hand- some new home recently completed near the Windy City. The instrument ordered by Mr. Benson as a New Concern in Norwalk, O. Norwalk, O., July 7. — Fisher & Zoll have opened a new music store in the Pulley Block on North Hester street, here. On the day of the opening a large gathering of patrons was entertained and music was provided by a spe- cial orchestra. Pittsburgh, Pa., July 7. — Accused of conspiracy with an alleged swindle in the sale of phono- graphs, Harry Rosefsky, former president of the Pittsburgh Phonograph Co., was arrested in New York last week and returned here for trial. Rosefsky had been sought for more than a year by the local police, as he had been in- dicted by the grand jury of Allegheny County. Rosefsky's arrest is said to have followed a chase that led through several cities, after his disappearance from this city in 1923. The man conducted an extensive business here during 1922 and 1923, according to the indict- ment against him, which was returned by the grand jury some time after his sudden depar- ture. A concern known as the Industrial Finance Co. was the principal victim of the man, according to the indictment. The indictment explains Rosefsky's method of operation thus: He would visit a residence, urge a woman to purchase a phonograph and, if she demurred, agree to leave the instrument there overnight for approval. The person with whom the phonograph was left had only to sign a contract and make no first payment. With the signed contract Rosefsky is said to have gone to a finance company and obtained cash for the deal, the finance company taking over the contract. Rosefsky then, the indictment explains, would return and obtain the phonograph and leave it at another house under the approval and con- tract system, then again sell the contract. He is said to have sold contracts on one machine fifteen to twenty times, the indictment alleges, and very frequently to avoid exposure, apparently, made payments himself. The amounts he obtained through his transactions netted him $200,000, it is charged. You Are Interested in Phonographs? Then assuredly you will appreciate the greatest quality at the most reasonable of prices! Furthermore, your merchandising must permit you to accommodate every pocketbook without sacrificing your legitimate profit. Therefore, a complete line of cabinet and console phono- graphs, enabling you to satisfy the most conservative of purchasers as well as those who desire something "just a little bit better," would appeal to you, would it not? Words here mean very little. We cordially invite you to visit us in SPACE 428, American Furniture Mart Bldg., 666 Lake Shore Drive, Chicago. We will then endeavor to let RIVOLI speak for itself, feel- ing confident as to the results. VINCENNES PHONOGRAPH COMPANY VINCENNES, INDIANA Exclusive distribution of RIVOLI PHONOGRAPHS and RIVOLI-RADIO combinations by LEON C. SAMUELS 930 Republic Bldg. or 428 American Furniture Mart Bldg., Chicago, 111. 68 THE TALKING MACHINE WORLD July 15, 1924 Portable and Record Demand Increases Summer Sales Volume in Indianapolis Vacationists Prove Good Buyers of Smaller Instruments and Records — Encouraging Outlook for Remainder of the Season — Trade Good in Spite of Unrest in Other Lines — Month's News Indianapolis, Ind., July 8. — Local talking ma- chine dealers are moving a number of machines despite the vacation period now upon them and the business depression that is evident. A fair number of the portable types are moving to vacationists. The record trade is on a par with the same period of last year. While dealers are not selling as many machines as they de- sire, their record of sales will compare favor- ably with the same period last year. Increased Record Sales Miss Minnie Springer, manager of the talking machine department of the L. S. Ayres store, reports a good steady sale of records and a general movement of the Victor line. The talk- ing machine department of this store moves all used machines each month, using the end-of- month sale of this department store to good advantage. Miss Devata Wheeler, formerly of the Indianapolis Music House, has been added to the sales force. The policy of moving used goods as soon as they come in is followed by B. Friedman, manager of the talking machine department of the Charles Mayer store. Mr. Friedman reports that the number of used ma- chines taken in is very small and easily moved. The Sonora machine handled by this store has moved well during June. F. X. Baker, manager of the Brunswick Shop, reports a record sale that runs ahead of last year, with a steady movement of machines. Window Displays Pay Manager Donovan, of the talking machine de- partment of the Pearson Piano Co., reports that the talking machine department of this store continues to do a healthy business. While the tone is not as strong as it should be, Mr. Dono- van is well pleased with the results that the store is getting. This store features the Victor and Cheney instruments. Very good results have been secured from window advertising. The branch stores which the Indianapolis house maintains in the State are running ahead of their last year's records. The results that this store has shown in sales has made Mr. Donovan optimistic for the future and, in his own words, "The business is here if you put forth the effort." H. E. Whitman, manager of the Circle Talk- ing Machine Store, dealer in Victor and Edison machines, reports a quiet month. This store ordinarily does a good record business, but at present sales in that end are a little below par. The Edison machine has been moving fairly well. Healthier Edison Business Frederick Pullen, manager of the Edison Corp. of Indiana, reports a healthier business and proves the fact by moving more ma- chines. A number of new dealers have been established in the territory. The Edison Corp. of Indiana maintains a bureau for the benefit of all of its dealers, from which are sent out special bulletins to the various mailing lists. Various selling methods are proposed that are devised to boost sales. When possible personal aid is given the dealer and this is part of the plan whereby Mr. Pullen hopes to increase sales of his dealers. Dealers recently estab- lished by the Edison Corp. of Indiana are Carter Electric Co., Kokomo, Ind.; Carl Hoffman, East Chicago, Ind.; A. S. Keene, North Judson, Ind.; C. A. Johnston, Watseka, 111.; Phelps Furniture Co., Butler, Ind. Visitors included G. G. Scott, of Haines & Essick, Decatur, 111.; Charles Hyde, assistant sales manager of the Chicago Talking Machine Co.; A. Saunders, sales man- ager of the Pathe Co., of Brooklyn, N. Y. ; C. Gerlich, of the Zenith Radio Corp., Chicago. Dr. Leonard F. Fuller Now R. E. Thompson Official Assumed Duties of Vice-president and Chief Engineer on July 1 — Well Known in Radio World Through Important Accomplishments Dr. Leonard F. Fuller on July 1 took up his work as vice-president of the R. E. Thomp- son Radio Corp. and chief engineer of the R. E. Thompson Mfg. Co., of Jersey City, N. J. Dr. Fuller was for the last few years con- nected with the General Electric Co., Schenec- tady, N. Y., and was formerly chief engineer of the Federal Telegraph Co., of California. He is well known in the radio world and developed and designed practically all of the giant high- powered radio stations for the United States Navy Department. He also designed the highest powered station in the world, the great Bordeaux Station in France. This station was installed by the United States Navy to keep the American forces in France in touch with this country during the war. It was afterwards purchased by the French Government. It is interesting to note in this connection that Dr. Fuller has become connected with a company whose president, R. E. Thompson, played an important part in engineering of war apparatus in the field of radio. R. E. Thompson Mfg. Co. has its plant in Jersey City and manu- factures the Thompson Neutrodyne radio re- ceiver and the Thompson speaker. by an advertisement on the Republican Con- vention and later on the Democratic gathering. These timely announcements in what is termed the dull season served to reawaken interest in radio and was reflected in sales not only for Landay, but for other radio dealers in the metropolitan area. It might be pointed out that radio heretofore, to a great extent, has been sold on the basis of its musical appeal. In a convention year, with a widespread interest in annual gatherings, Sit in Front of the Chairman at Both National Conventions! Hear die Cwrt Row — Linen Co cht Nocnioukm for Prrridrnt — Couni the Vons for the Thrill of Tocr Lifetime— LtnuLxjt Will 9ww You How Landay Bros. Stage Radio Tie-Up With Convention Large Space in Newspapers Features Radio in Connection With Political Conventions and Stimulates Sales of Radio Apparatus Landay Bros., Inc., who operate a number of talking machine stores in New York and New Jersey, and also feature radio, ran a series of full-page advertisements in a number of New York dailies, using both the Republican and Democratic Conventions as the feature of the advertisements. The caption of one advertise- ment read: "Sit in Front of the Chairman at both National Conventions." This was followed Unusual Landay Radio Advertising as well as the campaigns that follow, a new im- portant sales factor is opened to the merchant in arousing interest in radio. Landay Bros, have taken advantage of this in a big way, as can be seen from the accompanying reproduc- tion of one of the full-page advertisements. Dealers in other parts of the country will find the Presidential campaigns will assist materially in creating sales for radio goods if the pos- sibilities, in the way of first-hand information and entertainment, are brought to the attention of prospective purchasers of radio receivers. Make Resales With Yales Ordinarily, after the dealer has sold the prospect a talking machine he has sold him for life as far as machines go. Not so with the Yale Talking Machine. If you have sold him a Yale you can go right back and sell him a cabinet machine. Or vice versa. If he already owns a floor machine he still remains a good prospect for a Yale. It offers a different appeal. It can be carried to the study, bedroom, nursery, or any place else about the house. It can be taken on the auto trip or summer vacation. It offers you an opportunity for machine resales. You can carry the line without extra overhead and without competing with any line you now handle. • Write us to-day for pur dealer proposition. A $15 value that can be sold at $10 with a good profit DAVIS MFG. & SALES COMPANY 763 State Street NEW HAVEN, CONN. MID-WEST DISTRIBUTORS— Targ 4 Dinner Music Co., 229 W. Randolph St., Chicago, 111 PACIFIC COAST DISTRIBUTORS— Christophe's. 236S Mission St., San Francisco, Calif. July 15, 1924 THE TALKING MACHINE WORLD 69 'plain ^alk about Loud Talkers Superspeaker, REAL Music from Radio ! Why „ lots of people who know music once proclaimed, after sad experiences, that it couldn't be done! Then they heard The Superspeaker. Now they enjoy amplified Radio with out reservations, thanks to this altogethei different and distinctive agent of re production. Imagine an instrument that reproduces Radio to exact original pitch — that brings in the low notes and the overtones — that is absolutely free from all self- generated reverberations and resonances — that does all this naturally and with' out any additional electrical power, up to the full limit of any Radio Set ! That's The Superspeaker. For The Superspeaker is a real musical instrument, built by musical instrument people to musical instrument standards, and not for one moment to be confused with the toys of metal or wood which it is so rapidly displacing. Here is the loud speaker which you can honestly recommend to real music lovers, with full confidence that it will make good your prestige as an instru' ment merchant. Send in your order now and be ready for the seasonal rush. A big substantial instrument, 26 inches high and weighing over five pounds — Handsomely finished in ebony gloss — Felt-bottomed base contains famous Vemco reproducing unit, with perma- nent, cam-operated micrometer adjust- ment— horn built up by secret process to scientifically correct air column and proportions — no extra coils or batteries — nothing to wear out. List Price, complete .... $30.00 West of the Rockies . . . $32.50 JE WETT RAD I O 6? PHONOGRAPH CO. 5680 12th St. „ Detroit, Mich. QKe Vemco Unit For Phonograph adaption, we furnish separately the Vemco Unit which is the heart of The Superspeaker. It comes complete and ready for im- mediate use on any standard tone arm. Simple adaptions for special arms are easily fitted. This Unit is adjustable for volume, and develops the re- productive ability of a phono- graph horn to the absolute limit of tone and distance. List Price West of the Rockies _ .$12.00 $12.50 CKe Superspeaker 70 THE TALKING MACHINE WORLD July 15, 1924 Maintenance of Business Volume in the Cincinnati Territory Encourages Trade Remarkable Record Business Due Partly to Influence of Radio, Dealers Declare — Sales Cam- paigns on Portables Productive of Result s — Trade Active in Sales Promotion Drives Cincinnati, O., July S. — A survey of the sales made by the talking machine companies in Cincinnati during June shows that the busi- ness in records has held up to a remarkable degree. It is the same story that was told during the past few months, that is, the popu- larity of radio seems to be helping the record business. Taking into consideration general in- dustrial conditions in this territory, which have not been very good during the past two months, dealers feel encouraged at the volume of busi- ness done and believe that there is no cause for complaint. Sales Drives on Portables There has been a concerted sales effort, ag- gressive in character, directed by the local talk- ing machine dealers towards the sales of port- able machines. The majority of the windows of the retail stores have elaborate displays re- lating to camp life and advertising portable instruments. In addition, advertising, both through direct mail and through newspapers, has been used to good advantage to help put across the campaign on portables. The results that have been obtained in the way of sales have been encouraging and the amount of busi- ness done on portable instruments has been in excess of that of last year. Good Columbia Demand The Columbia Distributors, . Inc., which opened a Cincinnati office last month under the supervision of Miss R. Helberg, has gotten a splendid start in this territory and Miss Hel- berg reports that sales to date have been en- tirely up to expectations and that they have been even a little better than had been antici- pated. The company is rendering better service to Columbia dealers than they have ever re- ceived in the past. Miss Helberg made a sales eastern Kentucky during the past week. W. F. Pierce, traveling through Kentucky and In- diana, has sent in some fine orders for Columbia instruments and records. Patriotic Display The Victrola Shop, of the Baldwin Piano Co., West Fourth street, tied up nicely with the Fourth of Jul}' in the window display of its portable machines. A portable outfit mounted on a revolving stand occupied the center of the window. Grouped about the machine were rec- ords of a patriotic character appropriate to the celebration of the Fourth of July. Miss Stevens, manager of the Baldwin Victrola Shop, reports that records have been selling well during the past month. "Mystery Brunswick" Attracts The sales of Brunswicks have been pepped up considerably by the campaign that has been waged in this district to arouse curiosity of the buying public by displaying the "Mystery Brunswick." The Alms & Doepke Co., of this city, advertised widely the display of this ma- chine and announced that demonstrations of it would be given from ten o'clock in the morning until noon and from two o'clock to four-thirty in the afternoon. The description of it was as follows: "Hundreds of people have been mys- tified by this amazing phonograph. Imagine a phonograph that will talk with you, describe how you are dressed, play a record that is held up to it. Do you know how it is done?" The Brunswick dealers who have featured the mys- tery phonograph report that they have had their sales stimulated to a surprising extent thereby. The Brunswick district office here reports that sales of records throughout the Cincinnati ter- ritory have been brisk during the past month. Big Record Business The Sterling Roll & Record Co. has been doing a big volume of record business the last month. Its sales of portable machines have also been particularly good. Okeh records have been increasing in popularity in this city and in other towns and cities nearby to a remarkable extent. A review of the business done by the Sterling Roll & Record Co. during the past month shows that it is far ahead of the volume of sales reached in June of last year, which was a good month. Unusual Window Display The Wurlitzer Co., East Fourth street, used its new display windows to good effect last week. In the center was placed a miniature dance floor with miniature couples on it dancing by means of a mechanical process. A Victrola played popular dance records while the small couples danced. Satisfactory Edison Sales The New Edison Co., distributor of Edison phonographs and records, states that its sales in the past month have been satisfactory for this time of the year. Record sales have been ex- cellent while the sales of phonographs have held up fairly well. A Busy Music House The Chubb-Steinberg Music Shop, East Sixth street, states that its sales of Okeh and Victor records have been large during June. The four records made in this city for Okeh by the Chubb-Steinberg Orchestra have gone across in a large way here, where the orchestra has won a distinct name for itself. Starr Contest Under Way The Starr Piano Co. has been having a good call for Gennctt records. The contest among the fraternities to determine the winner of the Starr phonograph console model has been hold- ing the interest of the public. Every Cincin- natian is eligible to cast a vote and the fra- ternity that receives the largest number of votes will be awarded the phonograph. Gennett rec- ords have also held up well in sales. Bernie Cummins and His Orchestra, extremely popu- lar locally, have been recording some new Gen- nett records and these have been selling well. Victor Sales Growing The Ohio Talking Machine Co., Victor jobber, reports that its business has been very good in the past four weeks, particularly in records. The call for records from Victor dealers in Cin- cinnati territory has been heavy. The weekly release of new records has won a firmly en- trenched position with Victor fans and has proved to be one of the most popular policies of any company. The double-face Red Seal records have been selling well. The demand for Victrolas has held up splendidly and the sales thus far this year have held practically on a par with those during the first part of 1923. The outlook for a busy Fall, at least in so far as the Victor is concerned, is excellent. Cashed in on Convention Widener's Grafonola Shop, West Fourth street, was one of the stores in the city that placed a radio set at its entrance so that passers- by could listen in on the Democratic Conven- tion in New York City. Portable Survives Cyclone Johnstown, Pa., July 1. — A. Ohlson, general manager of the Modernola Co., of this city, manufacturer of the Modernolette portable, is in receipt of an interesting communication from a Modernolette dealer describing the remark- able durability of this portable. J. K. Williams, who handles the Moderno- lette in Why Not, Miss., writes that on May 27 a cyclone destroyed his home and all he had. Not a piece of furniture in the home was left, piano, sewing machine, desk, typewriter, two large phonographs, as well as the usual house furniture being destroyed. Luckily, his family, consisting of wife, son and little daughter, mar- velously escaped without a scratch. Of the house furniture the Modernolette alone sur- vived, the only casualty being the breaking off of the winding crank. Mr. Williams writes: "Kindly send me a crank for the lone surviving Modernolette. I have some prospects for the Modernolette and hope to do good business this Fall." In substantiation of these remarkable facts Mr. Ohlson has in his possession a photograph of the utter ruins of Mr. Williams' home. The survival of the Modernolette constitutes a de- cided tribute to the durability of the construc- tion of this machine. United Music Go. Branch Rock i and, Mass., July 5. — A permanent branch of the United Music Co. chain has been opened here recently by Charles Feldman and Charles Popkin, proprietors of that concern. This makes the seventh store operated by this company. CINCINNATI, 0. y/cro/z DISTRIBUTORS trip to Huntington, W. Va., and points in north- HONEST QUAKER SPRINGS AND REPAIR PARTS ARE DISTRIBUTED BY Arthur Brand & Co. 1618 VINE STREET CINCINNATI, O. We Serve Ohio Indiana Kentucky West Virginia "Try Us for Service" July 15, 1924 THE TALKING MACHINE WORLD Tj ^or the Protection of the Public and in the interest of better R&DIO Neutrodyne The wonder word of radio today — Neutrodyne! It means hearing clearly, with enjoyment in your own home, a violin virtuoso in Havana, a smart dance orchestra in Chicago, southern drawl from Dallas, a celebrity in New York or Washington, all by a few predetermined twists of the forefinger and thumb. Clarity and volume of sound over great dis- tances— quick tuning in with any broadcast sta- tion you have charted, total elimination of interference by other broadcast stations, no "squealing" by your "set" to get on your nerves and the nerves of your neighbors. This is what Neutrodyne has done for Radio. The public's eager, universal acceptance of the Neutrodyne principle is the best possible evidence of the practical value of the inven- tion. But, like all successful inventions, Neutrodyne was pounced upon by commercial vultures, hungry for profits to which they had no right. Hence this warning: Look for the Neutrodyne Trademark Purchasers of radio sets are warned to be on their guard against radio receivers which are being advertised and offered for sale as Neutrodyne receivers but which do not carry the Neutrodyne trademark. Pur- chasers of radio parts are warned against coils and condensers which are being advertised and offered for sale as Neutroformer and Neutrodon, but which do not carry the Neutroformer and Neutrodon trademarks. Such apparatus is spurious and gen- erally of the lowest quality. Result: poor reception, no satis- faction, no redress. Neutrodyne, Neutroformer and Neutrodon are trade- marks of the Hazeltine Corporation as applied by it to a patented receiving set and parts, all invented by Professor L. A. Hazeltine (Stevens Institute). s. I c ,/}&e>*e Licensed bq ^ N£S» Radio Manufacture** . ^ EutrodyHF ae\^°e ^ dfl.^5 Other Parents Pendincr * Other Patents Pending There are but fourteen manufacturers in the world licensed to manufacture and sell Neutrodyne receivers, Neutroformer coils and Neutrodon condensers. These fourteen manufac- turers are listed below. Remember, every genuine Neu- trodyne receiver carries the Neu- trodyne registered trademark. This trademark always appears on a uniform nameplate, some- times on the outside but usually on the inside of the cabinet. Be sure to look for this trademark when you buy your radio. The nameplate, also bearing the manu- facturer's serial number, is your assurance that your receiver embodies the Neutrodyne princi- ple, is factory built and guaranteed by a responsible, licensed manufacturer and sold by a responsible dealer. Patents and Trademarks Protecting Neutrodyne The trademark Neutrodyne, together with the companion trademarks Neutroformer (covering transformer coils) and Neutrodon (covering the small balancing condensers entering into the circuit of Neutrodyne re- ceivers), means that the apparatus bearing these trademarks embodies the inventions of Professor L. A. Hazeltine as set forth in U. S. Letters Patent No. 1,450,080 and No. 1,4-89,228, issued March 27, 1923, and April 1, 1924, and patents pending, the trade- marks Neutrodyne, Neutrodon and Neutro- former, being registered in the U. S. Patent Office, certificates Nos. 172,137, 172,138 and 172,139. All apparatus, embodying these patents and carrying these trademarks, is the product of one of the fourteen manu- facturing companies below mentioned, which are sub-licensed by the Independent Radio Manufacturers, Inc., the exclusive licensee of the Hazeltine Corporation, the sole owner of -all the patents and trademarks enu- merated. The Hazeltine Corporation and the Independent Radio Manufacturers. Inc., are exerting every effort to safeguard the public against infringing apparatus by prosecution of infringers. Pending the effective suppression of infringements, by orderly process of law, this statement, together with the co-operation of the trade, will protect the public. Genuine Neutrodyne Receiving Sets are made by these 14 manufacturers ONLY American Radio & Research Corp'n Medford Hillside, Mass. F. A. D. Andrea. Inc. New York City Broadcast Manufactures, Inc. Brooklyn, N. Y. Carloyd Electric & Radio Co. New York City R. E. Thompson Manufacturing Co Jersey City, N. J. Ware Radio Corporation New York, N. Y. Eagle Radio Company Newark, N. J. Freed-Eisemann Radio Corp'n Brooklyn, N. Y. Garod Corporation Newark, N. J. The Workrite Manufacturing Co Cleveland, Ohio Gilfillan Bros., Inc. Los Angeles, Cal. Howard Manufacturing Co., Inc. Chicago, 111. Wm. J. Murdock Co. Chelsea, Mass. Stromberg-Carlson Telephone Mfg. Co. Rochester, N. Y. HAZELTINE CORPORATION (Sole Owner of Neutrodyne Patents and Trademarks) INDEPENDENT RADIO MANUFACTURERS, INCORPORATED (Exclusive Licensee of Hazeltine Corporation) 72 THE TALKING MACHINE WORLD July IS, 1924 Improvement in Talking Machine Demand in Baltimore Creates Trade Optimism Portables a Feature of Trade — Movement Under Way for Retail Co-operative Ad Campaign — Retailers and Wholesalers Point to Bright Outlook — Month's News of the Trade Baltimore, Md., July 10. — While the radio busi- ness has slumped to a certain extent during the past month, due principally to hot weather, the phonograph business generally has been good, according to reports of the retail trade. With the opening of the Summer resorts in this vicinity there has been a large demand for portable machines and the record business has exceeded the expectations of the trade. Other types of phonographs have also been in fair demand and, as one dealer put it, "I guess the phonograph people are getting their share of what business is being done; in fact, judging from what I am told by men in other lines, I believe we are getting a little bit better than our share of business." July and August are accepted as the dullest months in the year in all lines of business in this section of the country, being termed the vacation period. Thousands of Baltimoreans take their vacation during these two months and naturally business of all kinds slumps until about the first of September. Talk of Co-operative Advertising Campaign While yet in a tentative state a movement is now under way here among the retail dealers looking to a co-operative advertising campaign during the Fall and Winter. The plan as out- lined calls for an extensive advertising campaign in the daily papers in which a certain type of machine and records will be featured and every dealer selling this particular machine will have an advertisement on the page and pay a pro- rata share of the cost. It is believed that this will bring better results than individual adver- tisements, which naturally must be small and in many cases are lost among the larger adver- tisements of the department and other stores. Advocates of the plan say that it will not only bring better results but at the same time will result in creating a better feeling among the trade and to a large extent do away with much of the "cut-throat" business that has cropped up in the trade recently. It could be handled through the different dealers' associations and a move is now under way to organize a Brunswick Dealers' Asso- ciation, the Victor and Columbia dealers being already organized. Doing Well With New Lines Although entering two new trade fields during the dull season, Cohen & Hughes, Inc., report a very satisfactory business so far for both the DeForest radio and the musical instrument line of the Fred Gretsch Co., being exclusive dis- tributors for the latter in the territory which they cover as Victor jobbers. William Biel, vice-president and general man- ager of the concern, recently returned from a trip throughout Virginia and in discussing the situation affecting both the radio and talking machine fields, said in part: "Radio representa- tion in general is not what it should be, but within a few weeks we have started to clean up the situation by establishing thirty-five fine musical outlets for the goods we handle and the dealer buying from Cohen & Hughes is going to be enabled to put up such aggressive, powerful and clean competition that he will put out of the running competitors who are trying to sell obsolete or imperfect merchandise. We propose to demonstrate that the talking machine market is not only the permanent hut the pre- dominant market for radio goods, always bear- ing in mind that there is no music-reproducing instrument on earth like the Victrola." Cohen & Hughes, Inc., report dealers in this territory are getting good results from the sticker form of advertising in which a Victor record is featured each week and which they are supplying the trade at actual cost — IS cents a hundred. Columbia Sales Grow in This Territory Columbia Wholesalers, Inc., distributors for the Columbia, report big sales and the new $100 console and portable machines, both of which are enjoying a great demand in this territory. "Sold out completely on three popular models, the No. 239 console, the No. 520 console and the No. 430 upright," said Vice-president William H. Swartz, who has his hands full looking after the business of the Columbia wholesalers while President Andrews is on his honeymoon in Europe, having been married to Miss Evelyn Wilcox, of this city, on the 21st of last month. "In the radio line we note a very good de- mand for the portable sets," said Mr. Swartz, "and are featuring these models to good advan- tage in our advertising to the trade. The rec- ord business is better this year than for some years past and the Fourth of July sales were way ahead of those last year. We were sold out of the Bessie Smith record 14023-D, 'Frankie Blues' and 'Hateful Blues,' right along ever since it came out, while No. 14020-D, 'Sorrowful Blues' and 'Rocking Chair Blues,' are still going strong. The advance sale on 143-D, 'I Love Mizzoura' and 'When Dixie Stars Play Peek-a-Boo,' was among the largest holiday business that we have ever had. Generally speaking, we have no complaint about business and the outlook for Fall and Winter trade is very encouraging," Mr. Swartz concluded. Radio Cabinet Co. Incorporated The Capital Radio Cabinet Co. has just moved into its new factory at 901 South Fourth street. The factory is equipped as a woodworking plant to produce radio cabinets. The plant has a weekly capacity of from 1,000 to 1,500 cabinets, which are produced in various sizes. Metropolitan Retailers Refurbishing Their Stores Zimmerman-Bitter Co.- Closes Deals for Impor- tant Store Fixture Installations The Zimmerman-Bitter Construction Co,, in- stallers of equipment in talking machine stores, has recently secured several contracts for the installation and equipping of phonograph dealer shops near the metropolitan district. This com- pany will remodel and install equipment in the store of Jerome W. Ackerly at Patcf|ogue, L. I. The installation will consist of four hearing rooms, record racks, sheet music, musical in- strument cases, new offices and display rooms on the main floor. The entire second floor will be done over as a modern piano display room in French period design and the interior re- decorated throughout. This installation will be one of the most attractive in the vicinity, ac- cording to A. Bitter, of the Zimmerman-Bitter Co. Jerome W. Ackerly is constructing a new building in Patchogue which will also be finished throughout by the company. The Broad & Market Music Co., Newark, N. J., is having its entire store remodeled and additional record racks, sheet music and musical instrument cases added. The company is also having similar work done at its new store at 867 Broad street, Newark, by the Zimmerman- Bitter Co. Sings at Convention Anna Case, the popular Edison artist, started off the long-winded National Democratic Con- vention at Madison Square Garden, N. Y., on June 24, with the spirited singing of "The Star Spangled Banner," for the rendition of which she received much applause. By means of radio Miss Case's voice was carried to several million radio fans throughout the country. On Your Mark! Ready ? Go!— After that Victor Business It's There! July 15, 1924 THE TALKING MACHINE WORLD 73 valuable franchise I in the music field today J J N VESTIGATE the new Royal line of Phonographs, combina- tion Phonograph and Radio and Neutrodyne Radio models. Successful retail merchandising de- pends upon just the very things that District Representatives WILLIAM A. CARROLL 802 firamson Building, Buffalo, N. Y. EDRAY SALES CORP. 532 Republic Building, Chicago, 111. H. N. BUCKLEY Cincinnati, Ohio RADIO EQUIPMENT CO. OF TEXAS 1319 Young Street, Dallas, Texas BERGER SALES CO. 817 Liberty Avenue, Pittsburgh, Pa. BLACKMAN SALES CO. 2002 Grand Avenue, Kansas City, Mo. BRUNNER & LUKAS 881 Broadway, New York City S. E. LIND, Inc. Cleveland, Ohio H. N. BUCKLEY 615 Peoples Bank Building, Indianapolis, Ind. ROBERT HARRIS 1015 Chestnut Street, Philadelphia, Pa. S. E. LIND, Inc. 2765 West Fort Street, Detroit, Mich. MARKS PHONOGRAPH & RADIO CORP. 2215 Pine Street, St. Louis, Mo. the Royal line can prove in a dealer's store 1. Increased Turnover. Royal in- struments are bought on sight because they are better and different. 2. Less Investment per dollar sales in Royal; therefore, greater profit. 3. ROYAL INSTRUMENTS on a dealer's floor show up other merchandise, the handling of which does not pay. Write, telephone or wire for the Royal plan. Our representative will gladly explain. ADLER MANUFACTURING CO. Louisville, Ky. Address all communications to LAMBERT FRIEDL Vice President and General Sales Manager 881 Broadway New York City ROYAL The Perfect Phonograph z ' ROYAL NEUTRODYNE51 The Perfect Radio •Made by Broadcast Manufacturers. Inc. 74 THE TALKING MACHINE WORLD July 15, 1924 Cleveland Retailers Handling Radio Cash in on the Political Conventions Thousands Listen to Political Convention Proceedings Over Radio in Homes and Stores, Creat- ing Excellent Publicity — Friendly Spirit Dominates Dealers' Meeting — The News Cleveland, O., July 7. — Probably the best piece of publicity for the music industry as a whole that talking machine dealers have had to take advantage of was presented in the Republican convention in Cleveland and, to a somewhat lesser degree, the Democratic convention in New York. Every music merchant in town, and especially those in the downtown district, since they handled radio, anyway, was able to pre- sent the activities at these meetings to visitors in the stores as well as persons who gathered outside the stores. It is the opinion of mer- chants who attended to this business of inter- esting the public that a good many prospects have been developed, in not a few instances actual sales already developing. Claravox Radio Speaker Interests Some of the best results in this connection were obtained by "the H. B. Bruck & Sons Co., using the new Claravox speaker supplied by C. H. Kennedy, sales manager of the Claravox Co. The new Claravox speaker is a departure in radio equipment devices. Among many fea- tures it is non-metallic, a big step forward. It is the development of C. E. Semple, inventor and perfector. Mr. Kennedy and Mr. Semple are officers of the reorganized Claravox Co., with factory in Youngstown and offices^at 1242 Huron road. Convention Tie-ups Good use of radio during the Republican con- vention week also was made by the Ohio Musi- cal Sales Co. with the Sonoradio. A party to dealers both in and out of town was arranged by Grant Smith, head of this new wholesale distributing organization. In connection with the convention and the receiving sets at the Bruck establishment, the Brucks installed their own broadcasting equip- ment. The license feature prevented distance work, but, though kept to narrow confines, it was sufficient to broadcast in the immediate vicinity the music from talking machines and reproducing pianos, which could be seen operat- ing in the windows. Good Time at Association Meeting Friendly spirit that is created and sustained through association work seldom has had a bet- ter demonstration than in the June meeting of the Music Merchants' Association of Ohio, held at Alber's Villa, west of Cleveland. Close to 100 persons attended, many members bringing guests. The affair developed into a social good time, with dancing, dinner, indoor and outdoor sports. Edward B. Lyons, Eclipse Musical Co., supplied automobiles to take the party out. The program was arranged by the gifted president, Dan E. Baumbaugh, manager of the May Co.'s talking machine department. John R. Ortli, South Side music merchant, brought his jazz band. F. C. Erdman, district representative for Victor, sang. John De Bello, of the May Co.'s piano department, gave an idea of what he was able to do when a member of the Chicago Grand Opera Co. and other talent was enjoyed. Fine Publicity Tie-ups Several new amusement enterprises have served as a link for the music industry to tie up to during the last few weeks. Conspicuous among them is the Euclid Gardens, which brought Vincent Lopez and His Hotel Pennsyl- vania Orchestra to town for the second time this season, through the effort of the Record Sales Co. More than 7,000 persons saw as well as heard the gifted Lopez. The Lopez group played later at Market Street Gardens, Akron, and then left for New York. The next event at the Gardens was the Mound City Blue Blowers, brought from Atlan- tic City by the local Brunswick district organ- ization. The tie-up between the phonograph and the artist was significant here, in that sev- eral late models of Brunswicks, as well as Brunswick records, were exhibited at the Gar- dens during the Blowers' stay here. Capitalize Ted Lewis' Appearance One of the best contacts between the artist and the public was obtained by the Cleveland Columbia branch organization here with the ap- pearance of Ted Lewis and His Band. Personal appearances were made at William Taylor Son & Co. and at the R. L. White Music Co., The Arcade. The White Co. went further by installing a box on the stage at every perform- ance of the Lewis Band, and distributed tickets to every patron. More than 300 records were given away. Dan E. Baumbaugh a Publisher Dan E. Baumbaugh, manager of the May Co. talking machine department, has entered the ranks of the music publishers. His first ven- ture is with "Sweet Rose O'Sharon," music by J. F. Karhan, assistant manager of the May Co. piano department, and words by Miss Marion Campbell, also of the May Co. staff. The original 20,000 issue was well absorbed dur- ing the first week. New Publicity Device A new advertising device for music and other merchants is being developed by Edwin Holt, of the Knabe Warerooms, Victor dealer. This device is a motion picture machine, electrically lighted and operated, in which an eleven-foot continuous tape is used. On this tape can be written, printed, pasted or stamped any pictures or words a merchant wants to use. By a sys- tem of reflectors the words and pictures are thrown on either a screen at the rear of a win- dow or upon a translucent screen on the window. A picture one foot by three feet, or a scene covering the entire window can be made. Mr. Holt is considering the formation of a company to distribute the device. A factory for the manufacture of the machines already has been established. Miss Lillian Meier Wed Miss Lillian Meier, secretary-treasurer of the L. Meier & Sons Co,. Victor dealer, was mar- ried on June 18 to Raymond Murdock, who is with the Van Sweringen interests, developers of the Station-on-the-Square. The wedding party was at Hotel Cleveland, where Louis Me ier, Sr., did himself proud with an unusual supper and entertainment. New Empire Plant Producing The Empire Phono Parts Co. has completed its new plant, and is now going ahead with production. The new plant is located at 2261 East Fourteenth street, a block from Play House square and the center of music trade activity in Cleveland. This is an advantage for the trade that may want immediate service on replacements. The Empire, however, devotes most of its attention to the production of mate- rials for manufacturers, and, according to W. J. McNamara, is working overtime in order to make prompt delivery. New equipment, a show- room for new devices developed, and an almost entirely daylight plant are features of the new factory. Sherman, Clay Branch Moves Bakersfield, Cal., July 3. — Plans are now under way for the removal of the local store of Sherman, Clay & Co. to its new home at 1518 Nineteenth street, in the Southern Hotel Build- ing. E. R. Armstrong, San Joaquin valley rep- representative for this house, has been on hand here for several days to superintend the move. The Bakersfield branch of Sherman, Clay & Co. was established about fifteen years ago. A radio receiving set functioning in a mine shaft 120 feet underground picked up concerts from local and distant stations without diffi- culty, showing that radio waves can penetrate the rock. Last month some Victor dealers in Eclipse territory enjoyed unusually good business while others experienced the usual June quietness. We compared their selling methods and it was self-explanatory. The first and more successful group of dealers WENT OUT AFTER BUSINESS while the latter merely WAITED FOR BUSINESS TO COME IN. The barometer of business activity usu- ally rises in exact ratio to the amount of sincere sales effort put forth. THE ECLIPSE a^5»MU5lCA]L © _^ ^lCT°^A^OLBSA^Ra,^^£^ CJLE\-EL>VND OHIO July 15, 1924 THE TALKING MACHINE WORLD 75 STARR PIANOS for over half a century have represented highest ideals of craftsman- ship. Each Starr Made Grand, Playerpiano and Upright represents a value known the world over. STARR PHONOGRAPHS from the smallest table style to the elaborate console model possess musical worth which is the result of a careful coordination of each part into a perfect symmetry. GENNETT RECORDS represent the highest attainment in the art of sound recording. Their variety, perfect reproduction and real musicianship of the artists have made them musical gems of rarest charm. Released every week. THE STARR PIANO COMPANY Established 1872 Factories: Richmond, Indiana NEW YORK, CHICAGO, LOS ANGELES, SAN FRANCISCO. PORTLAND, KANSAS CITY, BIRMINGHAM, NASHVILLE, DETROIT, CINCINNATI, BOSTON, CLEVELAND, INDIANAPOLIS. 76 THE TALKING MACHINE WORLD July 15, 1924 Trade in San Francisco Interested in the Proposed Convention of Coast Dealers Convention Plans Practically Completed — Death of George R. Hughes Shocks Entire Trade — Successors to Posts Held by Deceased Appointed — Activities of the Trade During Month San Francisco, Cal., July 3. — The entire music trade of this city was greatly shocked to hear of the death of George R. Hughes, secretary of the Wiley B. Allen Co., who passed away at the Mercy Hospital in Chicago after a week's illness from bronchial-pneumonia. Mr. Hughes was stopping for a few days in Chicago en route from New York, where he attended the annual convention of the Music Industries Chamber of Commerce and where he was signally honored by being elected to the presidency of the Na- tional Association of Music Merchants. Mr. Hughes was fifty^six years old and was con- nected with the Wiley B. Allen Co. for twenty- two years, starting as a salesman and working his way up to the position of secretary and member of the board of directors. In addition to his business responsibilities Mr. Hughes was most active in civic and trade affairs. Successors to George R. Hughes The position held by George R. Hughes as head of the committee preparing for the West- ern Music Trades convention to be held the latter part of this month has been taken up by Philip T. Clay, president of Sherman, Clay & Co. At the same time E. H. Uhl was selected by the executive committee to act as chair- man of the executive committee. This position was left vacant by the death of George Mari- gold in May. The death of Mr. Hughes left unfilled the position of president of the Music Trades Association of Northern California, which has since been filled by the appointment of Shirley Walker, of Sherman, Clay & Co. A vacancy on the board of directors was filled by the selection of Frank Anrys, general manager of the Wiley B. Allen Co. ■ Convention Plans Completed Plans for the coming convention are rapidly assuming definite shape and it is safe to say that when the gavel falls on the morning of July 22 everything will be in ship-shape order. Advance reservations have more than exceeded the expectations of those who are in charge of this Western gathering and every committee re- ports that every detail has been attended to. The position which radio has assumed in the music trades has been recognized and the sub- ject of merchandising radio products will re- ceive a large share of attention. The trans- portation problem will also be the cause of much discussion, as will the usual subjects, such as sheet music, small goods, pianos and talking machines. "Victor Night" at Convention The first night of the convention will be known as Victor Night and arrangements have been completed for a dinner-dance to be ten- dered to the entire convention with three Vic- tor recording orchestras, all popular on the Pacific Coast, furnishing the musical features and dance music. The affair will take place at the St. Francis Hotel and the orchestras are Art Landry's, Max Dolin's and Halstead's. It is expected that the new Victor plant at Oak- land will be a magnet that will attract many of the conventioners as visitors, an invitation hav- ing been extended to all. Hauschildt Opens Branch A branch store of the Hauschildt Music Co. has been opened in Manteca, Cal. Manteca is one of the small but rapidly growing towns in the San Joaquin Valley. The store will be lo- cated for a time in a portion of the Alger Furniture Store, but, as soon as business war- rants and a desirable location can be secured, the company will have its own store. Talking machines, records and pianos are carried. Magnavox Co. Moves The Sonora distributor for the San Francisco territory, the Magnavox Co., formerly located at 616 Mission street, has moved to 274 Bran- non" street. F. B. Travers is manager of the Sonora organization for the Pacific Coast. Tie Up With Isham Jones Brunswick dealers tied up with the appear- ance of Isham Jones, exclusive Brunswick art- ist, at the Orpheum Theatre here recently. The sales of records by this popular artist were stim- ulated greatly. This is Mr. Jones' first appear- ance in the Far West and he was under the guidance of C. L. Morey, Coast representative of the Brunswick Co., and J. J. Black, of the Wiley B. Allen Co. Big Call for Columbia Products The local branch of the Columbia Phono- graph Co. reports that the past month has seen a satisfactory demand for portables crop up in both the city stores and in the different branches scattered along the Pacific Coast. The holiday and vacation season is in full swing and the desire for music as a necessary adjunct to a successful vacation is reflected in the de- mand for the portable type of instrument. Rec- ords are selling briskly and O. E. Sklare, Co- lumbia dealer, of Portland, Ore., informed the Columbia headquarters that the New Process records are selling in a most satisfactory fash- ion, the demand being of large proportions and growing consistently. Adds Brunswick The White House, well-known department store, recently added the Brunswick line of phonographs and records. The talking ma- chine business of this store has been growing steadily. Stages Radio Demonstration The City of Paris is doing a steady business in radio sets and recently announced that dem- onstrations would be given three nights during the week on Tuesday, Thursday and Saturday, between the hours of 7:30 and 10 o'clock. These hours were selected because reception is better at this time and the programs are more inter- esting. Good Portable Business J. J. Black, of the Wiley B. Allen Co., reports that portables are selling well in all the stores operated by the company. The record trade also continues to be brisk. General Phonograph Corp. Enjoys Increased Demand The New York district office of the General Phonograph Corp. reports that the total volume of record sales for the past month shows a 25 per cent increase over the same period of last year. Business is continuing brisk and new accounts are constantly being opened. Music Master loud speakars and portables are also going well. One of the departments of this organization which reports an unusually large increase over preceding years is the needle de- partment. Needle sales are being pushed vigor- ously and orders for needles in million lots are quite common. Norman Smith, district man- ager, is quite satisfied with sales and predicts an even greater increase this coming month. Geo. L. Fuhri Gotham Visitor Geo. L. Fuhri, a son of W. C. Fuhri, vice- president and general sales manager of the Co- lumbia Phonograph Co., Inc., was a visitor to New York recently on a business trip which included a call at the Columbia factory in Bridgeport and an inspection of the recording laboratories. Mr. Fuhri is a member of the staff of the Columbia Wholesalers, Inc., at St. Louis, Mo., and his keen enthusiasm regarding his work is reflected in the rapid strides he is making under the able direction of A. B. Creal, vice-president and general manager of the Co- lumbia Distributors, Inc. Music on Lake Steamers The music for dancing and entertainment on the fleet of excursion steamers operated on the Great Lakes and tributary rivers by the White Star, Ashley and Dustin lines will again be furnished this Summer by Finzel's Orches- tra. Wm. Finzel, manager of Finzel's Orches- tra, is the personal director of the Finzel's Arcadia Orchestra of Detroit, exclusive Okeh dance orchestra and well known to dance enthusiasts in the Middle West. A Radio Receiving Set Is No Better Than Its Tubes Manufacturers who build business on performance in- sist upon testing and placing tubes of guaranteed grade in every receiving set they sell. VOLTRON TUBES are thoroughly tested at our factory and absolutely guaranteed to meet the needs of your production. VOLTKOI G"=T Made in all standard types. Manufacturers and Distributors: Write for our proposition. VOLTRON SALES COMPANY 227 Fulton Street New York City, N. Y. VOLTRON MANUFACTORY iWMJeaatk/j. July IS, 1924 THE TALKING MACHINE WORLD 77 Announcement % Radio Manufacturers who are satisfied with nothing but the best, we now offer the facilities qf our new modern cabinet works in the making qf radio cabinets. We will be pleased to figure your requirements and submit prices on quantity orders upon receipt qf specifications. Radio Master Corporation Of AMERICA BAY CITY. MICH. F. B. WARD, Pres. 6 Treas. 78 THE TALKING MACHINE WORLD July 15, 1924 Two Radiola Models of Particular Interest to the New England Talking Machine Dealer The Radiola line, with its slogan "There's a Radiola for even" purse," offers the talking machine retailer the best there is in radio. It is our intention, however, to feature from time to time various individual models of the Radiola line and their strong merchandising appeal for the talking machine dealer. W ith the Radiola X you can feature a new and beautifully cabineted instrument, with re- ception that is particularly clear and true. The selectivity is so sharp that no near station can interfere with distant programs — so simple that a beginner can operate it. A built-in loud speaker is one of its outstanding achievements. The Radiola Regenoflex is a modified Radi- ola X in mahogany cabinet with external loud speaker and retails at a popular price. Both models have their individual appeal and offer the talking machine retailer numbers that are bound to make his radio department profitable. As distributors of Radiola products it is our aim to confer with our dealers in the most efficient presentation of the line. Our service department is ready at all times to be of assist- ance to the dealer. \Ye are able to serve our dealers with the best in the radio field. // you are a talking machine dealer situated in New England it will pay you to write us today. Pittsco service is designed to increase your turnover and profits. F. D. PITTS COMPANY INCORPORATED 219 COLUMBUS AVENUE RADIO MERCHANDISE EXCLUSIVELY BOSTON, MASS. EXCLUSIVELY WHOLESALE July 15, 1924 THE TALKING MACHINE WORLD 79 JOHN H.WICSON, Manager 324 WASHINGTON ST., BOSTON, MASS ^BOSTON ENGLAND Growing Sales of Portables Increase Business Volume in Boston Territory Expectations for Busy Fall Prevalent — Elks' Convention Brings Crowd to City — H. Fleishman Again With Steinerts — Columbia Trade Welcomes W. S. Parks — Send-off for Fred E. Mann Boston, Mass., July 8. — Business in this city and surrounding territory has assumed its usual Summer condition — that is, it has slowed up to a very marked degree. Somehow or other people take it for granted there is no business in the Summertime and, therefore, there is a complete cessation of strenuous striving — a letting down of the bars, so to speak — with the result that July and the first half of August is always looked upon as a recreation period. Portable machines and rec- ords are being sold in fair quantities, however, without any tremendous appeal on the part of the dealers. Everyone here looks for a very excellent Fall trade and dealers who are stocking radio in addition to talking machines expect the largest volume of business ever transacted. Elks' Convention Brings Crowds to City Business was a little stimulated this week owing to the big Elks' convention which opened here yesterday. It brought an enormous crowd to Bos- ton, and the city has been all keyed up over the gathering. The stores are handsomely decorated, and grandstands have been erected at several points throughout the city to accommodate the sightseers. In view of the fact that the Elks bring with them a great many of their home folks, they always leave considerable money in the city. H. Fleishman Back With Steinerts The house of M. Steinert & Sons, always glad to welcome back old and faithful employes, has got Herman Fleishman, who left the Boston concern early last September to take charge of the retail Victor department of Marcellus Roper in Worcester. While recognizing that the retail field is a good one and has its special advan- tages, Mr. Fleishman had become so used to the wholesale end of the business that he felt that was where he really belonged and, returning to his old house, he has been assigned to a part of his former territory, which was taken over by Emmet Ryan when Fleishman went up to Worcester. The Steinert Co. now has six out- side representatives, Fleishman and Ryan being the two oldest ones. Fleishman will act as spe- i' - ' i'h! ^ ilil-IMh ■ l ; cial representative, covering western and south- ern Massachusetts and the States of Rhode Island and Connecticut. New Englanders at Convention There was a good representation of Brunswick men from New England over for the New York convention, these including C. F. Hanson, of Worcester; Alfred Pearson, of Worcester; Mrs. Pearson, Mr. Knipper, and Fred Gardner, of Law- rence; H. M. Curtis, of Lynn; Mr. Mclntyre, of Manchester, N. H., and Mr. Miller and Mr. Titus, of Boston, the latter manager of the Jordan- Marsh Co.'s talking machine department; Mr. Maurice, of New Bedford, and Mr. Popkin, Mr. Feldmann and Mr. Davis, of the United Music Store, of Brockton. Harry Spencer, New Eng- land manager of the Brunswick Co., was on hand and he acted as host to several merry parties. Piatt Spencer, Harry's brother, was in New York for a couple of days. Window Service Pleases Speaking of the Brunswick it is of interest that the New England dealers are quite enthused over the new window display service and more than 40 per cent of the dealers have subscribed to the service, which includes five cards set in attractive frames and featuring new releases. J. Z. Kelley Becomes Brunswick Dealer A new Brunswick dealer which Kraft, Bates & Spencer have just signed up is John Z. Kel- ley, of Lynn, who is one of the best-known talk- ing machine dealers in that city. Mr. Kelley's initial order of Brunswick goods was a very large one. Outing Portable in Demand Seasonable business is the way the conditions at the A. C. Erisman Co. are described this month. The special outstanding line for which there is a pronounced demand is the Outing portable, which is finding favor with those plan- ning their Summer vacations. Mr. Erisman has lately made a careful survey of the territory embracing such places as Hartford, New Haven, Waterbury and New Britain, Conn., Ditson Service Standard Radio Products Exclusively Wholesale Send for Catalog The Eastern Talking Machine Co. 8 5 ESSEX BOSTON STREET MASS. where he found business about the same as in other places. Artistic Vocalion Display Vocalion Hall, where the Vocalion, Edison and Victor machines are featured, has a very interesting window display which is attracting many persons. At the left is a beautifully (Continued ,on page 80) mil PROFIT BY THAT 48 PER CENT The Victor Co. announces that Victrola production this year will exceed by 48 per cent that of 1923 — This means that there is a definite market for these extra Victrolas. Make arrange- ments now to enjoy YOUR 48 per cent increase in machine sales this year. That's your share. | OLIVER DITSON CO. | BOSTON, MASS. fiiiiiiiiiia Victor Exclusively CHAS. H. DITSON & CO. NEW YORK llllllllllllllllllllllllllllllllllllllllllllllllllli Illlllllllllllllllllllllllllllllllll Illllllillllllllllllttllllllllllllllllllllllllllll! 80 THE TALKING MACHINE WORLD July 15, 1924 THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 79) Sales Ideas Win Exclusively Wholesale The Eastern Talking Machine Co. 85 ESSEX STREET BOSTON MASS. name of the Maine Music Co. he conducts suc- cessful stores at Rockland and Sanford, Me., and at Colebrook and Berlin, N. H. Mr. Snow was hoping to have his new Portland establish- ment opened by July 1. New Columbia Manager Welcomed William S. Parks, who has come to Boston as the successor of Fred E. Mann as manager of the New England department of the Colum- bia Co., arrived in Boston soon after the middle of June, and he received a royal welcome from gowned bride against a handsome and artistic setting and on the opposite side is a Vocalion machine suggestive of an appropriate wedding gift. C. B. Snow to Open in Portland Charles B. Snow, of Cressey & Allen, of Portland, Me., was in town during the month and it is understood he is going into the retail business in Portland. Mr. Snow has rather extensive interests musicwise and under the William S. Parks everyone. On reaching his desk he found a large cluster of carnations, the gift of the office staff. On one day he was tendered a lunch by Mr. Mann and on another day he was the guest at a luncheon by Arthur C. Erisman, who now has his own company but was formerly a mem- ber of the Columbia personnel. Mr. Parks had not been in town but a short time before he was made to feel at home and he was called upon by many in person, received both letters and telephone calls, all wishing him the best of success. So Manager Parks starts off with the best wishes of a host of friends. He came North from Atlanta, Ga., by auto, stopping off first at Baltimore, then at New York, and reach- ing Boston without any mishap. Fred E. Mann Gets Cordial Send-off On the afternoon of June 20 retiring Man- OKfifvwOcLnv Records QKEH records, with early releases of the popular song and dance hits recorded by prominent artists, and im- ported Odeon recordings, revealing the true beauty of Old World music, are bringing new customers to the dealers' stores with regularity. Helping New England dealers to get their full share of this business by fast, efficient service and hearty co-opera- tion, is General Phonograph Corporation of New England 126 Summer Street Boston, Mass. Buy OKeh Needles— They Keep Record Sales Alive! SPRINGS VICTOR l1/4"x.022xl7', bent each end No. 6543 ?.57 l%"x.022xl8' 6" marine ends No. 3014 .58 Ii4"x.022xl7' bent arbor No. 5362 .57 1VX.022X13' bent arbor No. 5423 .50 l%"x.022x9' bent arbor No. 5427 .42 022x9', bent each end No. 6542 .42 l"x.020xl3' 6" marine ends No. 2141 .32 l"x.020xl5' marine ends No. 3335 .35 l"x.020xl5' bent arbor No. 5394 .38 l"x.020xl5'. bent at each end No. 6546 .43 COLUMBIA l"x. 028x16' crimp arbor, new style. No. 20009 .67 l"x.028xl0' Universal No. 2951 .34 l"x.028xll' Universal No. 2951 .36 l"x. 030x11' hook ends 45 l'xll' for motor No. 1 No. 1219 .85 HEINEMAN l"x.025xl2' motors, Nos. 33 & 77 35 1 3/16"x. 026x19', also Pa the 75 1 3/16"x.026xl7' No. 4 .59 MEIS9ELBACH %"xl0' motors. Nos: 9 & 10 29 l"x9' motors, Nos. 11 & 12 31 l"xl6' motors, Nos. 16, 17 & 19 49 2"x.022xl6', rectangular hole, 18kl0 1.2fi SAAL-8ILVERTONE l"x. 027x10', rectangular hole No. 144 .42 l"x.027xl3', rectangular hole No. 145 .48 l"x.027xl6', rectangular hole No. 146 .58 BRUNSWICK l"x. 025x12', rect'gular hole, regular.No. 201 .43 l"x. 025x18', rect'gular hole, regular.No. 401 .58 KRASBERG l"xl2' motor 2A "I Pear-shaped and .45 l"xl6' motor 3 & 4 > rectangular holes .55 l"xl8' new style j on outer end .60 EDISON l%"x.028x25' regular size disc motors 1.25 l"x.032xll'. Standard 55 1 5/16", Home 70 1 5/16"xl8' type A 150, old style disc 1.28 1" Amberola 30-50-75 56 1 1/16", B 80 1.15 SUNDRIES l"x.025x9', pear-shaped Stewart . . . ; 34 l"x.025xl6'. Sonora. Style 30 52 25/32"x.026xl0', P.S. Swiss Motors & Pathe .36 1 'A "x. 025x17' round hole, Mandel 75 J4"x.022x9', pear-shaped small motors 26 l"x.025xl6', pear-shaped hole or rect 50 %"x.023xl0', marine ends, Hein. Col., etc.. .29 %"x.025xl0', marine ends, Hein. Col., etc.. .27 %"x.020x9', marine ends 21 %"x.020x9', marine ends 18 Victor Gov. springs, No. 1729 per 100 .95 Victor Gov. balls, n/style. No. 3302... each .07 Victor-Columbia Gov.sp., screw washers, 100 .72 Columbia Gov. springs, No. 3510. . .per 100 .95 Columbia Gov. ball, lead, flat and spring. . .08 Columbia Gov. ball, new style & spring... .08 Turntable felts, wool, green, 10", 15c; 12" .18 Terms, 2% cash with order. TALKING MACHINE SUPPLY CO., PARK RIDGE,N1 ager Fred E. Mann was given a cordial send-off by the Columbia office force, Columbia branch associates and personal friends who gathered at the Columbia headquarters at closing time. As- sistant Manager William R. Fleming acted as toastmaster and Mr. Parks made an address referring to the old days when he was so pleas- antly associated with Mr. Mann at the old Columbia headquarters on Federal street. Mr. Mann, on behalf of his large following, was presented with a complete golf outfit which pleased him immensely and in his acceptance spoke of his seven pleasant years with the Columbia staff. Among those who had part in the occasion were Sales Manager McClure, of the dictaphone department, and G. P. Donnelly, H0RT0N-GALL0- CREAMER CO. NEW HAVEN VICTOR WHOLESALERS who serve a small clientele or preferred dealers especially well. July 15, 1924 THE TALKING MACHINE WORLD 81 THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 80) A Message of Vital Importance to New England's Victor Retailers New England has long been called The Summer Playground of America. The Summer season offers tremendous possibilities to the progressive Victor Retailer for the sale of portable Victrolas which are particularly adapted for camp- ing, canoeing and all outdoor uses. Plan Your Summer Campaign Now VICTROLA VI r a VICTROLA NO. 50 Our stocks are complete, but we anticipate a shortage on portable models owing to the unusually large demand. Anticipate your summer requirements and Order Now. Delivery guaranteed. M. STEINERT & SONS CO. 35—39 Arch Street BOSTON New England Victor Distributors "STEINERT SERVICE SERVES" "Proven by Deed — Not Word" now of the A. C. Erisman Co., but with the Columbia up to a few months ago. Planning for Sonora Fall Trade Business with the New England Phonograph Distributing Co., of which Joe Burke is the head, has been making a good showing for the month of June, and there is, accordingly, much encouragement. Joe has just been over in New York, having gone there to confer with the Sonora people relative to lining up for the Fall program and arranging for shipments. Word has come to Manager Burke that the new low- priced radio and phonograph combined, known as the Sonoradio 242, will shortly be ready for delivery. The new loud speaker which is being put out in connection with the radio outfit is being widely called for and especially by deal- ers, who pronounce it one of the best of its kind. K. T. Finney Now Proud Father Kenneth T. Finney, of the Kraft, Bates & Spencer forces, has become the proud father of an eight-pound boy born at the Finney home in Wollaston. Up to date no one has seen the cigars. The youngster is named for his father. Edward Kilgore Takes to the Air Edward Kilgore, assistant manager of the Eastern Talking Machine Co., went over to Westfield a while ago, but not by train or auto. He took the air route, flying from the official field in East Boston and doing the trip, of a distance of about 110 miles, in a little more than an hour. He was accompanied by Captain E. R. Knight, of the air service. Mr. Kilgore re- mained in Westfield several days and then flew back to Boston. Visitor From Seattle A Boston caller who was given a pleasant welcome here was C. H. Cobb, of Sherman, Clay & Co., of Seattle, Wash., who stayed in town for four or five days. Mr. Cobb is a na- tive of Boston and he visited a number of the men in the talking machine trade. Business Changes Hands A business transfer which is of interest to the Boston trade is the sale of O'Neil's Music Shop to Korbey's Melody Shop in Lawrence, located at 239-A-241 Broadway, that city. John H. O'Neil, of the first-named store, will remain with the other place, paying special attention to the talking machine business. Now It's a Maxwell Watch for Herbert Shoemaker on the road these days. He's got a new car, this time a Maxwell, which supplants his Essex, which he purchased a few months ago. Manager Shoe- maker says business at the Eastern Talking Ma- chine Co. is about what it was during May. And, while talking of cars, one must not forget that Edward Kilgore also has a new machine, having just traded his old one for a Cleveland. Back From Honeymoon E. H. McCarthy, "Smiling Ed" as he is called in the trade, and his bride are back from their wedding trip, which was spent in Cuba, and E. H. is again plugging away at the Columbia headquarters. Brief But Interesting E. D. Coots, assistant general sales manager of the Sonora Co., was in town the latter part of June and called on many of the dealers around Greater Boston, with whom he is very popular. Francis T. White, of the talking machine de- partment of the C. C. Harvey Co., plans to spend his vacation at Falmouth Heights, where he has been for several seasons. A new man to join the radio department of the C. C. Harvey Co. is R. H. Mason, lately of Bristol, England. Lloyd Spencer, general manager of the Silas Pearsall Co., of New York, is expected to be in town over the Fourth of July and will be the guest of Kenneth Reed, Victor manager of the Steinert house at his Summer home in Orleans. Walter Gillis, who conducts a Victor depart- ment under his own name at 429 Boylston street, spent two weeks at his home lately, his absence being made necessary because of ill- ness. He is able to be at his office a few hours each day now, however. A. J. Jackson, of 415 Boylston street, Victor dealer, is contemplating a trip to the Pacific Coast which will occupy several weeks. G. D. Shewell, Jr., of the New England de- partment of the Cheney, was over at the New York convention, and since then has been mo- toring over the road visiting among the Cheney representatives. Charles H. Farnsworth, head of the Eastern Talking Machine Co., who was a visitor to the Victor Camden factory early in June, plans to open his Marblehead Summer home early in July. Piatt Spencer made a business trip through Maine toward the end of June and found a far better feeling in the trade. He was able to place a number of Brunswick orders. The Norman W. Henley Publishing Co., 2 West Forty-fifth street, New York, recently an- nounced a revised edition of the "Inventor's Manual, How to Make a Patent Pay," designed as a guide to inventors in perfecting their inven- tions, taking out patents and disposing of them. The author is George M. Hopkins, a successful inventor with twenty-five years' experience and the revision was made by A. A. Hopkins of the American Statistical Association. KRAFT-BATES ^-SPENCER™ NewEngJand Distributors All The World Is Turning to Brunswick Maximum Discounts and Community Leadership Bring Brunswick Dealers Bigger, More Profitable Business A Brunswick franchise will mean more money and a bigger prestige in your community. Compare the advantages with those you now get. 1 — Maximum discount. More profit per sale, per month, per year. More profit on your present volume of business. 2— Direct contact with us. Controlling our own distribu- tion, all dealer transactions are direct. 3 — Ample protection of your franchise because distribution is controlled directly by us. Hence the unusual value of a Brunswick protected franchise. 4 — A wide variety of instruments in all types. Prices rang- ing from $45 to $775. 5— LEADERSHIP IN MERCHANDISING enabling you to be the leader in your community. KRAFT -BATES and SPENCER, Inc. 80 Kingston Street Boston, Mass. 82 THE TALKING MACHINE WORLD July 15, 1924 California Association Adopts Standard Radio Guarantee and Trade-in Allowance Radio Division of the Music Trades Association of Southern California Makes First Move in Trade to Protect Dealers From Loss Through Profit-killing Competition Los A ngeles, Cal., July 2. — The Radio Division of the Music Trades Association of Southern California has adopted a standard form of guar- antee, which reads as follows: Standard form adopted June 23, 1924, by the Radio Division of the Music Trades Association of Southern California. This radio receiving set is guaranteed against defects in materials and workmanship, and to be in perfect working order at time of delivery. Reception of distant stations with this set is not guar- anteed. Free service will be given for a period of thirty days from date of sale. Tubes and batteries are not guaranteed as to life, and are replaceable at purchaser's expense. Dealer City State Date I have read the above standard form and I agree to its ThePHONOMOTORCO. WM. F. HITCHCOCK, Proprietor 121 West Avenue Rochester, N. Y. An Electric Equipment for the PHONOGRAPH Fully GUARANTEED Universal — alternating or direct cur- rent. Complete, with every part ready to run. Sample, mounted on motor board, 12x12%, $25.00 C.O.D. Mo ney back if not satisfactory. The PHONOSTOP An automatic stop for all talking ma- chines, 100% efficient. STANDARD FOR EIGHT YEARS Guaranteed. Sold direct to manufacturers all over the world. Nickel or Gold. Your phonograph is worthy of the best stop. This is the only one. Your customers appreciate it Our NEED-A-CLIP A fibre needle clipper with hardened tool steel blade, retails at 75c, does its work perfectly, indefinitely. WE ALSO SELL GENERAL PHONOGRAPH HARDWARE Trade Prices upon application The PHONOMOTOR Trade-Mark Reg. U. S. Pat. Office conditions. Your representative has demonstrated receiv- ing set Make Model Number to be satisfactory and in good working order. Purchaser Witness Salesman The use of the above form will tend very greatly to clear the situation in regard to ill- considered promises of long-distance reception and will relieve dealers of the burden of being expected to give unlimited free service. Standard Radio Trade-in Allowance A special committee was appointed by the Radio Division of the Music Trades Association of Southern California to investigate and report on a fair basis of exchange or allowance for old and used radio sets in partial payment for new ones. A number of dealers declared that they would not take any old sets as partial pay- ment or in exchange under any circumstances. But it is believed by many that the practice may become general as it exists in the piano, phono- graph and automobile businesses. There is also the problem of having some basis of credit for radio sets bought by customers and after use of few weeks or months offered as part payment towards sets of higher prices from the store where they were purchased originally. The com- mittee has recommended that the basis of ex- change and trade-in value be estimated under the following schedule: Allowance on Radio Set 1 mo. old less 15% to-day's list Allowance on Radio Set 2 mos. old less 30% to-day's list Allowance on Radio Set 3 mos. old less 45% to-day's list Allowance on Radio Set 4 mos. old less 50% to-day's list Allowance on Radio Set 5 mos. old less 55% to-day's list Allowance on Radio Set 6 mos. old less 60% to-day's list Allowance on Radio Set 7 mos. old less 65% to-day's list Allowance on Radio Set 8 mos. old less 70% to-day's list Allowance on Radio Set 9 mos. old less 75% to-day's list Allowance on Radio Set 10 mos. old less 80% to-day's list Opens Talking Machine Dept. Cambridge, O., July 7. — The formal opening of the talking machine department of the C. A. House Music Store was the occasion of the gathering of hundreds of patrons. The Victor line is carried exclusively and a complete display of the latest styles and models was on exhibit. This store has been in existence for fifteen months and under the management of L. W. Bell it expanded so rapidly that it was found necessary to move to larger quarters, which was done last November, when it became established at its present location at 933 East Wheeling avenue. Mr. Bell is a firm believer in taking- advantage of every means of increasing business through direct personal effort and publicity of all kinds. Cabinet Go. Chartered The Supreme Cabinet Co., New York, was recently incorporated at Albany, N. Y., with a capital stock of $10,000, to function as a depart- ment store. The incorporators include M. Shindler, S. Cartaino and M. Lieberman. "MANUFACTURERS' OF RADIO COMBINATION SETS USE FRY POSTS Write for Catalogue No. IS THE H. H. EBY MFG. CO., Phila., Pa. Encouraging Business Outlook in the West Two well-known members of the trade are presented in the accompanying photograph just received by the sales department of the Gen- eral Phonograph Corp., New York. These popular phonograph men are Ralph S. Peer, director of record production of the General Walter S. Gray and Ralph S. Peer Phonograph Corp., and Walter S. Gray, who has just been appointed Okeh and Odeon jobber on the Pacific Coast. Mr. Peer spent the month of June in California and other points in the Far West, visiting the jobbers in this important territory and arranging for an intensive sales campaign for the coming Fall. He returned to New York a few days ago with encouraging re- ports of the business situation in the Far West and Southwest. C. R. Mores Now Manager Fort Wayne, Ind., July 7. — Announcement was made recently of the appointment of C. R. Mores, of Omaha, Neb., as manager of the Packard Music House here, succeeding Glenn W. Mills, whose death occurred earlier in the month. Mr. Mores, who was personally secured for this post by Albert S. Bond, president of the Packard Piano Co., was formerly in charge of the Victrola jobbing department of the Ross P. Curtis Co., at Omaha, and is well and favor- ably known in the trade. UNIFORM QUALITY = UNIFORM RESULTS You can safelv rely upon the quality of our COTTON FLOCKS for PHONOGRAPH RECORDS Write for samples and quotations CLAREM ONT WASTE MFG. CO. Claremont, N. H. July 15, 1924 THE TALKING MACHINE WORLD 83 Fair Business Marks Mid-Summer Season of Trade in the Richmond Territory Sales Volume of Machines and Records Compares Favorably With Same Period of Last Year — Brisk Demand for Portable Instruments Enjoyed — Dealers Add New Lines — The News Richmond, Va., July 9. — Talking machine deal- ers in this territory found June business some- what slower than that of the corresponding month of last year, but as a rule business for the six months' period from January 1 to July 1 was appreciably above that of the same pe- riod of 1923. Walter D. Moses & Co., Victor dealers, who closed their fiscal year July 1, re- ported that volume of business done since July 1, 1923, was 15 per cent greater than that of the preceding year. The firm was especially pleased with its achievement in May, 1924, busi- ness that month having been just double that of May, 1923. June, however, slowed up and fell below June of last year. While console models of medium price continue the most pop- ular with this firm's trade, a good many high- priced machines are also being sold. Featuring Portables Portables of medum price are in greatest de- mand. The Corley Co. has been featuring its $50 Victor portables at terms of $5 cash, with monthly payments of $5 on the balance. They are advertised as being "just right to take on a picnic or camping trip." Due to the fact that September 1 is annual Moving Day in Richmond, business in talking machines is not expected to pick up to any extent until after that date. The merchants point out that the average person who has to move usually prefers to put off buying phono- graphs until after moving is over, rather than to make purchases during the Summer and run the chance of having the cabinet damaged in the moving process. Plan to Feature DeForest Line The Columbia Furniture Co., which recently took on the Kennedy radio line, announces that it has arranged to handle the DeForest line also. The firm handles Victor talking machines and Pal portables. Dance Records Lead Dance records continue to be leaders, and the dealers anticipate steady business in them throughout the Summer. The James Cowan Co., Columbia dealer, reports that blues records are ready sellers just now. New Okeh Dealers This firm, which is also distributor for the Strand machine and Okeh record, announces the appointment of the following new Okeh dealers: Baltimore Furniture Co., Charlotte, N. C; Bland Piano Co., Winston-Salem, N. C; Addington Jewelry Co., Coeburn, Va. ; Jackson Fleet Drug Co., North Tazewell, Va.; S. H. Bibb, Bedford, Va. ; Star Furniture Co., Main Street Furniture Co., Dowdy Furniture Co., Martine Music Co. and Huband Furniture Co., all of Richmond. Crossing Continent in Ford John Cowan, son of James Cowan, head of the James Cowan Co., recently received his dis- charge from the United States Navy at Hono- lulu. Upon reaching Seattle he invested in a Ford and started back home across the con- tinent in the car, accompanied by a buddy who got out of the Navy at the same time he did. Dealers Add Starr Line H. Wallace Carner, Starr distributor, an- nounces the appointment of several new Starr dealers in Richmond as follows: R. E. Burke Furniture Co., Swannsboro Furniture Co. and Thomas Bros. These dealers will also handle Gennett records. Mr. Carner left early this month on a business trip through northern Vir- ginia. He says his trade is evincing interest in the Starr "install-your-own" radio style model which his company is now putting on the market, and he believes that it is going to prove a good seller. In addition to including the full attributes of the Starr phonograph, the instrument is equipped with ample space for the installation of a radio set, and it is claimed that amateur cabinet makers as well as amateur electricians and radio enthusiasts can install the set without difficulty. A duplex, double- throated horn serves the purpose of amplifica- tion, each throat being independent and requir- ing no adjustments from one to the other. This latest Starr innovation is expected by whole- salers and retailers to have a considerable influ- ence on sales. F. R. Kessnich New Corley Manager The Corley Co., Victor dealer and distributor, has appointed Fred R. Kessnich manager of its wholesale department, to succeed F. W. Schwo- bel, who resigned recently to join the' sales force of the Tomlinson Chair Mfg. Co., of High Point, N. C. Mr. Kessnich entered upon his new duties July 1. He grew up with the whole- sale department of the Corley Co. and is thor- oughly familiar with all details of the depart- ment. For the past several years he has been in another business, traveling out of Atlanta. Wood Bros. Open Branch The Wood Bros. Piano Co., of Parkersburg, W. Va., have just opened a branch store at 610 East Grace street, Richmond. Phonographs will be handled in a limited way, lack of space in the store preventing the carrying of a large stock in this line. For the time being Cheney and Sonora lines will be carried, but it is not definitely decided whether they will be carried permanently, according to W. B. Wood, man- ager of the Richmond store. The Cheney and Sonora stock was supplied by the Parkersburg store, which has been handling these lines for some time. The firm also is opening a new store in Greensboro, N. C. Another of its branches, known as the Knabe Warerooms, is located in Norfolk. Sell PORTABLES now They create customers for you who will quickly ripen into your livest prospects for big machines. The rich, sweet tone of SPENCERIAN Portables, and their thoroughly high quality, makes phonograph enthusiasts, who are friendly customers of yours. Besides, there is a nice profit for dealers in SPEN- CERIAN Portables them- selves. And two of the three SPENCERIAN models are in handsome natural wood- finish cases, making them proper instruments to use in any parlor, thus assuring you of steady turnover even throughout the winter months. $25. 00 East Rockies "BELTONE" Model Gives full, sweet tone, out of wood tone chamber. Case of 5-ply laminated wood, with doved joints, and covered with black Dupont Fabrik- oid, protected against scratch- ing by "domes of silence." Has United motor, non-spill needle cup, and practical re- cord carrier. Locks up se- curely, and can be easily carried by handle. JOBBERS our offer will interest you Westphono, Inc 46 W. Fourth St. SAINT PAUL, MINN. 84 THE TALKING MACHINE WORLD July 15, 1924 Sales of High-Priced Period Models Feature Business in St. Louis Field Demand for Expensive Instruments an Unusual Trend for This Season— No Parking Rule Abol- ished—Opera Creates Record Demand— Music Memory Tie-up^Repair Men's Meeting St. Louis, Mo., July 8. — It is the people who have the money and do not need to worry about hard times who are buying talking machines this Summer, and they are buying the best. Dealers report an unusual number of sales of high-grade period machines. Unusual, that is, for this period of the year. Cheaper machines are not going so well because, while times are not "hard," a lot of people think they are or that they are going to be, and so they are not buying what they can get along without. But dealers think that, with the national conven- tions out of the way, there will be some im- provement from now on, expanding to big im- provement after the election. Wet and cool weather continued to the end of June, affecting sales of small machines and portables and rec- ords, but July started off better, with indications of making amends. Meantime the largeness of the sales compensates in volume for the small- ness in numbers. No Parking Rule Repealed The all-day no-parking rule which was in effect several weeks, over the protests of the music merchants, was abrogated late in June, and the sales of records, which had been par- ticularly hurt by the rule, immediately improved. Community stores, which had reaped the advan- tage of the Olive street regulation, experienced a return to normal. The Olive street music men, who joined with other interests in op- posing the regulation, were not entirely vic- torious, since the old rule is replaced by another prohibiting parking between 7 and 10 a. m. and 4 and 6 p. m., but the new one is not so bad and the merchants will put up with it. Opera Season Aids Record Sales The municipal opera season is again helping sales of records. All dealers are pushing the records of the operas that are put on from week to week. They call attention, by different methods, of their customers to the records of the current week's bill and are having good results. An advantage is that these are all standard records. Tie-up With Music Memory Contest The Music Memory Contest in the schools of Mount Vernon, 111., was a most successful affair. It was the first of what they hope to make an annual contest there. The Victor dealer in Mount Vernon is the J. N. Johnson Co. and through the efforts of the manager of the Victor department, Miss Grace Maxey, it has made many friends of the teachers and pupils through concerts in the schools and children's concerts on Saturday mornings. Miss Maxey turned over one booth in the store to the children, allowing them to play the contest records at any time they pleased. A table in the room contained a quantity of reference material at which the children might write and study. Many prizes were offered to the winning school; that of the J. N. Johnson Co. was a set of charts and records illustrating the instruments of the orchestra. The Music Study Club offered $10 worth of records and specified double-faced Red Seals. The Johnson Co. reports the sale of almost $250 worth of records as a direct result of the contest. Forty Per Cent Columbia Gain A forty per cent increase in the demand for Columbia products is reported by Gordon W. Mory, who covers western Kentucky, Texas, Arkansas, Mississippi and Louisiana territory for the Columbia Distributors, Inc., of St. Louis. In a chat with The World Mr. Mory said: "There is every indication of a big year and unless the phonograph dealers place their requirements early they are going to be caught with no merchandise this Fall. In Texas there will be harvested one of the biggest grain crops in history. Cattle are finer than ever and there is plenty of grass and the cotton crop also looks good. Conditions in the lumber industry are generally improving. Shortage of labor is resulting in high wages and this means that there will be more money to spend, all of which is good for retail business. The con- sumer wants quality at a reasonable price. Repair Men's Meeting A large number of repair men and dealers in this territory gathered in June for a meeting with Victor factory representatives; H. H. Mur- ray, consulting engineer; S. T. Williams, pro- duction engineer, and Park Willis, mechanical engineer, were present to give information and help on the care of Victor motors. About forty people were present. The afternoon meeting centered about electric motors. The evening meeting concerned spring motors, repair service, etc., with additional talks by Mr. Murray and Air. Williams. The final touch to the evening was given by T. L. Husselton and his "swan song." Mr. Hus- selton leaves the territory soon to take up new- duties and took this opportunity to say good- by to many of the friends he is leaving. Miss Reba Eibeck, formerly in the Victor department of Block & Kuhl Co., of Peoria, recently joined the selling staff of the T. D. Music Box, St. Louis. Miss Laura Templeton, whose place Miss Eibeck takes, was married in June, leaving immediately for Detroit, her fu- ture home. News Gleanings Distributors say retail dealers' stocks are about as low as they can get and that dealers throughout the St. Louis territory are beginning to buy more freely, in anticipation of better business soon. J. M. Terry, Jr., an Edison dealer, of El Dorado, Ark., attended the Shriners' Conven- tion at Kansas City and stopped off here for a visit to the store of the Silverstone Music Co. Mark Silverstone, president of the Silverstone Music Co., Edison distributor, left the latter part of June with the Advertising Club of St. Louis for London to attend the international convention. He took his son, Julius, with him, and they will be gone three months, touring- England, Scotland and France. Mark L. Duncan, of the Chicago Talking Machine Co., spent a couple of days recently with Manager Geissler, of the Famous & Barr Co. talking machine department, and departed for the North. Jack Morton, manager of the National House Furnishing Co., Wood River, III, is distributing fans, shaped like phonograph records, to churches, lodges and other organizations, ad- vertising Brunswick records. F. H. Brant, of the Artophone Corp., is trav- eling in southern Illinois, following a trip through Kentucky and Tennessee. Manager Hammon, of the Kieselhorst Piano Co., is conducting a city-wide canvass in the interest of both the piano and talking machine departments of the firm and reports numerous sales and a large number of prospects which are expected to materialize in the Fall. The Thiebes Music Co. has been giving spe- cial radio programs at the Chase Hotel, featur- ing recent song and instrumental successes. A. Fritzsche, vice-president of the General Phonograph Co., New York, was here late in June and left for Cleveland.. The Koerber-Brenner Co., Victor distributor for the St. Louis territory, has taken additional space in the building it occupies. May Stern & Co., an old-established furni- ture house with an excellent merchandising rep- utation, have now acquired the Brunswick fran- chise. Recent visitors to Brunswick headquarters: John B. Foster, of Foster Jewelry & Music Shop, Monroe, La.; Henry Bruegge, of Breese, 111.; Gus Grob, of Grob Bros., Columbia, 111. Kaemmerer's Music Shops, of this city, re- cently joined most of the North Side mer- chants in a display held at the Y. M. C. A. Building on Cass avenue. Brunswick phono- graphs, records and pianos were displayed by Mr. Kaemmerer for the week of the show. Frank S. Horning, phonograph department manager for Stix, Baer & Fuller, of this city, was a recent visitor to the Music Dealers' Con- vention at New York. While there Mr. Horn- ing viewed for the first time the new Brunswick Radiolas and returned highly enthusiastic over the possibilities for a considerable sale of this new Brunswick feature. Al DeMerville, of the DeMerville Piano & Music Co., recently returned from a three weeks' tour which included Chicago and points North in its itinerary. New Edison Record Envelope Thos. A. Edison, Inc., has just issued for the use of its dealers a new form of record envel- ope bearing on its face a reproduction of an Edison record upon which appear the por- traits of twenty-seven of the leading Edison art- ists, including Anna Case, Frieda Hempel, Rachmaninoff, Albert Spaulding, Marie Rappold, Emmy Destinn and other favorites. Below the reproduction of the record is printed a list of the artists corresponding to the key numbers on their portraits. Gash in on Legion Drive Upon receipt of the Brunswick record of "What Has Become of Hinky Dinky Parlay Voo" Buescher's, aggessive Brunswick dealers of Cleveland, mailed out several thousand spe- cially printed postcards to members of the local American Legion. This idea produced imme- diate results, and in many instances reports state that the ex-service men came in carrying the postcard. A great many records were sold during the first few days after the mailing and results to date are not complete. New Music Store Opens Red Oak, Ia., July 10.— The Jardine Music & Art Shoppe recently opened with a complete line of musical instruments, including the Vic- tor and Edison line of phonographs and rec- ords, pianos and a small goods and sheet music department. The establishment is one of the most attractive in this vicinity. Twenty-four-hour service on OKEH Records Note the following popular selections: Hill Country Music Blues Numbers by Famous Negro Artists Race Record Importations Complete lists of all language records, late dance and song hits, late types of standard selections 1103 Olive St., St. Louis, Mo. 203 Kansas City Life llldg., Kansas City, Mo. July 15, 1924 THE TALKING MACHINE WORLD 85 gr--r * li, Associate Yoitr Store with the Success o/ MAGNAVOX M4 IT pays to be identified with the quality, reputation, dealer ser- vice and large sales volume of Magnavox Products. The demand for Magnavox Repro- ducer M4 alone stimulates excellent business in good stores everywhere — due primarily to its extraordinary value, but also powerfully reinforced by the Magnavox policy of assisting dealers. Write us for samples of new book- lets and folders on the Magnavox radio line illustrated below. There is a Magnavox for every receiving set Reproducers M4 — the latest Magnavox achievement: re- quires no battery . . $25.00 Ml — also constructed on the semi-dynamic principle, requiring no battery $30.00 R3 — famous electro-dynamic type: new mod- el with Volume Control . $35.00 R2 — same as R.3 but larger size: new model with Volume Control . $50.00 Combination Sets Al-R and A2-R — the only instruments com- bining electro-dynamic Reproducer and Power Amplifier in one unit $59.00, $85.00 Power Amplifiers A 1 , AC-2-C, AC-3-C— the most efficientaudio-frequency Am- plifiers: one, two© three stage $27.50 to $60.00 Order Magnavox products from nearest Magnavox wholesaler and write us for details of Selling Plan. The Magnavox Co. OAKLAND, CALIFORNIA Ne«J York Office: 350 WEST 31st STREET Canadian Distributors : Perkins Electric Limited, Toronto, Montreal, Winnipeg The registration of Magnavox dealers is proving one of the most vital factors in the successful sale of radio products. For informa- tion, apply to nearest Magnavox wholesaler. 86 THE TALKING MACHINE WORLD July 15, 1924 lIOMINiOl Qr CANADA Follow-up of Prospects Proves Sales Stimulator for Retailers in Montreal Campaigns Directed Toward "June Brides" Result in Many Sales — Activities of Trade Overcome Summer Lethargy — Many Store and Personnel Changes — Outlook Is Bright Montreal, Can., July 8.— An increasing business is noticed in the sale of phonographs for wed- ding gifts, though conversation with local deal- ers indicates that this field is not developed as consistently as the rewards warrant. One house follows up the engagement notices in the daily papers, tabulating the names, thus secured, as well as those secured from private sources. The opening shot is a carefully worded letter on linen stationery in a plain envelope. The groom, the parents of the bride and the parents of the groom are included in the campaign. This same idea has been put in force as ap- plicable to radio sales and fairly good results have been obtained. Raoul Vennat, sheet music importer and dealer, 340 St. Catherine street, East, has opened a new department and will specialize in Starr phonographs and Gennett records. Meredith Wilson, who has charge of the His Master's Voice phonograph department in con- nection with H. C. Wilson & Sons, Ltd., Sher- brooke, Que., recently gave the Sherbrooke Ro- tary Club an address on the history and devel- opment of the talking machine and the making of records. Congratulations are being received by Mr. and Mrs. Gilbert Layton, who have announced the arrival of a daughter. C. W. Lindsay, Ltd., phonograph department, recently put on a drive on new and slightly used machines suitable, as they expressed it in their advertisement, for "Your Summer Cot- tage." W. J. Whiteside, together with others, ar- ranged an excellent window display on Joseph C. Smith's new titles as recorded for His Mas- ter's Voice. This artist is internationally known as the leader of the Mount Royal Hotel Dance Orchestra, Montreal. The Hartney Co., Ltd., exclusive Victor dealer, in its newspaper copy solicited business from prospective June brides with considerable success. Ed. Hamilton, assistant manager of C. W. Lindsay, Ltd., recently sold a Sonora Gothic model to an out-of-town buyer, covering over 150 miles by motor to make the sale. Frank Ramsperger, of the International Mu- sic Co., distributor of Brunswick phonographs and records and Apex records, is the proud father of a son and heir. Madame Didier, in charge of the phonograph department of Dupuis Freres, handles a large quantity of Pathe records imported direct from Paris and receives orders and inquiries all over Canada for these goods. A. Pratte, Jr., Notre Dame street, West, is specializing in Westinghouse radio outfits and to date has placed a number of these sets. Starr phonographs and Starr records are well looked after by this live merchandiser. Frank W. Stenson has opened up a sporting goods store on Sherbrooke street, West, Notre Dame deGrace, and is featuring His Master's Voice machines and records. Frank Ramsperger, of the International Mu- sic Store, featuring Brunswick phonographs and records, is very much elated over the new Brunswick portable phonograph, which, he says, is a winner. Manager Beaudry, of the Starr Co. of Que- bec, reports encouraging wholesale business in regard to the sale of Starr phonographs and records in Montreal and territory covered. Toronto, Ont., July 7. — The Canadian Radio Trades Association has been formed in this city and meets the first Thursday of each month. The annual membership fee is $5. Arrange- ments are already being made for the first con- vention of the Association, to be held in To- ronto at the time of the Canadian National Exhibition in August. A recent visitor to Toronto was A. P. Sykes, of Melbourne, Australia, a prominent member of the Australian trade who does a jobbing busi- ness in phonographs and records all over Aus- tralia and New Zealand. The Sun Record Co., this city, distributor for Ontario of Apex records, has added the dis- tribution of Burgess radio batteries. C. A. Richards, Inc., Canadian Sonora dis- tributor, has just completed arrangements whereby W. J. Pickering, this city, will carry a complete line of Sonora repair parts. The Otto Higel Co., Ltd., has announced its entry into the radio business, distributing Fed- eral products. The Scythes-Vocalion Co., Ltd., has removed to 2 Mark street, where the offices and ware- houses will be located in a new building adja- cent to the record pressing plant where Vocal- ion records are made for Canada. His Master's Voice dealers in Brantford, Ont., are having considerable success, insofar as the selling of records is concerned. Albert Mantle has joined the Mason & Risch phonograph and record department at the Lon- don, Ont., branch. Charles Culross is energetically maintaining his reputation for Sonora and Aeolian-Vocalion products, the month of June being another evi- dence of prosperity along the lines of buyers of Sonora and Vocalion phonographs and Vo- calion records. George S. Layton, of Layton Bros., Ltd., ac- companied by Mrs. Layton, sailed recently on the S. S. "Regina" for an extended trip to England and France. J. W. Shaw & Co. are creating a strong de- mand for Gerhard Heintzman and Columbia phonographs, as well as the various lines of records they stock. A continued evidence of popularity for So- nora and Columbia phonographs is daily being accorded this line at the East End warerooms of C. W. Lindsay, Ltd., in charge of Manager Trudeau, where the sales of these goods are steadily growing. More than average results were apparent at the warerooms of the Wm. Lee Co., Ltd., and its phonograph department featuring Brunswick phonographs and also radio. Reid Hoover, formerly of the staff of His Master's Voice, Ltd., and later with the Fowler Piano Co., Winnipeg, Man., is now assistant to Harry Rock, general manager of Grinnell Bros., Windsor, Ont, in the Victrola department. W. E. MacKewn, one of the best-known talk- ing machine men in Ontario, has assumed charge of the Victor department of Heintzman & Co., Ltd., London, Ont. New Winnipeg Assn. Formed Winnipeg, Man., July 3.— Miss Chant, late of Heintzman & Co., Ltd., Calgary, Alta., has re- cently joined the staff of the Child & Gower Piano Co., Regina, Sask., and is very busy these days getting acquainted with Brunswick phono- graphs and records. Edwards' Pharmacy, Cal- gary, Alta., has taken on Brunswick records. A local association has been formed in Win- nipeg, Man., to be known as the Western Can- ada Radio Trades Association and application is to be made for affiliation with the central organization in Toronto. Buys Marysville, O., Store Marysviixe, O., July 7.— Harry M. Merz, of Columbus, recently purchased the music busi- ness of O. J. Penhorwood on West Fifth street, and has taken charge of the store. Mr. Merz has had many years experience in the music business in this section and at present operates the principal phonograph repair shop in Colum- bus. He is also distributor for several popular makes of phonographs and records. Mr. Merz will continue to make Columbus his home and has placed Milton Rausch in charge of the Marysville store. Alterations and im- provements are now in progress. Protest Proposed Tariff A dispatch from Tokio, Japan, to a New York newspaper states that representatives of the Victor, Brunswick, Cheney and Columbia companies are launching a campaign in the Diet, the Japanese legislative body, against inclusion of phonographs in the new customs schedule. Talking Machine Springs and Repair Parts NONE BETTER IN QUALITY NONE LOWER IN PRICE THE RENE MANUFACTURING CO. MONTVALE, NEW JERSEY Canadian Radio Trades Association Is Formed by Dealers at Toronto Meeting New Organization Planning for First Convention at Time of Canadian National Exhibition in August— Scythes-Vocalion Co. Moves Into New Building— Month's Trade Activities July 15, 1924 THE TALKING MACHINE WORLD 87 liaamttWMK«»J««JMSI0UMMM2 8 3 8 ! 1 I Priceless Victor Heritage A Remarkable Example Of Victor Craftsmanship * Genuine Victrola encased in art cabinet of Victor de- sign and construction, ex- pressly to the order of Mr. E. A. Benson, leader of Benson's Orchestra, Chi- cago, exclusive Victor rec- ord artists. Twenty-five years of pride of craftsmanship, mirrored in the growth of an organization of a handful of men to its present size of over 10,000 people, has been manifested in every detail of the manufacture of Victrolas and Victor Records. The spirit expressed in Victor Product Quality provides the prin- ciples that should be emulated in every phase of Victor Merchandising by Victor Dealers. The pride of guild that originated the most primitive trade-marks, when the craftsmanship mark of a band of workers was handed down from father to son, is expressed in the Victor trade-mark, "His Master's Voice," familiar to every nation and in every clime as "the best-known trade-mark in the world." Two fundamentals for business success, merit of product and acceptance of responsibility therefor by the maker, are thus epitomized in every instrument and every record passing through a Victor Dealer's hands. At the turn of the half-year, when it is customary to have a mental stock- taking and perfect our plans for the fall and holiday rush, let us resolve to make Victor Quality principles our guide in Victor Merchandising. The supreme confidence that has led the Victor Company to make a 48 per cent, greater investment in 1924 output than for 1923 should assure us that an immense demand is just around the corner. Twenty-four different models,* from the most reasonable to the most luxurious, and 9,000 records comprising the Victor Line spell limitless opportunity for you, Mr. Victor Dealer. Now is the time to look ahead, buy ahead and plan ahead for a season of unexampled prosperity throughout the Victor Trade. Let's go! C. BRUNO & SON, Inc. 351-353 Fourth Avenue Victor Wholesalers to the' Dealer Only New York I IBIM lUMMicata , 88 THE TALKING MACHINE WORLD -July IS, 1924 Berkley Tells of Outlook for Portable Business Arthur E. Berkley, director of sales of the Thomas Mfg. Co., Dayton, O., returned to his desk recently after calling upon many of the leading Portophone dealers throughout the country. He brought back with him substantial cialized portable phonograph merchandising ex- perience, and we are in a position to-day to offer our dealers practical assistance and co-opera- tion. The factory-to-dealer policy in effect has worked economies in distribution which the company is able to use in improving the product and in providing dealer helps." Governor Smith Praises Music of Paul Specht Governor Al. Smith, of New York, praised the music of Paul Specht, exclusive Columbia artist, when this popular orchestra director and three of his orchestras supplied the music at the Commodore Hotel for the reception given by the women delegates to the men delegates at the Democratic Convention. This reception was the most important social function on the en- tire convention program, and Governor Smith was particularly pleased with a medley arranged by Paul Specht that included the Al. Smith song by Irving Berlin, the old-time favorite "Side- walks of New York," "Tammany" and other favorites. Paul Specht and His Alamac Orches- tra, exclusive Columbia artists, and two other Specht units had the honor of playing for the notables at another Democratic reception given at the Commodore Hotel, and were received en- thusiastically by the delegation and their many friends and admirers. Victor Travelers to Meet Arthur E. Berkley orders, in addition to securing first-hand infor- mation as to the business outlook for portable business the coming season. Mr. Berkley's com- ments regarding the general demand for port- ables are very interesting, and in a chat with The World he said: "With the introduction of a definite merchan- dising policy, whereby our factory is in direct contact with the dealer, we have added approxi- mately 600 new dealer accounts during the cur- rent year, but we haven't started yet. Recog- nizing the fact that our business depends upon the dealer, we have recently taken definite steps toward rendering efficient co-operation and standardizing prices and discounts. Our present sales policy is the outcome of many years' spe- The annual meeting of the members of the traveling department of the Victor Talking Machine Co. will be held at the Victor Co. headquarters in Camden, beginning on August 18 and continuing for three days, with Frank K. Dolbeer, sales manager, and C. L. Egner, manager of the traveling department, in charge of the session. Enjoyed Michigan Vacation W. G. Pilgrim, treasurer of the General Phonograph Corp., New York, returned to his desk recently, after spending two weeks at Grand Beach, Mich., where he and Mrs. Pilgrim were the guests of S. A. Ribolla, manager of the General Phonograph Corp. of Illinois, and Mrs. Ribolla. Mr. Ribolla recently built a Summer home at Grand Beach, Mich., and. he and Mr. Pilgrim took a well-deserved vacation from their strenuous business activities for two weeks. NATHANIEL BALDWIN * PHONO-SPEAKER. Uses the Phonograph Horn for Radio The instrument that delivers all the radio set will get, with full vol- ume and without distortion. Amplification NATHANIEL BALDWIN INC. Radio-Speakers, Headphones, Units, Phone-Speakers EASTERN DISTRICT SALES OFFICE 227 Fulton Street New York City, N. Y. Timely Sonora Radio , Publicity for Dealers The advertising department of the Sonora Phonograph Co., which is under the manage- ment of L. C. Lincoln, is leaving nothing un- done to furnish Sonora dealers with timely pub- licity featuring the various Sonora radio prod- Sonoradio Booklets ucts. The accompanying illustrations present a reproduction of an eight-page Sonoradio book- let in two colors which represents ideal mailing material for the dealer. The radio speaker folder is designed in three colors and gives RADIO SPEAKER IV 'Willi the Concealed Jhrn IV CI l'.\ft AS A REI.L Sonora Radio Speaker Folder a concise sales talk on this popular speaker. Among the other publicity helps issued by the Sonora advertising department are an eight-page booklet covering the Sonoradio model 241, phonograph and radio unit; lantern slides, coun- ter and window display cards; window strips and similar sales promotion material. The ex- cellent publicity of the Sonora Co. is proving productive of results, according to dealers. Miss Anna B. Hirsch Weds One of the "veterans" of the General Phono- graph Corp.'s staff at the executive offices de- serted the organization on July 1 after seven years with the company. Miss Anna B. Hirsch, who joined the General Phonograph Corp.'s forces in the company's early days, was mar- ried to Harry Weinberg at Wallace Hall on July 1, and many of the members of the Okeh staff attended the wedding. Louis Buehn Off to Europe Louis Buehn, president of the Louis Buehn Co., Victor distributor, Philadelphia, Pa., accom- panied by Mrs. Buehn and his two daughters, sailed on Saturday, June 28, on the S. S. "Adri- atic" for the European trip as outlined in last, month's issue of The Talking Machine World, July 15, 1924 THE TALKING MACHINE WORLD 89 Columbia for New Process RECORDS Nations Armenian Bohemian Chinese Croatian Danish Finnish French — Canadian German — Swiss Greek Hebrew — Jewish Holland — Dutch Hungarian Instrumental Italian — Neapolitan Lithuanian Mexican Norwegian Polish Portuguese Roumanian Russian Serbian Slavish — Slovak Slovenian — Kramer Spanish Swedish Turkish Ukrainian The genuine music of the homeland COLUMBIA is supreme with its foreign language records. Years of experience have enabled Columbia to understand the type of music the for- eigner likes to hear best. Columbia Records always delight because they are real music of the homeland. Many dealers have built up an increasing sales vol- ume oa Columbia foreign language records. They realize that the foreigner is a consistent customer of the dealer who caters to him. If your community has a foreign settlement, it will pay you to go after this business. The nearest Columbia branch or dis- tributor will be glad to assist you in reaching this ready market. Columbia advertising is appearing in one hundred leading foreign language periodicals published in twenty-one different languages. New Columbia foreign language records are being constantly released. Whether they are recorded abroad or in our studios in this country, all the records have the same silent surface which has made the Columbia New Process Record famous. Prompt deliveries on foreign language records are assured. The dealer who takes on the Columbia line is backed by an organization whose business policies are sound and aggressive, and whose co-operation is whole-hearted and complete. * * * * * * * The New Columbia is a worthy product of the organization which built it. We believe it to be the phonograph of all phonographs- — superior musically because of its wonderful new reproducer; excelling mechanically because of its marvelous motor — un- questionably the best the phonograph industry has ever seen, and surpassingly beautiful because of the artistic, simple elegance of its cabinet designs. A complete range of phonographs is offered at prices from $50 to $600. COLUMBIA PHONOGRAPH COMPANY, INC. 1819 Broadway, New York Write Atlanta, Ga., 561 Whitehall Street Boston, Mass., 1000 Washington Street Chicago, 111., 430-440 South Wabash Avenue Cleveland, Ohio, 1812 East Thirtieth Street Dallas, Texas, 2000 North Lamar Street Kansas City, Mo., 2006 Wyandotte Street Los Angeles, Cal., 809 South Los Angeles Street New York City, 121 West Twentieth Street Philadelphia, Pa., 40 North Sixth Street Pittsburgh, Pa., 632 Duquesne Way San Francisco, Cal., 345 Bryant Street Toronto, Ont., Canada, 1244 Dufferin Street the Columbia branch or distributor ne Buffalo, N. Y., 700 Main Street Detroit, Mich., 439 East Fort Street Minneapolis, Minn., 18 North Third Street Montreal, Canada, 246 Craig Street, West Seattle, Wash., 911 Western Avenue * * * * COLUMBIA WHOLESALERS, Inc. 205 West Camden Street, Baltimore, Md. COLUMBIA STORES CO. 1608 Glenarm Avenue, Denver, Colo. you COLUMBIA STORES CO. 221 South West Temple, Salt Lake City, Utah TAMPA HARDWARE CO. Tampa, Fla. W. W. KIMBALL CO. Wabash and West Jackson Blvd., Chicago, III. COLUMBIA DISTRIBUTORS, Inc. 1327 Pine Street, St. Louis, Mo. 224 West Fourth Street, Cincinnati, Ohio 323 North Peters Street, New Orleans, La. 90 THE TALKING MACHINE WORLD July 15, 1924 Continued Improvement in Pittsburgh District Creates Optimism in Trade Industrial Conditions in Steel City Improving — Situation Reflected in Sales in All Lines of Busi- ness— Expect Busy Fall — New Post for L.C. LeVoie — New Lines Added — The News Pittsburgh, Pa., July 9. — The past month showed a slight improvement in talking machine business over the preceding month and a good improvement over the same month a year ago. Sales of high-grade talking machines and phono- graphs appeared to be the exception. Low- priced machines, and they are legion, did not appear to have any demand. Industrial conditions in the Steel City and vicinity are better than they were a year ago and there is a very optimistic note prevalent relative to business conditions this coming Fall. Most of the leading talking machine distributors and dealers are optimistic over the outlook. Expect Busy Fall Thomas T. Evans, manager of the wholesale Victor department of the C. C. Mellor Co., said: "While the Summer lull is on we are not rest- ing or rusting, but are preparing for a good season for the Victor line this Fall. Dealers, in many instances, have let their stocks get very low and when business revives, as it is bound to do this Fall, they will be in need of merchandise of all kinds. On the whole, I am looking for- ward with confidence to a very satisfactory Fall season." George H. Rewbridge, manager of the whole- sale Victrola department of the W. F. Frederick Piano Co., in reviewing the situation, summed it up by saying: "We are anticipating a very big Fall season in the Victor line and are most positive that our most sanguine expectations will be more than realized." Business outlook as reported at the Standard Talking Machine Co., Victor distributor, in- dicated a marked confidence in the future. L. C. Le Voie in New Post L. C. Le Voie, well known in the talking ma- chine trade, has been transferred from Phila- delphia to the Pittsburgh branch of the Music Master Corp. He will devote his time to sales promotion interests. Miss "Jo" Ackermann, chief clerk of the Pitts- burgh office of the Music Master Corp., returned from a trip to the East. She paid a very pleas- ant visit to the general office of the corporation in Philadelphia. New Music Master Accounts Radio outfits have been supplied by the Music Master Corp. to the following dealers: Ken- more Music Parlors, Kenmore, O.; May, Stern & Co., Pittsburgh; DeCoster Bros., Jeannette, Pa.; F. G. Mardis, Mt. Vernon, O. ; Ley Bros., Pittsburgh; F. W. Troory Piano Co., Kent, O. Frank Dorian, manager of the Pittsburgh branch of the Music Master Corp., reports busi- ness conditions for June showing an increase over the previous month. The outlook for Fall business, Mr. Dorian stated, was excellent, espe- cially for the radio lines. Brunswick Shop Creditors Meet The first meeting of creditors of Guy Whar- ton Wathen, trading as the East Liberty Bruns- wick Phonograph Shop., was held at the office of Watson B. Adair on July 8. The Wathen firm was declared a bankrupt by action of the United States District Court. The schedules filed in the proceedings showed liabilities,- $5,600.34 and assets, $4,113.93. The shop was closed and a sale held of the stock and fixtures. Important Trade Visitors A. E. Dreier, assistant to the president of the Vitanola Phonograph Co., was a caller on the trade here recently. Mr. Dreier stated that busi- ness conditions for the Vitanola line were quite satisfactory. C. D. MacKinnon, assistant sales manager of the Red record department of the Aeolian Co., New York, called at the offices of the Pittsburgh Phonograph Distributing Co., Red record dis- tributors. The company also distributes the Sonora phonographs and the Sonoradio, a com- bination phonograph and radio outfit. H. Mil- ton Miller, president and general manager of the company, reports sales as much improved, espe- cially of the radio sets and portable Sonora line. Berger Becomes Royal Jobber The Berger Co. will act as distributor for the Royal Phonograph, manufactured by the Adler Mfg. Co., Louisville, Ky. The Berger Co. has offices at 815 Liberty avenue. Interesting News Brieflets Burt Hengeveld, sales manager of the S. Hamilton Co., Victor dealer, is spending his vacation in southern Georgia. Mrs. C. H. Walrath, manager of the Victor department of Kaufmann's (The Big Store), stated that June saw a very fine volume of Victrolas and Victor records sold. Portable Victrolas also found a brisk market. J. H. Mclnnis is in charge of the Pittsburgh distributing branch of the Brunswick Co. The demand for the Brunswick phonographs and Brunswick records is reported as much im- proved the past few weeks. At the Columbia Music Co., John Henk, the proprietor, stated that sales of the Columbia line and Edison phonographs were rather brisk the past few weeks. Trade conditions were reported as satisfactory, based on Summer business conditions, at the Buehn Phonograph Co., Edison distributor. H. C. Niles, of the Starr Phonograph Co., stated that the demand for Starr phonographs and Gennett records was in keeping with the expectations of the company, from a mid-Sum- mer standpoint. Mr. Niles looks forward to a brisk Fall season. John Bergerding, of the Victrola department of the S. Hamilton Co., returned from a business trip to New York. At the offices of the Player-Tone Talking Machine Co., I. Goldsmith, president, stated that extensive preparations were being made for a very active Fall season in the entire line of Player-Tone machines. _ A. O. Lechner, secretary of the Lechner & Schoenberger Co., Edison, Victor and Columbia dealer, is spending his vacation with his family at their Summer home at Northeast, Pa., on Lake Erie. WorkRite to Specialize in Radio Panels for "Talkers" Cleveland, O., July 7. — Walter K. Badger, sales manager of the WorkRite Mfg. Co. of this city, manufacturer of Neutrodyne radio sets, stated recently that the company would specialize in the introduction of Neutrodyne panels for the talking machine trade. The WorkRite organi- zation is making rapid progress in the develop- ment of jobber and dealer distribution for WorkRite Neutrodyne sets, and it is expected that the introduction of panels will be welcome news to the distributing organization. Mr. Badger is devoting considerable time to the per- fection of arrangements whereby a WorkRite panel receiver designed specially for Victrola consoles will be ready for the market shortly. It will consist of a five-tube standard Work- Rite unit embodying the distinctive features of this product. The General American Radio Corp., Wilming- ton, Del., was recently incorporated at Dover to manufacture appliances, with a capital stock of $60,000,000. Victor Wholesalers The House of Mellor in Pittsburgh since 1831 Mr. Edison Man: — Don't Say "KANT," say "KENT" Write for catalog of complete line The KENT No. 1 With "S" Sound Box Has given complete satisfaction for years Reg. U. S. Pat. Off. F. C. KENT CO. Irvlngton, N. J. July IS, 1924 THE TALKING MACHINE WORLD ^4 Home Run Every Time with Music Master Dealers who put their selling effort behind Music Master have the game won from the start. There is real money in selling Music Master, because Music Master is its own best advertise- ment. Every customer is an enthusiastic user and takes delight in recommending it to his friends. Furthermore, Music Master helps to sell sets and to keep them sold. A set is only as good as the loud speaker used, and customers remain happy and satisfied only so long as the com- plete outfit continues to give good results. Music Master has behind it not only superior quality — universally conceded — but also the compelling influence of continuous consumer advertising — in the daily newspapers, the Saturday Evening Post and other great national publications. MUSIC MASTER CORPORATION Makers and Distributors of High-Grade Radio Apparatus Walter L. Eckhardt, President S.W. cor. 10th and Cherry Sts. 1005 Liberty Ave. Philadelphia Pittsburgh Distributors for Radio Corporation of America 14-inch Model for the Home ...... 21-inch Model for Concerts and Dancing $30 $35 The Musical Instrument of Radio "MUSIC MASTER" on radio apparatus means it is thoroughly tested and guaranteed. Get details on full line. Sold through jobbers and dealers every- where. RADIO REPRODUCER Connect MUSIC MASTER in place of headphones. No batteries required. No adjustments. 92 THE TALKING MACHINE WORLD July IS, 1924 Bulk of the Sales in the Akron-Canton Territory Reported to Be Portables Campers Prove Best Bet in Selling Portable Talking Machines, Say Retailers — Trade Looking Forward to Marked Revival of Business in the Fall — Profit Through Tie-up With Artists Akron-Canton, O., July 7. — A feature of the talking machine business in this territory is the brisk demand for portables for camps. The $50 machine appears to be the most popular with vacationists, local dealers declare. "I look for no great changes in talking ma- chine demand before early Fall," said J. C. Duncan, Massillon. "While this city has been affected by industrial curtailment, we are not as badly off as many in the Middle West. The Bloornfield Co., furniture and household outfitters, which opened a new store in Canton recently, will make a feature of its talking ma- chine department, according to officials of this concern. The firm has a large store in Massil- lon, where talking machines are merchandised also. No line has been selected as yet, officials of the store declare. Announcement is made that the Garver Bros. Co., Strasburg, O., will discontinue the Colum- bia and Brunswick talking machine lines and in the future the Edison only will be carried by this well-known department store. "We have decided to adopt a policy whereby one standard line" of any particular merchandise will be car- ried and its sale pushed," said John Garver, an official of the company." He declared the com- plete Edison line would be carried, as well as records. The two other lines have been closed out. The talking machine store of the George C. Wille Co., Canton, opened recently at Carroll- ton, has been closed because of the expiration of the lease. The store was in charge of Ralph W. Kinkaid and a nice volume of business was done in the Carroll County seat. Almost twice the present floor space will be available for talking machines, records and player rolls, when the J. H. Johnson's Sons Co. moves to its new building, which soon will be started on a site in downtown Alliance. This store, a Victor agency, is one of the best known music houses in eastern Ohio. The present site of the Johnson store has been sold to a New York chain store corporation. As soon as alterations have been completed Fisher, Zoll & Downing, who conduct a music store in Monroeville, O., will open a branch store in the Pulley Building, Norwalk, O. Talk- ing machines and records will be featured lines. Harry M. Mertz, of Columbus, has purchased the music business of O. J. Penhorwood on West Fifth street, Marysville, O., and has taken charge of the store. At present the new owner operates the largest phonograph repair shop in Columbus. He is also distributor of several popular makes of talking machines and records. Milton Rausch has been placed in charge of the new Marysville store. Harry Hutton reports business good at his Music Box, a record shop opened recently in Tuscarawas street, W. Canton. The shop car- ries a full line of Pathe records. Four Akron Victor dealers profited by a tie-up with the appearance here of Ted Weems and His Orchestra at East Market Gardens. Bruns- wick dealers also report increased sales from the appearance here at the Gardens a week ago of the Mound City Blues Blowers, a popular novelty band whose records have been selling exceptionally well. Sales of Pal Portables Make Tremendous Gain The sales reports of the Plaza Music Co., manufacturer of the Pal portable, show that for the first six months of the present year the sales of its portable machines have been larger than during the whole of 1923. This speaks well for the great popularity of the port- able instruments. The popular price for which they are sold, the many uses to which they can be put, their availability for all occasions and the quality of the music renditions, considering size, have all worked in their favor. The Plaza Co. has a great number of letters from dealers throughout the country in which it is stated that a mere display of portable in- struments creates sales. For this reason the port- able at this season is given a conspicuous place in window displays. In order to encourage prominent displays of Pal portables, the Plaza Co. has issued a number of attractive display signs and other dealer helps. Paul Susselman in Cuba On Honeymoon Trip Paul Susselman, of the sales staff of Every- body's Talking Machine Co., Philadelphia, Pa., was registered at the Hotel Commodore, New York City, during the latter part of June. Mr. Susselman was accompanied by Mrs. Susselman, who, until a few days previous, was Miss Anna Laveson. After a brief stay in New York City the bridal couple continued on their honeymoon to Cuba. After spending the necessary time to see all the sights of Cuba it was Mr. Sussel- man's intention to combine business with pleas- ure and visit the prominent talking machine houses on the Island. The Home Furniture Co., 113 Main street, Sand Springs, Okla., following its policy of ex- pansion recently added a music department, includ:ng pianos, talking machines and small where a f omplete line of musical instruments, goods, will be carried. Real Co-operative Sales Service for the Radio Dealer Distributors for Acme Apparatus Co. Allen Bradley Co. Rrach Co., L. S. Burgess Battery Co. Brandes, Inc., C. Como Apparatus Co. Coto Coil Co. Crosley Mfg. Co. Cutler-Hammer Mfg. Co. Dubilier Condenser Co. Electric Storage Battery Electrad Corp. Fada Fleron & Son, M. M. Haynes-Griffin Products Martin-Copeland Co. Music Master Corp. National Carbon Co. Radio Corp. of Amer. Sterling Mfg. Co. Sleeper Radio Corp. Weston Elec. Inst. Co. Western Electric Co. Westinghouse Workrite Mfg. Co. — and others. We maintain a Service Department equipped to assist dealers who desire either technical or merchandising information when purchasing radio apparatus. Situated in the heart of the radio market, we have kept constantly in touch with the trend of buying since the birth of radio and feel that we are in a position to know the requirements of the trade. We will welcome inquiries from dealers who wish to avail themselves of any data we have gath- ered from our experience in this field, and shall be pleased to act as a buying medium for any radio material desired. Write for our catalogue and start your Fall radio campaign this Summer. TIMES APPLIANCE CO. (Wholesale Only) 33 West 60th Street New York Telephone Columbus 7912 July IS, 1924 THE TALKING MACHINE WORLD 93 stili ■ "inoe ."" 'n'».M",'l i,i "n*r all has ben »"vit« , r"»li-v . ha" «5T SS.;-«iti!).c, is sending radio buyers to your store THE cumulative effect through years of national advertising and the marvelous performance of the Crosley instruments are sending thousands of Radio Buyers to those dealers handling the Crosley line of Radio Receivers. Every Radio Publication Full page advertisements of the Crosley line have been consistently appearing month after month in all the Radio Magazines and other publications. The illustration here shows July's full page in the Saturday Evening Post featuring the new line of Crosley Re- ceivers. This same advertisement will run through the entire Crosley schedule. More Crosleys Sold Last Year Than Any Other Radio Receiver in the World The Crosley 51, at S18.50, was a record breaker, sell- ing at a thousand a day in less than a month. The Crosley Trirdyn 3R3, at S65.00, was a surprise to radio experts all over the country. They reported — "best receiver on the market regardless of price." The Tnrdyn 3R3 Special is a DeLuxe model at only S75.00. The Model 50, a one tube marvel, sells for orilyS14.50, and the 52 with three tubes for $30.00. The Crosley Portable at S25.00, all self-contained, we believe is su- perior to any other portable offered at anywhere near the price All of these sets are licensed under the Armstrong U S. Patent No. 1,113,149 You Should Carry the New Crosley Line If you are selling Crosley Radio Receivers and know their quick turnover and cus- tomer satisfaction — then see that you carry this full new line. If you are not handling Crosley Radio Receivers, you have a profit- able opportunity now open to you. Get this new Crosley line. There is a Crosley Receiver to satisfy ever}' pocketbook and preference. For Sale by Good Jobbers Everywhere THE CROSLEY RADIO CORPORATION Powel Crosley, Jr., President 726 Alfred Street Cincinnati, Ohio Crosley Owns and Operates Broadcasting Station W L W .■■HI 94 THE TALKING MACHINE WORLD July 15, 1924 Large Gathering of Penn State Dealers Views Radio Display of the Girard Co. One Hundred and Seventy-five Retailers Attend Banquet and Radio Display of Prominent Phila- delphia Edison Phonograph and Radio Distributor — Interesting Addresses Feature Event Philadelphia, Pa., July 5. — The Girard Phono- graph Co., of this city, Edison distributor and one of the most successful wholesale organiza- tions in this territory, held a banquet and radio display at the Bellevue-Stratford Hotel, June 26, which was attended by 175 dealers and a group of invited guests. The Girard Phonograph Co. was recently appointed a DeForest jobber and one of the objects of the get-together meeting was the informal introduction of the two new DeForest models, designated as the D-14 and the D-12. The Girard Phonograph Co. has a separate department devoted to radio merchan- dising and considerable interest in the DeForest line is being manifested by the dealers through- sonal friends dealers throughout the Phila- delphia territory, handled the important role of toastmaster with exceptional skill and ability. In a brief talk he paid a tribute to the radio executives who have been active in the develop- ment of the industry the past few years and expressed the opinion that radio in its develop- ment to a new and higher plane would require more aggressive merchandising methods. Floyd Evans, well-known dealer of Elizabeth, N. J., told the gathering of his experience in handling radio the past two years, pointing out the advantages to the retail dealer of con- centrating his activities upon no more than two lines of radio product, and also emphasizing the Edison Dealers and Guests Present at out the territory, many of the leading talking machine houses having already completed ar- rangements with the Girard Phonograph Co. to act as DeForest dealers. During the course of the banquet music was furnished by an orchestra of five pieces and the guests participated in singing many of the old-time songs. Peter Hawley, general man- ager of the Girard Phonograph Co., and one of the most popular members of the Eastern wholesale trade, made the keynote speech, dis- cussing briefly the purpose of the gathering and in the course of his address drawing an in- teresting parallel between the status of the radio industry of to-day and the phonograph trade of fifteen years ago. Mr. Hawley pointed out just why radio merchants can regard the coming Fall and Winter as the period in which big strides will be made in the development of radio as a musical entertainment. At the con- clusion of his address Mr. Hawley introduced as toastmaster for the evening Arthur W. Rhinow, his assistant and right-hand man. Mr. Rhinow, who numbers among his per- Banquet of the Girard Phonograph Co. desirability of handling only standard makes, backed by manufacturers of established repute. Harry S. Somers, manager of the Starr & Moss Co., Philadelphia, gave a very interesting talk, telling the dealers how he had entered the retail radio business from the very inception of the industry, and discussed briefly some of the prob- lems that he had met in the merchandising of radio products. Mr. Somers stated that radio had developed sufficiently to attract not only the "fan" and amateur, but also the business man, and predicted that there would be a steady decrease in the sale of parts with a correspond- ing increase in the sale of standard sets. Edward C. Boykin, vice-president of the Frank Presbrey Co., Inc., New York City, one of the foremost advertising agencies in the country, discussed advertising in a general way, calling attention to the unlimited material available for the use of DeForest dealers in their advertising plans. He also referred to the fact that the DeForest Tel. & Tel. Co., has in the name of Dr. Lee DeForest, inventor of its product and inventor of the Audion tube, an opportunity Phonograph Parts and Supplies MOTORS, TONEARMS, SOUNDBOXES, SPRINGS AND NEEDLES OUR SPECIALTY Lowest Prices and Best Qualities Always Available for Delivery Anywhere Send for Bargain List of Repair Parts and Motors THE VAL'S ACCESSORY HOUSE, Inc. 110 No. Broadway St. Louis, Mo. If CI GRAPHITE PHONO ~ SPRING LUBRICANT Ilsley's Lubricant makes the Motor make good. Is prepared in the proper consistency, will not run out, dry up or become sticky or rancid. Remains in its original form indefinitely. Put up in 1, 5, 10, 25 and 50-pound cans for dealers. This lubricant is also put up in 4-ounce cans to retail at 25 cents each under the trade name of FUR FK A NOISELESS TALKING li^IMjllrt MACHINE LUBRICANT Write for special proposition to jobbers ILSLEY-DOUBLEDAY & CO., 229-231 Front St., NewTork for advertising copy that is exceptional. Ray- mon Montalvo, well-known New Jersey dealer, with stores in three cities, who has been a DeForest dealer for several years, told of his experiences in merchandising radio and dis- cussed some of the methods that he had em- ployed to produce sales. T. F. Moench, of the Commercial Investment Trust, Inc., New York, which numbers among its clients phonograph and radio dealers throughout the country, told the gathering that his company was prepared to help the radio dealer, whose sales capacity enabled him to expand his business at a more rapid pace than his financial capacity permitted. Mr. Moench stated that the Commercial Invest- ment Trust, Inc., had developed a new plan for handling paper from radio dealers, whereby the company would make the collections itself. Wm. H. Ingersoll, who has just been ap- pointed general sales manager of the DeForest Tel. & Tel. Co., was the next speaker at the dinner and gave the dealers an inspiring and informative talk that was enthusiastically ap- plauded. Mr. Ingersoll, who has been identified with world-famous merchandising organizations and is a member of the well-known Ingersoll watch family, cited the success achieved by prominent sales organizations in different lines of endeavor, emphasizing the sound principles upon which this success had been built. Mr. Ingersoll is a keen and capable sales executive who has a thorough knowledge of merchandis- ing that will undoubtedly be reflected in future DeForest sales policies and plans. Randall M. Keator, who has been associated with Dr. Lee DeForest for many years and who is one of the foremost radio authorities in the country, told in interesting detail the history of the Audion tube and the problems that Dr. DeForest had overcome in developing his prod- ucts to a successful consummation. He gave the dealers an important resume of trade and patent activities as a whole, and at the close of his address the two new DeForest models were presented. The remainder of the evening was devoted to an open forum wherein dealers asked Mr. Keator many questions regarding the new models, both from a technical and trade angle. It was the consensus of opinion that these new models would meet with a ready sale and the executives of the DeForest Tel. & Tel. Co. were congratulated upon the latest additions to the DeForest line. At the close of the meeting Mr. Hawley was given a hearty vote of thanks by the dealers for the interesting program that he had pro- vided for them and the wish was expressed that similar gatherings would be held during the coming Fall and Winter seasons. Phonomotor Go.'s Export Trade Steadily Expanding Rochester, N. Y., July 7— W. F. Hitchcock, proprietor of the Phonomotor Co. of this city, manufacturer of the Hitchcock electric motor drive, Phonostops and Need-A-Clip needle cut- ter, is making plans for an active Fall trade, based on the excellent reports that the com- pany is receiving from its clientele in different parts of the country. Mr. Hitchcock, in a re- cent chat with The World, commented par- ticularly upon the steady growth of the com- pany's export trade, which he states is traceable directly to its advertising in The World. Dur- ing the past few months good-sized orders have been received from Australia, Japan, China and the leading European countries. July 15, 1924 THE TALKING MACHINE WORLD gg^HILADELPHIA£» Retail and Wholesale Trade in Quaker City Preparing for Busy Season Ahead Distributors Preparing to Take Orders for New and Quick-moving Stock— Portable Demand Brisk —Dealers Elated Over Victor Radio Policy— Plan Brunswick Sales Talks— The News Philadelphia, Pa., July 8.— With the talking machine and record demand settling down into a period of waiting or marking time, a condition normally prevalent during the mid-Summer months, dealers and distributors are turning their thoughts towards the preparation for bet- ter times that are looked for when the present uncertainty in general industrial life has passed. This forward outlook of optimistic trend par- ticularly is evident in the preparations of the distributors, who are stocking with all that can be secured of salable popular models in the various talking machines, for the Fall trade, so that they will not be caught short-handed as was the case last year, especially for holiday stocks. By mid-July the distributing trade will be prepared to take orders for the new lines of machines now coming into the warehouses. Salesmen will feature them on the State trips and although they find that many of the dealers are now well filled with leftover, slow-moving goods they are urging them to offset stale stock numbers by adding those which heretofore have always moved with alacrity and which are the drawing cards for the dealers in bringing pat- ronage whereby they may be able to divert attention to the slower moving models and so be able to clean up more advantageously. Dealers are confident that better times generally are in store for the trade just as soon as the political horizon is cleared by a Presidential elec- tion and although they are not quick to place orders now, feel that they can do so within a fortnight if there is apparent a better tone in the industrial life of the country. This does not help the distributors who are more keenly interested in securing early booking of future deliveries so that they can duplicate outgoing stocks and not be short on orders for late Fall should improved business conditions open up a lively holiday season. Active Portable Demand Seasonal stocks of portable machines and records are keeping the shipping rooms active just at this time. The last week of June particu- larly brought about livelier business in these Summertime amusement devices for dancing and popular instrumental selections both in the city and for the up-State dealers. Low priced phonographs were moving at a fairly good rate for the dealers in the second class cities of the State, thanks to Summer demands. Going Out After Business That there is an opportunity for the hustler in obtaining orders even when money and work are scarce has been demonstrated by the newly inaugurated sales campaign undertaken last month by the Weaver Piano Co., of York, Pa. For the first time in the history of the firm this new scheme of bringing out orders has been tried and so effectively did it work out that it is to become a permanent feature of the sales promotion department. The plan so success- fully carried out was to add to the sales organi- zation a man who had experience as salesman, whose duty it was to make a personal appeal to the householder direct in a home visit rather than waiting for the customer to seek out the store. A special representative whose sole duty was the visiting of the homes, while not exactly in a door-to-door campaign, the sales promotion scheme was made along the lines of follow-up on tips gleaned through this personal appeal and then to concentrate on the sale of a ma- chine to the prospective customer. In most every case where this appeal was made an order was forthcoming and the Weaver Co. is now busy sending out the talking machines as it was in the days when there was a spontaneous de- mand for the phonograph. The sales of ma- chines were made on the same time payment plan as that of pianos where request was made for the time price. Victor Radio "Talker" Plan Pleases Joseph Wertheim, of the Penn Phonograph Co., who has been traveling throughout the eastern section of the State, finds that the radio combination offer, which was announced by the Victor Co. early in June through a notice sent to all Victor dealers, was favor- ably received by the trade and that dealers were much pleased with the plan of a combination cabinet and talking machine rather than for the talking machine and radio set combination which formerly was planned. In going the rounds of the dealers' shops Mr. Wertheim has been receiving many orders for the cabinet combinations. Dealers claim it has a stronger appeal than the installation of set with the talk- ing machine because it solves the problem of choice between either the talking machine or radio. The dealer has a good argument to offer for the sale of his machine when he tells the customer that he can for a very nominal cost have both radio and phonograph combination and can choose his own radio set. With the handsome combination of panel for radio he need not spend a large sum for the cabinet and have good mechanism installed without the ex- tra charge of overhead for the appearance of his cabinet which would amount to consider- ably more than what he pays for in the Victor offer of $10 list price on No. 215 and $15 for Models 400, 405 and 410. With radio still in its infancy the dealer feels he takes no risk in stocking models that soon may be in the dis- card to make way for improved radio develop- ments, for with the cabinet he leaves it open to the customer to keep pace with the progress of radio science. For this reason there has been active demand for models of the new com- binations and dealers are assured that when the gift season starts these models will be the fast- moving stocks. In order to provide the dealers with Summertime helps for the promotion of sales of Victrolas and records, the Penn Co., through President Barnhill, . is outlining cam- paigns for stimulating business. President Barn- hill is sending suggestions outlining ideas that will bring orders to the dealers and telling them how to go after it and not to sit in their shops waiting for the business to come to them. As a result many of the patrons of the Penn Co. are enjoying better demand for present needs and are building up for profitable Fall trade. East- ern Representative Wertheim leaves the middle of July for the travel over the sales territory in Lancaster, Harrisburg, York and other points in central Pennsylvania. To Stage Brunswick Sales Talks Always ready to go the limit in promoting the interests of the trade for the Brunswick lines, Philadelphia District Manager O. F. Jester, of the Brunswick Co., is arranging another of those instructive and helpful talks for the sales organization of the J. H. Troup Music House, of Lancaster, Pa. The sales talk will be given at the Lancaster headquarters of the firm, which in early June took on the Brunswick lines. There are sixteen men connected with the firm's inside and outdoors sales organization, and these will be given a thorough insight into the Brunswick machines, both from the me- chanical and sales point of view so as to enable the representatives to more intelligently handle the line. The talk in Lancaster will be given (Continued on page 96) aZET PHtL FILL 'EM* SPECIALIZED SERVICE ONE of the reasons for the great popularity of the Talking Machine Co.'s Victor service among its retailers is its individualism. We enjoy working individually with each and every one of our dealers toward the development of increased Victor business. Let us work with you. The Talking Machine Company Victor Wholesale Exclusively 1025 Arch Street Philadelphia, Pa. 96 THE TALKING MACHINE WORLD July 15, 1924 THE TRADE IN PHILADELPHIA AND LOCALITY— (Continued from page 95) Victrola No. 405 Making use of Weymann Victor Service is like hav- ing a good lawyer on a re- taining fee. We are there at your command when and where you want us. Consultation is free as in increasing the sales of Victor products we both profit. 1108 Chestnut Street Philadelphia, Pa. VICTOR WHOLESALERS in mid-July just before Manager Jester leaves for the coal regions to call on dealers in that part of the State. The local offices of the Brunswick Co. expect to have a complete sam- ple line of the new Brunswick Radiolas on dis- play by the middle of this month and will send out announcements to the dealers inviting them to call and inspect the newcomers to the Brunswick family. Manager Jester suffered a severe sprain to his ankle during the past month. It was sustained while playing on the golf links of the Cobbs Creek Country Club, when he tried to jump a ditch in the course of a game. He was confined to his home for two weeks but is now able to be about. The local offices are preparing to carry a plentiful supply of machines for the Fall season and these will begin to come in liberal quantities with the latter days of this month. Orders for Gem Pouring In The Gem Phonograph Co., which made its business debut on May 7, last, at 109 North Tenth street, is enjoying very favorable initial sales for its new portable machine, the Gem, manufactured at headquarters on the second and third floors, of the building which it shares with the Guarantee Talking Machine Supply Co., the latter occupying the main floor of the premises. The new portable has been so suc- cessfully launched that it was found necessary to increase employment forces to take care of the demand for the machine retailed at $25. During the past month inquiries for the Gem came from as far North and West as Portland, Ore., and from the Coast moving picture stronghold, Los Angeles. Milton Mark, treas- urer of the Gem Co., is planning a trip through the Eastern section of the State this month, in- troducing the new type portable. Guarantee Demand Grows An evidence of the reawakened demand in the talking machine world is that of the increased business enjoyed during June by the Guarantee Talking Machine Supply Co. There came to the firm many new accounts throughout the Eastern States for the Guarantee main spring, an especially strong main spring used in the mechanical construction and repair of talking machines of any size or make. The out-of-town and store sales of accessories also showed a decided improvement recently. Enthused Over New Victor Home Manager Frank P. Reineck, of the Louis Buehn Co., made a special trip to New York to view the permanent exhibit of the Victor Talking Machine Co., opened in the metropolis during the month at 473 Fifth avenue, and re- turned to headquarters much enthused over the attractive surroundings and the artistic setting in which are displayed the various Victor products. These quarters were described in detail in the last issue of The World. President Louis Buehn, of the company, sailed on the steamer "Baltic" from New York on June 21 for a two months' sojourn in Europe. He was accompanied by Mrs. Buehn and their three children. The family will travel over Germany, France, England and Switzerland on a sight- seeing trip. Stevens Music House Expanding The Stevens Music House, of Norristown, Pa., is making extensive alterations to its store on Main street. The firm, dealer in Victrolas and a general line of musical instruments and pianos, is enlarging particularly its Victrola department, so that more hearing booths may be provided. The windows are being enlarged and remodeled and the entire interior redeco- rated and extended to take care of fast-growing business. When completed the firm will carry larger stocks of records and Victor talking ma- chines and other instruments in which it deals. Sonoradio in Brisk Demand Although these dull dog days have been wit- nessing a slackened pace in demand, the Sonora Co. of Philadelphia, which recently took larger quarters on the eighth floor of the Spring Gar- den Building at Broad and Spring Garden streets, has been an exception to the rule in its reports of the satisfactory orders that have been coming to it for the new combination Sonoradio and the Sonora loud speaker. Manager E. S. White, of the Philadelphia district, was much gratified with the demand which came after the middle of June for the up-State dealers' ac- counts for both of these new features to the Sonora, and from the number of inquiries com- ing from all over the territory there are even brighter prospects businesswise for the firm. Dealers and customers claim that both the radio combination phonograph and the loud speaker have been perfectly satisfactory and that no trouble has been experienced in securing dis- tant points on the Sonoradio and that there is no noise or interference in connections. The loud speaker is especially commended because of its clear enunciation and its attractive cabi- GEM PORTABLE A PORTABLE OF QUALITY AT A POPULAR PRICE Attractive Jobbing Proposition to Reliable Firms GEM PHONOGRAPH CO., Inc. 109 No. TENTH STREET, PHILADELPHIA, PA. July 15, 1924 THE TALKING MACHINE WORLD 97 THE TRADE IN PHILADELPHIA AND LOCALITY— (Continued from page 96) net form, providing a decorative piece of furni- ture concealing all mechanism and of conve- nient size to fit any radio set. It fits on the top of the radio cabinet and is nine by four- teen inches. A complete line of Sonora ma- chines will be placed on exhibition at local head- quarters this month in preparation for the com- ing seasonal requirements for the Fall months and holiday gift-giving time. The trade will be notified of the display and the preparation for future demands. Manager White will spend several weeks going over the eastern Penn- sylvania territory booking the dealers for Sep- tember stock. Music Master Horn Sales Growing The business of the Music Master Corp., manufacturer of the radio Music Master horn, of this city, has grown to such proportions that the planned production for the coming Fall season will be 100 per cent over that of the same period of last year. As in the case of all articles of merit which have proved exceptionally popular with the buy- ing public and which have been nationally ad- vertised, the Music Master Corp. has found that numbers of counterfeit Music Master horns are being manufactured. Walter L. Eckhardt, presi- dent of the company, has in his private office an interesting display of counterfeit Music Master horns approximating in shape and size the well-known Music Master model. It is Mr. Eckhardt's intention to energetically stamp out this form of business piracy, not alone for the protection of his own company, but also for the protection of the dealer and the consuming pub- lic who are being deceived. Mr. Eckhardt has placed the matter in the hands of his attorneys and it is expected that court action will be taken shortly against the transgressors. Tribute to Everybody's Service Everybody's Talking Machine Co., Philadel- phia, Pa., has recently issued an interesting mes- sage to its dealers on the subject of the quality of Honest Quaker springs and Everybody's serv- ice. This company has built up a large business and an excellent reputation on both these points and has recently received reports from various dealers of what is said to be unfair competition. It is stated in this communication that mer- chandise, cartons and even catalogs are imitated. It is said that "imitation is the sincerest form of flattery," and this being true, this poor form of business conduct is a sincere tribute to Hon- est Quaker quality. Victor Dealers' Co-operative Advertising The co-operative advertising conducted by Victor dealers and distributors of Philadelphia and vicinity, which has been so much in evidence during the past year, again appeared with the use of a page calling attention to the engage- ment for one week of Ted Weems' Orchestra at Keith's Theatre, on Chestnut street. Ted Weerrrs' Orchestra needs no introduction to buy- ers of Victor records and this is particularly true in Philadelphia as this orchestra is here looked 3'A" in Diameter The Vclvaloid Record Cleaner De Luxe Gives the dealer an opportunity to advertise himself and his store, personally in the home and do it in such a manner that he is established there permanently as a friend. Let us tell you how by dropping us a line. Then you will be anxious to order thru your jobber at once. PHILADELPHIA BADGE CO. Manufacturers and exporters of patented selective Advertising Novelties of Proven Merit. Main Office and Plant 942 Market Street Philadelphia. V. S. A. New York Office— 25 Broad St. upon as a local product through its season en- gagement at the Cafe L'Aiglon. The Philadel- phia Victor trade has found this form of adver- tising highly attractive from a sales standpoint and the reading of the papers published through- cut the country shows dealers in other localities following this 6ame form of advertising. Preparing for Fall Trade Preparation for Falltime activities is now under way at the distribution headquarters of the Talking Machine Co. The firm is securing a full line of Victor machines and preparing to carry a comprehensive stock of all the most de- sirable models so that the trade is assured of deliveries, provided orders are not delayed until the last moment. The firm will be ready to de- liver the Fall stocks by the latter part of this month. The salesmen on the road are notify- ing the trade of the firm's early preparation for Fall demands. George A. Tatem is covering the coal regions and Karl Sandman is traveling the points in the section along the Reading. Quick Service at Gimbel Bros. A quick service plan has been devised by the talking machine department of the Gimbel Bros, department store for its Victrola sales. In the latter days of June the department took posses- sion of the ground floor store at 821 Chestnut street in the building owned by the department store. Herein it installed a piano and Victor service as an addition to its seventh floor main talking machine department, under the manage- ment of Mrs. Carmine, who is in charge of the records, and Manager Wurtelle of the talking machine department. The ground store was se- cured to facilitate sales of records and to afford the customers a service which will eliminate the necessity of traveling to the seventh floor. A complete line of records and machines were added to the stocks of the new store service. J. B. Smith in New Home Possession of the new store property pur- chased some time ago by J. B. Smith, a Colum- bia dealer, of Conshohocken, near Philadelphia, was taken early in July. The new store is located at 68 Fayette street and for the past few months has been in the hands of the car- penters for conversion into a modern and at- tractive home for the firm. In the new quar- ters the firm will greatly increase its Columbia stock of records and phonographs. Previous to taking over the new home the Smith concern was established in a central city section where a general musical business was conducted. Triangle Jazz Makes Columbia Records The Triangle Jazz, the musical organization of the Triangle Club of Princeton University, has, through the Columbia Phonograph Co., produced two records made in the laboratories of the Phonograph Co. in its personal recording service department. The Triangle Club placed an order with the Columbia for 4,000 of these jazz records. The records are distributed through the University Book Store in Prince- ton, N. J. Opens Branch in Mexico Sol J. Philips, popular and live-wire dealer in Columbia phonographs, with headquarters in Bethlehem, Pa., and who has attracted to his establishment a patronage extending to many towns and cities adjacent to the Pennsylvania city, has broadened still further and is now fea- turing a sales agency in Mexico. In the Mexico territory there has been appointed a district sales representative who has been very success- ful in selling the Columbia and its Mexican rec- ords of native music and English as well. J. J. Doherty Finds Good Outlook J. J. Doherty, assistant Philadelphia manager of the Columbia Phonograph. Co., has been on an extended trip through Reading, Harrisburg, Tamaqua and the points adjacent to these cities, visiting the Columbia dealers. He reports busi- ness in this section of the State as prosperous. Ted Lewis and His Band, which is playing dur- ing the Summer months at the Ritz-Carlton Ho- tel in Atlantic City, has been giving the Colum- bia dealers in the seashore resort a good run for his Columbia records. The local newspapers have been running a co-operative ad on the Ted Lewis records, tying up with his appearance. On Month's Vacation Tour Russell Marsden, buyer for the John Thomas & Son Co., of Johnstown, Pa., which operates a very attractive Victor sales department in its department store in the Pennsylvania city, left on July 1 for a month's tour through Canada on a vacation sojourn. He will tour all the Canadian resorts along the St. Lawrence and including Montreal, Quebec and other points. JOBBERS L I JOBBERS REPAIR PARTS TRADE MARK MOTORS GRAPHITOLEO I ALBUMS TONE ARMS SOUND BOXES I BRILLIANTONE Tone Arm for Columbia as Pictured i GILT EDGE Sample Lots of 12 . Lots of 100 $1.75 1.50 1.25 l ADDATONES 3-IN-l OIL l SAPPHIRES GUARANTEE TALKING MACHINE SUPPLY CO. 109 N. TENTH STREET, PHILADELPHIA — VA/vu^ for our latest Main Spring rk"-'t ATTACHMENTS 98 THE TALKING MACHINE WORLD July IS, 1924 Buffalo Dealers Look for Big Fall Business Season Advertising Campaign Proves Sales Stimulator — Northwest New York Victor Dealers' An- nual Outing — News of the Trade Buffalo, N. Y., July 9. — The spirit of hope is gaining ascendency and there is sound reason for believing that, although business will remain dull during the Summer season, the Autumn will register a substantial improvement, accord- ing to one- of Buffalo's leading talking machine dealers. "After approximately two years of activity in the talking machine field consumption is taper- ing off. However, a readjustment in the rela- tion of demand and supply is occurring just as it did about this time of 1921, and the Autumn should show a moderate recovery, at least," this conservative dealer declared. Advertising Boosts Sales One of the large music houses, that of the music store of the J. N. Adam Co., which is under the management of Mrs. Loretta C. Spring, is doing an excellent business. A great deal of newspaper space was devoted to adver- tising features of the talking machine depart- ment during the month of June and thirty-two machines were sold in one day. In this lot were Victrolas, Royals and Mastercrafts. Figures show that the music store did a much greater business during June than it did during the same period last year. Record sales doubled, Mrs. Spring said. The radio combination with the Royal is doing very well. H. Coe Chase, of the talking machine depart- ment, received recognition from the store for having the highest sales record during the month. He sold fort}- machines. D. Dimick has joined the sales force in the Victor depart- ment, and is said to be making an excellent record. His sales have averaged 80 per cent in the two weeks he has been with the store, Mrs. Spring said. Victor Dealers' Annual Outing Mother Nature was in her best attire and Old Sol smiled approvingly when the Victor dealers of Buffalo and western New York held their annual outing in June at the beautiful Automobile Club, in Clarence. It was one of the largest attended and proclaimed the most enjoyable picnic the Association has ever had. Bobbing balloons, suggestive of the frivolous spirit of the occasion, and gay banners, which announced to the curious onlooker that the Vic- tor Dealers' Association was taking the day off for its usual Summer outing, decorated the automobiles that formed a parade in Buffalo and carried the group to the Club grounds. It was about 2 o'clock when the Clubhouse threw open its doors to the happy throng, which included jobbers, dealers, their salesmen and families. One of the important things on the pro- gram was the baseball game, which is one of HIS MASTER'S VOICE It has always been the policy of this house to build "good will" by rendering a service that is at all times dependable and cooperative. The number of Victor dealers we are now serving regularly, and who depend upon us for their supply, is constantly increasing: There must be a reason for their preference. This not only applies to local and nearby dealers, but many at more distant points find our service dependable. Our shipping facilities out of Buffalo are unexcelled. Try us and be convinced. CURTIS N. ANDREWS SERVICE BUFFALO, N Y Victor Distributor Exclusively Wholesale Court & Pearl Sts. BUFFALO, N.Y. SERVICE BUFFALO N Y the anticipated features from one year to the floor of the Clubhouse was thrown open for the next. The Lollipops scored over the Doodle dinner and dance. Between courses of the de- Doos 14 to 6. C. E. Siegesmund and O. L. licious chicken dinner and throughout the eve- Neal were umpires. The line-ups were, Lolli- ning dancing held sway. Music was furnished pops: Capt, Grinnell; p, Jacobs; c, Dimple; lb, by the Club's orchestra. F. F. Barber, who "Red"; 2b, Klear; ss, Acquisto; 3b, White; rf, headed the outing committee, and A. W. Fleish- Williams; cf, Brush; If, Dev. Doodle Doos: man, president of the Association, received Victor Dealers of Buffalo and Capt., Wills; p, Blank; c, Bill Melzer; lb, L. Melzer; 2b, Wright; ss, Law; 3b, Shabo; rf, Houck; cf, Scheiber; If, Wills. Home runs were made by Williams and Shabo. In the ladies' events Miss Margret Neal won two contests. The men's events consisted of races and a tug of war. In the children's events the son and daughter of E. R. Burley, West Ferry street dealer, each carried off a prize. O. L. Neal, of the Buffalo Talking Machine Co., won the prize for bringing the largest family. Cash prizes were awarded. The entire lower Western New York at Outing many expressions of congratulations for the success of the occasion. Brisk Portable Demand Portable business is very good, according to F. C. Clare, of the Iroquois Sales Corp. "We are awaiting the opening of the Fall season when a good demand for the Strand radio com- bination is expected," Mr. Clare said. "At pres- ent we are enjoying a good portable business. Record sales are running a little under June of last year, but we have opened several new Okeh and Odeon accounts in this district, which qju: The Record <# (juality IROQUOIS SALES CORPORATION 210 FRANKLIN STREET BUFFALO, N. Y. Distributors for New York State and Northwestern Pennsylvania for Records 3 11 d ODEON Records. A capable, efficient sales organization that is ready and willing to co-operate with OKeh and Odeon dealers in building up a permanent, profitable demand for these popular record lines. July 15, 1924 THE TALKING MACHINE WORLD 99 Activities of Buffalo Trade (Continued from page 98) is bringing up the demand for these records. Some good Italian records have recently been released and we are finding a good market for them. The Okeh race records are going well. Returns From Trade Tour M. O. Grinnell, of the Buffalo Talking Ma- chine Co., has returned from a tour of western Pennsylvania and eastern Ohio, where condi- tions are rather "spotty," he said. In the min- ing and steel sections, where unemployment is most prevalent, business is quite dull, while in the agricultural sections dealers are busy. New Victor Accounts Two new Victor accounts were opened last month. They were George Hoyle, of Attica, and H. L. Peters, of Lackawanna. O. L. Neal, of the Buffalo Talking Machine Co., is spending the month in Nichols, N. Y., on the farm of the Neal homestead. Brief But Interesting M. Truda, Columbia dealer at 2894 Delaware avenue, Kenmore, N. Y., will move to his old location, 238 West Ferry street, Buffalo, soon. Morris Turchin, East Ferry street dealer, at- tracted many buyers to his store last month through an attractive Brunswick display. He reports a good demand for Al Jolson's records. The Bolender Music House, on East Main street, Cuba, N. Y., discontinued business July 1. Robert R. Senechal, furniture and talking ma- chine dealer in Niagara Falls, recently filed a petition in bankruptcy, listing liabilities at $8,000 and $1,000 in assets. Alam V. Parker, trustee, has been authorized to' sell the stock for not less than three-quarters of the assets. Mr. and Mrs. C. E. Lucore, en route to Los Angeles, write friends in Buffalo, from Phoenix, Ariz., where Mr. Lucore is steadily regaining his health. He became ill several months ago, while manager for Neal, Clark & Neal. Totty & Wettelings, dealers in musical instru- ments in Welland, Ont., will retire from busi- ness about August 1. Standard Victor Records Pushed During Month The standard records recommended for special sales efforts by the Victor Co. to its dealers for the week of June 20 were "Oh, Promise Me," coupled with "Banjo Song," both sung by Louise Homer, and "National Emblem March," played by the United States Marine Band, with "Lights Out," played by Arthur Pryor's Band, on the reverse side. For the week of June 27 record No. 704 was recom- mended, consisting of "Simple Confession" and "Killarney," both selections played by Hans Kindler, 'cellist. The other recording for this week on which special sales stress was placed was "Song of Love," sung by Lucy Isabelle Marsh and Royal Dadmun, coupled with "Sere- nade," sung by Lambert Murphy and the Or- pheus Quartet. Both of these numbers are from the musical play "Blossom Time," the music being adapted from the melodies of Franz Schubert. For the first week of July the record No. 725, consisting of two selections played by Fritz Kreisler, "Melody in A Major" and "Para- dise," was featured. It might be mentioned here that the first of these was composed by General Charles G. Dawes, candidate for the vice-presi- dency of the United States. The "American Fantasie," in two parts, one of the best-known of Victor Herbert's masterpieces, played by Vic- tor Herbert's Orchestra, was the other selection for this week. Mutual Factory Busy The Mutual Phono Parts Co., New York City, reports that orders are being received in in- creased quantities and that its factory is quite busy taking care of the demands. This would presage generally good production ahead on the part of the talking machine manufacturer. Atlas TRADE MARK RADIO REPRODUCTION Sells Radio Sets Branch Offices: New York, Boston, Philadelphia, Balti- more, Pittsburgh, De- troit, Chicago, St. Louis, Denver, 550 Howard St., San Francisco. Atlas Unit with Phonograph Attachment Coupling $13.50 You've sold your patron a phonograph — now he wants radio as well — But he wants radio reproduction clear, faith- ful, free from distortion — in other words, Atlas Radio Reproduction. He already owns half of it — the sound chamber of his phonograph. The other half — an Atlas Unit, complete for $13.50, can be easily attached in a few seconds. Let him hear Atlas Radio Reproduction through a phonograph — and you'll sell a radio set! Atlas floods the room with the best that's in the set and yet it keeps the phonograph in the foreground of his family's attention. The coupon points the way to new profits for alert music dealers. It's handy — use it! Multiple Electric Products Co., Inc., 36 Spring Street, Newark, New Jersey. I want to sell GOOD Radio Reproduction. Send details Atlas profit possibilities for forward-looking music dealers. Atlas Speakers Complete $25.00 and $30.00 Name . . . Address . J 100 THE TALKING MACHINE WORLD July 15, 1924 Salt Lake Dealers Enjoy New Loud Speaker of Gold- Satisfactory Business schmidt Corp. Makes Bow Tremendous Development of the Outing Business Popular Portables Now Being Sold All Over the World — A. J. Cote Largely Responsible for Industry's Remarkable Development As a pioneer in the development of portable business, A. J. Cote, president and general man- ager of the Outing Talking Machine Co., Mt. Kisco, N. Y., manufacturer of Outing portables, has won the friendship and esteem of jobbers and dealers throughout the country. Several years ago Mr. Cote, with exceptionally keen foresight, appreciated the fact that there was a tremendous market awaiting a satisfac- tory portable phonograph, and he introduced the Outing portable. The company's success was immediate, and under Mr. Cote's able direc- A. J. Cote tion the manufacturing and sales departments steadily increased in efficiency and magnitude. At the present time the Outing Talking Ma- chine Co. numbers among its jobbers representa- tive wholesale houses from coast to coast, and Outing dealers are located in practically every fair-sized city throughout the country. In addi- tion to this vast domestic trade the company has developed an important and constantly in- creasing export business. Shipments of Outing portables have been made to all of the leading South American and European countries, and even as far away as the Orient. Mr. Cote has been visiting the trade at frequent intervals the past year, and his present plans provide for enhanced co-operation between his factory and his distributing organizations. Special Victor Records The two standard records pushed by Victor dealers during the past week were record 6143, coupling "Aloha Oe" and "My Old Kentucky Home," both sung by Alma Gluck, and record 16529, which includes two of the most popular band selections, "La Paloma," played by Sou- sa's Band, and "Over the Waves Waltz," played by Pryor's Band. Portable Sales Grow as Public Turns to Out- doors for Enjoyment — Consolidated Music Co. Stages Outing — Activities of the Month Salt Lake City, Utah, July 7. — On the whole the talking machine business here at this writ- ing and for the past few weeks may be de- scribed as fair. Here and there a firm has com- plained, and at least one has declared the talk- ing machine business is dead; but, on the other hand, there are those who have been doing rather well. The firms that have been doing the best are, of course, those that have been going after business. One or two prominent retail stores have been moving quite a lot of portable machines since the weather became hot and people turned their thoughts to the cool can- yons which surround the principal cities in this State. At the Daynes-Beebe Music Co., G. Tod Taylor, manager of the phonograph department, has put in a fine portable phonograph window in which he shows that the world's best music can be carried into the out-of-way places dur- ing the hot days at a minimum of trouble and cost. There is a camp fire, a table, a phonograph and a radio set, while in the background is a huge painting depicting mountain scenery. The Provo Photo & Music Supply Co., Provo, and Stone & Co., Salt Lake City, have con- solidated and the new organization composing these firms will be known as the Globe Music & Photo Co. The headquarters will be at 55 North University avenue, Provo, in the store recently vacated by the Daynes-Beebe Music Co., of Salt Lake City. Both the Provo Co. and the Stone concern have been interested in pho- nographs and it is announced by an officer of the former that the new company will do a wholesale as well as a retail business. Warner Stone, president and manager of the Stone Co., is well known in music circles. The Consolidated Music Co. held a most suc- cessful outing at Saltair yesterday. Free tick- ets for transportation, dancing and bathing were furnished those clipping coupons from a newspaper, provided a large tag of the com- pany on which its name was prominently dis- played was worn. Many thousands of people took advantage of the coupons and the famous resort reported a record attendance. R. F. Perry, of the Brunswick Co., and wide- ly known in Intermountain talking machine circles, has returned to work after a pleasant vacation spent at Fish Lake and Ogden Canyon. At Fish Lake he was accompanied by Philip S. Heilbut, manager of the music department of the Bates Stores Co., Provo. O'Loughlin's, on Main street, have added more display room at the front of their store and increased the demonstration booths at the back, adding to the appearance of the store. Miss Cicely J. White, private secretary to Jos. J. Daynes, of the Daynes-Beebe Music Co., is back at her post after an extended tour of the Western States. The home of John Elliot Clark, prominent talking machine man of this city, was entered by burglars the other night. The loss was not heavy, the intruders being frightened away. Miss Jessie Russell, in charge of the phono- graph department of the Russell-Taylor-Dixon Co., of Provo, is now Mrs. Jessie Cardall. Radical Changes in Design of New Radio Ac- cessory Which Is Being Introduced to the Trade — Ad Drive Planned by Company The Th. Goldschmidt Corp., New York, ex- clusive representative of the manufacturers of N. & K. radio products, has announced the introduction of the N. & K. imported loud speaker, Type W, which is radically different in appearance from the loud speakers now on the market, and which has many distinctive fea- tures. In describing this new loud speaker, a member of the company's executive organiza- tion stated as follows: "The N. & K. imported loud speaker, Type W, has broken away from all traditions. It projects sound by reflection. In this process N. & K. Loud Speaker the sound is diffused so that it issues from the speaker in all directions, not merely in one direct line. It projects sound waves in their full roundness, giving forth a mellow, musical tone. "It is different in shape. The N. & K. im- ported loud speaker avoids the tall awkward horn form, so difficult to harmonize with home surroundings, and so easily tipped over or knocked down. Circular in shape and mounted on a low flat base, it presents an agreeable appearance to the eye and harmonizes with the furnishings of even the finest home. It is economical of space. The pleasing black and gold strippled surface gives it an air of distinc- tion also. The base, felt protected, does not scratch or mar polished surfaces. "It is different in material. Rejecting both wood and metal because of their high vibrating qualities and consequent tendency to mar beauty of tone by making it harsh', metallic and rasp- ing, Type W., N. & K. loud speaker utilizes an entirely new patented material in its construc- tion. It is made of burtex, a scientific product providing the stiffness of wood or metal, but neither cellular nor crystalline in composition. It is more like a very thick, absolutely rigid fabric. This quality causes it to transmit only the actual vibrations of the broadcast waves. "The unit used in the new Type W, N. & K. loud speaker, embodies the same quality of tone as the popular N. & K. phone units, but is adapted to amplification purposes. It is espe- cially designed for the reproduction of musical tone, bringing out the entire range of the human voice or musical instrument with extreme clear- ness, sharpness and naturalness. You feel that the speaker, or musician is in the room with you." The Th. Goldschmidt Corp. is going to launch a strong national advertising campaign behind this product. The first advertisements appear- ing in national magazines will be in the Sep- tember issues of the Saturday Evening Post, Popular Radio, Popular Mechanics, Wireless Age, Q. S. T., American Boy, Boys Life, and in the October issue of Radio News. Many additional publications will be used for the Fall and Winter national campaign. An announcement will shortly be made, intro- ducing the N. & K. phonograph attachment especially designed for use with Victrolas, but which will also operate on any standard make of talking machine, with one exception. THE SHELTON Electric Motor The "Simplicity" electrifies Victor, Edison and Columbia phonographs by simply tak- ing off winding handle and placing motor against turn- table. Automatic switch in motor operated when the turntable is started or stopped. Operating on AC or DC current of 110 volts. Specify type of current when ordering. SHELTON ELECTRIC CO., 16 East 42nd Street, New York July 15, 1924 THE TALKING MACHINE WORLD 101 Presents a Complete Line for the Music Dealer PHONOGRAPHS Portables Uprights Consoles RADIO Radio Sets — The Five Tube Pathe "Minute Man" Consoles Combination Phonograph-Radio Consoles RECORDS Radio Combination (Model 31) The New Pathe Portable A COMPLETE phonograph with an automatic stop and a perfect filing device holding ten records, fur- nished in Waxed Golden Oak; Fumed Oak; Mahogany Finish; interior in nat- ural wood finish; nickel plated hardware; universal tone-arm; Pathe reproducer; double spring motor; size 14x15^4x8, weight 20 pounds. Mahogany Finish ) Golden Oak > $40.00 Fumed Oak ) A Quick Selling Record with a Good Margin of Profit The Pathe Record plays on all phonographs with steel needles. It will show you a more frequent turnover and greater margin of profit than is possible with 75 cent records. Pathe Records retail at 55 cents each, 2 for $1.00, and are the equal of any record regardless of price. Dozens of merchants who attended the National Convention in New York City have added the Pathe Record to their present lines. The Pathe Record will bring hundreds of new customers into your store. Do you want this business? Write for Details Pathe Phonograph & Radio Corporation 20 Grand Ave., Brooklyn, N.Y. REFER TO DEPARTMENT 142 ^ Pathe Phono. & Radio Corp., 20 Grand Ave., Brooklyn. | Send us, without obligation, complete information regarding: I □ Pathe Portables | □ Pathe Uprights and Consoles □ Pathe Radio Sets I □ Pathe Phonograph-Radio Consoles ■ □ Pathe "Steel Needle" Records | Name Street | Town and State 102 THE TALKING MACHINE WORLD July 15, 1924 Twin Cities Music Industries Making Arrangements for Their Annual Outing Music Stores to Be Closed for Second Annual Picnic — Two Thousand Expected to Attend — Tie-ups With Norwegian Festivals Move Records — Trade Outlook Is Bright — The News Minneapolis and St. Paul, Minn., July 7.— Phonograph folk, piano men and all men and women in the music industries here will join in a huge picnic staged by the Twin City Music Industries, probably Wednesday, July 16, at Spring Park. The outing will be the second annual affair of the kind. Twin City music stores will be closed for the event and the committee in charge is planning on 2,000 people. Those in charge include Charles K. Bennett, of the George C. Beckwith Co., Victor jobber; Arthur E. Monson, Stone Piano Co., treasurer, and J. W. Mienes, of Edward G. Hoch Co., Cheney distributor, secretary. The reception committee named consists of Robert O. Foster, of Foster & Waldo; W. J. Dyer, W. J. Dyer & Bro.; Edward R. Dyer, of Metropolitan Music Co., and Grant P. Wagner, of Howard, Farwell & Co. General arrangements are in the hands of E. A. Steinmetz, Cable Piano Co., C. L. Carlson, Howard, Farwell & Co., J. L. Pofahl, the Dayton Co. and Max Stummel, Cable Piano Co. J. A. Simon, of the Metropolitan Music Co., heads the entertainment committee. The transporta- tion group is composed of J. La Belle, of the Skellet Transfer; Hans Christianson, of the Re- liable, and T. H. Baldwin, of St. Paul. The location committee consisted of James Mead, Sonora Shop; Louis Crocker, Foster & Waldo; John E. Date, of Doerr-Andrews &r Doerr, Sonora distributors, and Harry Crosser, Min- nesota Piano Co. J. Unger, of the Lawrence H. Lucker Co., is publicity man. The day's program calls for a picnic luncheon, a program of sports and special entertainment features. A meeting to discuss plans was held June 30 at the Beckwith offices. Tie-ups With Norwegian Festivals The Norwegian song festivals which have been conducted in various Minnesota towns, in- cluding the big Twin City festival which closed June 29, were used by several phonograph firms, chief among them the Victrola Shop, of Fergus Falls, operated by I. D. Leidal. Mr. Leidal had his shop windows made festive with Norse fold- ers and lists a window card in Norwegian script bearing the words, "Headquarters for Home- land Music," and a welcome card for the vari- ous organizations which met there, including Totenlaget, which convened from June 17 to 19; Numedalslaget, June 17 and 18; Nordlandslaget, June 20 and 21, and Vosselaget, June 27 and 28. The shop arranged a booth with green poplar trees and a Victrola No. 10 on a green rug with an assortment of Norwegian records. The visitors were invited to hear their favorite music on Victor records. The shop not only obtained a good mailing list, but also made a consider- able number of sales to the visitors. Skinner & Chamberlain, in Albert Lea, fol- lowed much the same plan when the Telelaget convened there June 18 and 19. Artists Aid Record Sales Wendell Hall, Victor artist, singing popular songs and strumming his famous ukulele, will appear at the Twin City radio station WLAG, July 19 and 20. He will visit Victor dealers while here. Clyde Doerr and His Orchestra, Victor re- corders, will appear at the Hennepin-Orpheum the week of July 20. The sale of John Steele's Victor records was stimulated by the appear- ance of this tenor at the Orpheum the week of June 20. Resigned From Beckwith's Arthur Bloom left the Beckwith Co. and ex- pects to establish a phonograph business of his own. As a parting gift the firm presented Mr. Bloom with a check and the employes gave him a white gold watch and platinum chain. Cable Co. Remodeling The Cable Piano Co. is remodeling its St. Paul store and will use the second floor for display instead of the basement space heretofore utilized. W. S. Collins, vice-president of the company, has not fully recovered from the automobile accident in which he was injured. Mrs. Collins has just returned to her home, 3144 Holmes avenue, after a stay in the hospital. Steal 3,000 Records The theft of 3,000 Victor records and a quan- tity of needles from a shipment for the Beck- with Co., June 23, badly handicapped the firm. The robbers broke into a car which was due in Minneapolis June 21 and which did not arrive until two days later. A discarded packing box furnished the clue that the robbery was staged between Saturday noon, June 21, and Monday morning. The goods included the new July 3 samples and a quantity of special records. Encouraging Brunswick Outlook "Doc" O'Neill, manager of the Brunswick Co., says that "Regarding country business, stocks are comparatively low in most sections. Dealers are marking time for the next few weeks until crop conditions are assured and the probable price known. Things are more encouraging at this time than last year in the same period." The new Brunswick Radiolas are exciting con- siderable interest here. H. L. Davies, traveling representative for the Brunswick, says that business is best in Wis- consin and eastern Minnesota. Improvement in Columbia Demand W. L. Sprague, of the Columbia Phonograph Co., said: "Business is coming back a little bit everywhere. Conditions are better in the Southern territory." Mr. Sprague just returned from a trip into Iowa. Edison Business Gains "June business has been as good as last June's business," said J. Unger, of the Laurence Lucker Co., Edison distributor. May was ahead of last year here. Mr. Unger sported a string of fish after a recent trip to Rice Lake, near Eden Valley, when he was one of a party which included R. W. Hyneman, the mayor of Eden Valley. Lucker's is starting in the radio game in earnest and expects to convert large portions of its floor space to radio uses. One of the company's show pieces over which the Lucker employes are displaying much enthusiasm is an imposing four-tube DeForest radio, which re- quires no ground connection and carries its own aerial. Another radio which is expected to be very popular is a Ware neutrodyne. On Alaskan Wedding Trip W. C. Hutchings, assistant general sales man- ager of the Brunswick Co., of Chicago, passed through Minneapolis with his bride on his wed- ding journey to Alaska a fortnight ago. Look Forward to Brunswick Records The trade is looking forward with much an- ticipation to the arrival of the Brunswick record, "Mandalay," by Abe Lyman and His Orchestra. Elmer L. Kern, Brunswick general manager in the Northwest, recently returned from a fish- ing trip of a week's duration at Gull Lake. As proof of his prowess, supplies of black bass were distributed all around the Brunswick branch. Frank Gunyo, manager of the New England phonograph department, is missing from his post because of serious illness. W. G. A. Bickham's New Post With Thomas Mfg. Go. The Thomas Mfg. Co., Dayton, O., manu- facturer of the Portophone, announced recently that W. C. A. Bickham had been appointed dis- trict sales manager in charge of Ohio and West Virginia territory. Mr. Bickham was formerly associated with the C. L. Marshall Co., cover- ing the same territory that he will now handle for the Thomas Mfg. Co. In addition to his sales promotion activities, he is widely known as a musician, is interested in a large retail store in Columbus and is identified with various dealer associations. Barnhill to Pacific Goast T. W. Barnhill, president of the Penn Phono- graph Co., Inc., Victor distributor, will leave Philadelphia, Pa., July 25, to join Mrs. Barnhill and their daughter, Marguerite, at Los Angeles. Mr. Barnhill has crossed the continent a num- ber of times and is enthusiastic over the vaca- tion opportunities offered on the Pacific Coast. On his way out he plans to visit a number of important trade centers, such as Cincinnati, Louisville, Memphis, Corinth, Oklahoma City, Albuquerque, Dallas and other points. SATISFIED CUSTOMERS We take particular pride in our long list of satisfied customers who always insist on getting DE LUXE NEEDLES (BEST BY EVERY TEST) Perfect Reproduction of Tone No Scratching Surface Noise Plays 100-200 Records May We Send You Sample ? Duo.|one Company, Incorporated Sole Manufacturers of De Luxe Needles ANSONIA, CONN. Price 3 for 30 Cents Liberal Trade Discounts Iuly 15, 1924 THE TALKING MACHINE WORLD 103 Federal Tone Beauty — an important sales factor for phonograph dealers BESIDES its simple operation, its exceptional selectivity and distance range, Federal tone gives the phonograph dealer a distinct sales advantage. It is natural for your customers to "shop around" when purchas- ing radio equipment. Either before or after leaving your store, they will listen to a variation of sounds coming from different radio receivers. Thus your sale gains a tremendous impetus when you turn the three simply operated dials of the Federal set and fill the demonstrating room with the full, rich, faithful tones of Federal reproduction. Phonograph dealers have been prompt and enthusiastic in their appreciation of this Federal tone. That is why Federal sets are sold today by all phonograph dealers who have investigated. Write us for illustrated "Phonograph Dealers' Folder" FEDERAL TELEPHONE AND TELEGRAPH CO. BUFFALO, N. Y. Boston New York Philadelphia Pittsburgh Chicago San Francisco Bridgeburg, Canida London, England The Federal Studio,Times Building, New York, ex- tends a cordial invitation to all visiting phonograph dealers who will feel re- paid for their inspection of this display room and its simple, yet exceptional acoustic properties. ^tandardRADIO Products The Wonderful "Fifty 'Nine" Simple tuning — three controls — others to produce exceptional tone refinement. Priced at $177 With headphones. For loop reception (No.61) $46 Extra 104 THE TALKING MACHINE WORLD July 15, 1924 Radio Corp. of America Announces New Plan for Financing Radiola Dealers Under the New Arrangement Retailers Selling Radiolas on the Instalment Plan May Take Advantage of the Services of Two Leading Concerns in Financing Their Sales The Radio Corp. of America announced re- cently that it had just concluded arrangements for the financing of dealers' Radiola sales. The details of this important plan were announced in a recent issue of the company's house organ, "Town Crier," and as presented by H. T. Mel- huish, assistant manager of the sales depart- ment, gave the dealers informative details as to the merits and operation of the plan. Dealers' sales of Radiolas made on the time payment basis will be financed by either of two large national financing companies, namely, the General Contract Purchase Corp., 120 Broad- way, New York City, with which are affiliated the New York Contract Purchase Corp., New York City; Ohio Contract Purchase Co., Cleve- land, O.; Illinois Contract Purchase Corp., Chi- cago, 111.; Southwest Contract Purchase Corp., Dallas, Tex., and the Pacific Coast Contract Corp., San Francisco, Cal. ; or the Commercial Credit Co. of Baltimore and San Francisco, with which are affiliated the Commercial Credit Corp., New York City; Commercial Credit Trust, Chicago, 111., and the Commercial Credit Co., Inc., New Orleans. The Radiola financing plan of these com- panies is the same in all respects. Dealers should write directly to one of the above financ- ing companies or to the nearest affiliated com- pany for blank application forms which he will fill out and return to the financing company, and will receive' all necessary blank forms. The dealer is then ready to offer Radiolas to his customers on the easy payment plan. In explaining the details of this plan Mr. Melhuish said in part: "Some prospects will want more time than others in which to pay for their Radiolas, consequently, the financing plan has been so arranged that they can select any desired time from four to ten months for paying the account in full. "When an understanding has been reached between the dealer and his customer with re- gard to the sale of a Radiola on the easy pay- ment basis, the customer will pay to the dealer in cash 25 per cent of the list price, plus one per cent per month of the list price for each month that the customer desires for paying the balance. The amount of one per cent per month is for interest and all charges. Thus, if the cus- tomer decides to pay the balance in four months (being the minimum time for which such financ- ing is accepted), he will pay in cash 25 per cent !■ — II Will II — I I Ml I I — I I HI 1 1 — I I I of the list price, plus 4 per cent of the list price for interest and all charges. "At the time of making his contract, the cus- tomer will sign a form supplied by the financ- ing company, which is a contract between the customer and the dealer for the payment of the balance in equal monthly instalments. The dealer may then deliver the Radiola to the cus- tomer, retain the cash which he has received and forward the contract to the financing com- pany. He will immediately receive from the finance company a check for 90 per cent of the unpaid balance, less the financing charges. Thus, the dealer receives over 93 per cent of the list price at once. "The financing companies do not appear in the transaction between the dealer and his customer at any time except in cases of delinquency in payment of the monthly instalments. The monthly payments are made directly by the customer to the dealer, who remits to the financ- ing company. The sales possibilities of this continuous contact between the dealer and his customer are of very great value, as all dealers will immediately recognize. "To earn his 10 per cent commission, the dealer must collect each account in full, but his failure to collect the full amount of any one account does not affect his right to commissions on the other accounts which he does collect. Each ac- count stands separately, and the dealer is not required to guarantee the payment of these ac- counts. "Many dealers have found it impossible to ex- tend credit to their customers, due to the fact that their working capital is fully employed in keeping a sufficient amount of merchandise in stock. The financing plan which is now pre- sented will permit a dealer to extend this credit to his customers without decreasing his work- ing capital and will thereby make it possible for him to greatly increase his sales volume and his profits. "Some prospective customers are reluctant to ask whether a Radiola can be purchased on in- stalments, therefore, the dealer should mention this sales method to his prospects. Many of such prospects who hesitate to purchase imme- diately for cash will at once take advantage of this opportunity. "Financing interests are necessarily slow and cautious in investing money in any new or un- tried enterprise. This is particularly true where they have to depend upon the quality of mer- chandise for its repayment. They must, in such cases, be assured that the merchandise has been developed to a point where it will not rapidly decline in value and will give satisfactory con- tinuous service to the purchaser. For many months financing companies have been watching the growth of the radio industry with interest and expectation, but they have not been willing up to this time to undertake the financing of sales of radio apparatus because of the many changes which were constantly being made in radio receivers. Now, however, they have found in the new line of Radiolas a class of merchan- dise which has reached a position of stability and which offers assurance that investments they make in Radiola deferred payment con- tracts will be returned to them through prompt payments by satisfied customers." Mother of Paul Specht Hears Him on Radio The accompanying photograph presents the mother of Paul Specht, famous orchestra leader and Columbia artist, listening to her son's or- Paul Specht's Mother Hears Him Play chestra broadcasting over Station WJZ from the Alamac Hotel, New York. Paul Specht and His Alamac Hotel Orchestra have attained coun- trywide popularity through their radio broad- casting, which takes place twice a week, and Columbia dealers throughout the country are "cashing in" on the success of the orchestra by featuring Paul- Specht's Columbia records in their newspaper publicity, window displays and other forms of advertising which are proving equally effective. VAN VEEN & COMPANY, Inc. Woodworkers Since 1907 Costly experiment has taught the Phonograph Trade the importance of high-grade sound-proof hearing rooms and store fittings. Radio dealers can avail themselves of Van Veen equipment in the first instance and avoid the experimental losses of the Phonograph trade. Van Veen booths are indispensable in selling and demonstrating radio. Counters, racks and wall display eases carried in stock or made to special design. Write for estimate and catalogue. Officer and Wareroomi : 413-417 East 109th Street 'Phone Lehigh 5324 NEW YORK CITY July 15, 1924 THE TALKING MACHINE WORLD 1 05 Service for Victor Deakny is of paramount 'importance to us. Therefore, we oper- aFeacornpWyy equipped Repair Pepart/^emt- manned by skilled mechanics and cabinet makers who have specialized/in Victor Pepcid for years ^He-re, you have even 'Victor -part ■obtainable '-ready for your 'hurry calls. Here.you are assured of reasonable Repair Prices, m Our Repair Department was est- ablished to aid you) V/hynotlooktous for Service your customers -may require? Service to your trade has much to do with business increases.*© 106 THE TALKING MACHINE WORLD July 15, 1924 Important Activities of the Trade Are Feature of the Month in Los Angeles Western Artists Recorded in Los Angeles by Victor Co. — Brunswick Dealers Tying Up With Isham Jones — Wide Interest in Coming Convention — Galli-Curci Scores in Concert Los Angeles, Cal., July 5. — A number of Victor recordings of local organizations and individ- uals were secured last month when a special recording apparatus was installed here. E. T. King, manager New York artist and repertoire department, succeeded in arranging with Art Hickman's Biltmore Hotel Orchestra, which is under the leadership of Earl Burtnett, Vincent Rose's Montmartre Cafe, Hollywood, Orches- tra, and with a number of locally famous Ha- waiian and Mexican instrumentalists and or- chestras, so that many very successful record- ings were made which will appear in the Victor catalog in the near future and will be pressed in the new Pacific Coast factory in Oakland. The recording was done under the supervision of H. O. Sooy, manager of the recording labo- ratories of the Victor Co., Camden, N. J.; Fred Elsasser, manager of the recording laboratory, Oakland, Cal., and George Hall, superintendent of production of the Oakland factory. Brunswick Celebrate Visit of Famous Orchestra The Isham Jones Dance Orchestra, of Chi- cago, which makes records exclusively for the Brunswick, has been engaged by the Los An- geles Orpheum Theatre for two weeks, July 6 to July 20, and the local Brunswick office is celebrating the event by entertaining its dealers and salespeople at a dance at the ballroom of the Biltmore Hotel. The publicity office of the Orpheum is co-operating with the local Bruns- wick branch and with Brunswick dealers by advertising the Isham Jones Orchestra to the fullest extent. The Coming Convention Arrangements are practically complete in every detail for the holding of the Western Music Trades Convention in San Francisco, July 22d to 25th. A memorial was sent out from the headquarters of the Convention referring with the deepest regret to the deaths of the two great leaders of the two associations, the North- ern and Southern California, George R. Hughes and George S. Marygold, respectively, and who were to have headed the Convention. The memorial goes on to state that the committee is carrying on and announces that Philip T. Clay, president of Sherman, Clay & Co., has accepted the post of general chairman and that Edward H. Uhl, president of the Southern California Music Co., will head the advisory committee as chairman of that body. Great credit is due to Shirley Walker, of Sherman, Clay & Co., who has shouldered the giant's share of the work of preparation of the Convention, in fact it is doubtful if this first annual gathering of the music merchants of the West would have ma- terialized but for his untiring efforts. Mr. Walker was vice-president of the Music Trades Association of Northern California and on the death of George R. Hughes, was unanimously acclaimed president. Galli-Curci in Historic Open-air Concert Before a vast audience estimated variously at between twenty-five and forty thousand people, Madame Galli-Curci sang four of her well- known arias under the stars of night in the great Hollywood Bowi. The affair seems to have been history making for never before had the famous coloratura soprano sung before an audi- ence in the open air, nor had she sung previ- ously in concert with a symphony orchestra for her accompaniment. The symphony orchestra was led by Alfred Hertz and the audience was probably the largest that had ever gathered in the Hollywood Bowl. In spite of the fact that the demand for tickets exceeded the enormous supply, the management generously presented the various Victor dealers' stores with a suffi- cient number of complimentary tickets so that all Victor salesmen and salesgirls were able to attend. Madame Galli-Curci fulfilled all antici- pations and sang superbly and at the end of the concert gave a number of encores. General Phonograph Corp. Official Here R. S. Peer, director of record production for the General Phonograph Corp., spent a few days of the last week of June in Los Angeles. He motored down from San Francisco with Walter S. Gray, president of the Walter S. Gray Co., and Mrs. Gray, after making arrangements for the distribution of Okeh and Odeon records for the State of California by the Walter S. Gray Co., well-known phonograph accessory jobbers and distributors of the Strand phono- graph. A number of very attractive Mexican records have been made by the General Phono- graph Corp. during the last few months and the demand for Okeh records of popular dances and for the beautiful foreign recordings contained in the Odeon catalog are showing a remarkable growth on the Pacific Coast. Mr. Peer was enthusiastic over Southern California and its future development; he also visited two or three of the golf courses, including one of the "greens" which were composed of oiled sand and har- bored habitues of a depredatory nature; he lost several balls of special Eastern manufacture. Henry Fails to Stay Back on the Farm It seems to be impossible to keep W. E. Henry — affectionately known to his many friends as Pop Henry, off the road. He has a perfectly fine orange grove valued at a dizzy producing number of dollars to which he occa- sionally retires, but not for long — it is always a case of "back to the road." Recently he re- signed from the General Phonograph Corp. and the inhabitants of the little town nestling at the foot of the tall Sierra Madres near where his rancho is situated, prepared a rousing welcome. But it was for only a day or two; he was gone on the fourth day with a portable phonograph of one make under his right arm and another kind under his left and a Music Master Horn as well, off to satisfy his wanderlust. Interesting Demonstrations of Zenith Radio Sets At the recent convention in New York the sales staff of the Zenith Mfg. Co., Chicago, was busy day and night demonstrating to interested dealers the various Zenith radio sets which were exhibited during convention week. Interesting Top row, left to right: F. Aylesworth, A. E. Pierce, Pat. Kiley, Wm. J. Gaynor. Bottom row: J. McCarthy, M. Schaefer, F. Lakeman. demonstrations were held at frequent intervals, and a comparison of the Zenith tone quality with the human voice was one of the outstand- ing features of the exhibition. The sales or- ganization of the Zenith Mfg. Co. includes a number of competent radio men who are thor- oughly familiar with the merchandising prob- lems of the music dealer, and are doing every- thing possible to assist the dealer in develop- ing a profitable radio business. The accom- panying photograph presents the members of the Zenith force who covered the convention, together with a well-known soprano who made the trip from Chicago to assist in the Zenith demonstrations at the exhibit. Builds Prospect List With Aid of Mystery Brunswick Ennis, Tex., July 7.— Gid Noel & Bros., live local music house, recently rendered an unusual program in bringing to their store the novel and interesting "Mystery Brunswick." Gid Noel says the advertising and entertainment that were derived from the instrument are invaluable and the returns have been far in excess of the most sanguine anticipations. It is estimated that approximately twenty-five hundred people of the city and communities ad- jacent to Ennis saw and heard the "Mystery Brunswick." From these Mr. Noel secured a splendid phonograph prospect list, and he has set about to develop a real volume of sales from the returns. WALL-KANE PHONOGRAPH NEEDLES The original ten record needle 150 Per Cent Profit On an established article that sells itself Handsome enamelled display stand holding one hundred packages. PROTECT YOUR RECORDS BY USINO THE ORIGINAL TEN TIME NEEDLE lEACM HEtDLE Cg/ll!»IITEiO TO PLHTEH RECORDS ONAKV PflONOGRAF-tll tACH NCEOLECHEN- ICAUY TREATED TO PROLONG THE LIFE OF YOUR RECORDS A PACKAGE OF 50 NEEDLES EQUIVALENT TO SOO ORDINARY STEEL NEEDLES WALL-KANE NEEDLE MFG. CO., Inc. 3922 14th Avenue BROOKLYN, N. Y. DISTKIBI'TOKS — Consolidated Talking Machine Co., Inc., Chicago, Til. ; Everybody's Talking Machine Co., Inc., Philadelphia, Pa.; General Phonograph Corporation, New York July 15, 1924 THE TALKING MACHINE WORLD Minor Portable Major Portabl< Upright Leaders Console Leaders Upright Conventional Console Conventional Period Uprights Period Consoles Phonograph-Radio Combinations Radio Cabinets MASTERCRAFT MODEL FOR EVERY SEASON QUALITY VISUAL VALUE PERFORMANCE SALES APPEAL ONE STANDARD ONE SOURCE WRITE OUR SERVICE DEPARTMENT FOR Method to Help You Move Your Merchandise TEAR OUT AND MAIL THIS COUPON THE WOLF MANUFACTURING INDUSTRIES (Service Dept.) Quincy, Illinois. Please write (without obligation to us) in relation to methods of moving merchandise. Name and Address 108 THE TALKING MACHINE WORLD July 15, 1924 TIE m f Vi E Western Division of the World, Chicago, III., July 8, 1924. There is not the slightest doubt that retail business was generally a great deal better in June throughout the mid-West phonograph trade than it had been during May. Not that the order-books of talking machine manufacturers have shown any excessive response. It is rather that retailers, as is plainly disclosed by inquiries made June Was Better of them, have been cutting down their stocks to the bone, and at the same time going out after both old and new accounts in the strongest manner. There has been, in fact, during the last month, a strong effort on the part of local dealers to get themselves into shape ; and this effort has borne fruit. Now that stocks are so low it becomes absolutely necessary to replenish them and manufac- turers who are aware of the facts are anticipating that the imme- diate future will see a resumption of activity. The political situa- tion is gradually settling down and it looks as if there will be no great psychological disturbance during the months between now and November. The day is, in fact, past for presidential elections to wreck the entire business of the country. Such depression as presidential years now show is more psychological than anything else. This much can be seen by any competent observer and it is in its way most fortunate. The country is incredibly wealthy and the amount of individual prosperity simply cannot be estimated save in figures which really convey no corresponding intelligible impression to the mind. Any question of prosperity in any Amer- ican industry must always, therefore, be a question of the appeal made to the public mind. The talking machine business sometimes needs to be reminded that it is not enough to have a good thing but that the qualities which it possesses and its general powers of attraction must be made plain to all the world persistently and skil- fully. In a word, when salesmanship is constantly and judiciously applied, by men who know the game^and play it steadily, business is never dead. As a matter of fact it never has been dead and never will be dead as long as music survives. During this Summer as in Summers past those dealers who made and are making spe- cial efforts to increase their sales by unusual plans of merchandis- ing are securing satisfactory results. This, of course, has meant special efforts — the origination of new ideas and the development of unusual policies — but goods have been moving, and that is the main objective. The dealer who thinks and acts is not affected by the prevailing psychological spasms. The portable business is again brisk as the late Summer turns itself into a very decent imitation of the real thing, and it seems to be growing stronger. One curious thing is that many dealers insist upon selling very cheap machines, claiming that the buying public is completely in- different to tone-quality and good reproduction About Portable Business in them. It appears that out under the stars (when it is not rain- ing), close to the great heart of Nature (and the bugs) what is chiefly wanted is something that can be thrown around without getting hurt and be depended upon to land on its base each time, all ready to play. Naturally this supposition is already making itself felt and there is a disposition in some quarters to think that the only question of the slightest importance is the question of price. This might be true if portable machines were never used save in camp, or on the veranda of a Summer cottage ; but, in fact, they are often used when the families come home and sometimes do duty in rooms for which they were never intended. It is obviously quite possible to make a very good portable to sell at a very mod- erate (not a 'cut-rate') price; which shall be a worthy representa- tive of its maker's products. It is useless to try to get indoors tone in an outdoors instrument, of course, and no wise maker will waste time trying ; but to turn out machines too cheap to be any good is simply to defeat the very purpose which the cheapening was in- tended to promote, namely, the purpose of increased sales. Give the people only cheap goods, and they will buy ; but business will suffer. The record selling business has stood up wonderfully well this year so far and there is no reason to suppose that it will recede during the remaining months between now and holiday time. Conservative estimates are that for the first half year of 1924 the record business did not fall off more than ten to twelve per cent from Build Record Service the great figures of 1923 ; while on the other hand the output of machines fell off considerably more, as we all know. There is no doubt of the facts and they are very interesting. The record end of the talking machine business in general may be called its founda- tion, for upon it retail prosperity is most naturally and most surely built. Merchants in the talking machine business certainly are not guilty of neglecting the sale of records, as piano men have neglected to push music rolls ; but there is still room for improvement. It is not so much a question of service from manufacturers, of physical means for handling records or of unwillingness to push them. It is rather that too many merchants fail to see the advantage of trying to build up a large community good-will. They do not see that it is quite possible to build up a store into a position of central musical importance simply by making that store indispensable to every one who wants to make use of the musical possibilities of the talking machine. These musical possibilities unhappily are only partially realized, but every com- munity has its men and women whose appetite for new records is only proportional to their means ; and who will always buy as many records as they can afford to buy if they can find a store where intelligent service is available. There are stores in every large city — or at least there is always one store where a vast retail business has been built up by dint of nothing more than this same patient, intelligent handling of the record department, this willingness to learn everything possible about the records themselves and to have at hand always accurate information for the use of inquiries. Noth- ing is more cheerful than to find intelligent record clerks, nothing more chilling than to fail in the quest. Every dollar put into training and paying intelligent record salesmen and saleswomen, and to ad- vertising record service is a dollar spent just as well as a dollar can be spent in this our industry. One thing is sure ; no business has greater possibilities than the talking machine business, because no business reaches so deeply down into the springs of human nature. The love for music of some kind is the most nearly universal of passions ; and to deal in music, especially through the medium of an universal music-bringer like the Not Even Approached talking machine, is to deal direct with one of the most powerful desires human nature knows. How strange that some men should think the talking machine trade can be moved by any innovation, or rivalry ! It will be so moved only when it has been superseded. So far it has not been even approached. All musical instruments have their places and the talking machine and records have ad- vantages in the way of artists and reproduction qualities which are unrivaled. The plan advocated by Arthur A. Friestedt, the president of the United States Music Co., for establishing the music business on a fiscal vear basis, casting up accounts and taking inventories after June 30 or thereabouts instead of in the usually busy season immediately after the first of the year, has begun to attract a con- siderable amount of attention outside the music industry itself. Recentlv several business magazines, including System and Printers' Ink Monthly, have seen fit to run special and more or less lengthy articles on the fiscal year plan and the idea back of it which indicates the subject is considered of direct interest to busi- ness men in all lines. In every case the articles have been of a commendatory nature and should go far to aid Mr. Friestedt in his work of bringing about a general adoption of this scheme in which he is so greatly interested. July 15, 1924 THE TALKING MACHINE WORLD 109 Qrom owQ H I (JA £ f"W VMJL WITM' »X?^ O O ^# I I ^^^^S REPUBLIC BLDG., 209 SOUTH STATE ST TELEPHONE WABASH 524? EUCENE F. CAREY, Manager Retailers Replenishing Their Stocks to Meet Continued Demands of Public Attractive New Models Introduced by Manufacturers Early in Season Largely Instrumental in Creating Good Business — Portable Drives Effective — Trade News and Activities of the Month Chicago, III., July 9. — Large expectations are never entertained for June in the talking ma- chine field, but the month as a whole held the improvement noted during the latter part of May and the first week of June. This, from a wholesaler's and manufacturer's viewpoint, is due largely to the fact that dealers in many sections had permitted their stocks to run down to a point where buying action had become impera- tively necessary. While the cabinet models are naturally some- what slow at this period of the year there has been so much activity among the manufacturers in bringing out attractive styles that when these have been aggressively displayed, advertised and pushed by the dealer they have served to stimulate trade that would otherwise have lain dormant until Fall. The console talking ma- chine radio combination seems to be gradually gaining in favor, and travelers returning from recent trips are certain that it will prove a very considerable factor in the Fall trade. Effective Portable Exploitation Meantime the portable talking machine has been the object of such forceful and continuous exploitation with many new aspirants, some of them approaching novelty, that it would be against human nature to resist the continual and patent suggestion. Hardly a music house on Wabash avenue has failed to make alluring- portable displays during the past few weeks, and from all reports the sales have been satisfactory. The Summer can hardly be said to have com- menced until June was two-thirds past, and its lateness has had the effect of bringing the bulk of the distinctively seasonal, that is the Summer cottage and camp trade, somewhat later than usual. A thoroughly active business is expected this month and well into August. But it won't stop then. That the portable, as a practical all-the-year round proposition, has come to stay, is generally admitted, and that it has at least kept up machine sales numerically and proved a strong feeder for the record departments through the period of extraordinarily high rents, and consequently extraordinarily small apart- ments, is conceded. Conventions and Radio Popularity The growing disposition to refuse to consider seasons in the music business and to work in- tensively if not hysterically during the Summer months, when applied to radio departments has a tendency to stabilize a branch of the busi- ness that for a time bade fair to be a particular sufferer from the traditional Summer quiet. The almost universal effort in Chicago at least to attract trade to warerooms by getting prospects to listen to the proceedings of the Republican Convention in Cleveland and the highly dra- matic performances at the Democratic Conven- tion in New York must have convinced many that the radio as an all-year-round entertain- ment and information disseminating agent is almost to be considered in the necessity class. Record Sales Are Active Sales of records have kept up excellently and are generally reported to be about on a par with last year. That the radio d.oes have a stimulat- ing effect on some classes of records is begin- ning to be generally accepted, and in Chicago we have several composers and singers of their own songs who have broken into fame and into the record bulletins almost entirely because of their popularity among their radio admirers. This emphasizes the natural affinity between the radio and the talking machine. Proof That Sales Can Be Made Frenzied efforts unduly to force business by sales calculated to confuse the unthinking per- son in regard to talking machine value is not to be encouraged; still the fact that 600 console talking machines were sold by one State Street department store on a June Monday, as the result of aggressive Sunday paper advertising, at least shows that people have not lost interest in talking machines in spite of the mouthings of an occasional pessimist. Economic Situation Reviewed An interesting feature of the present economic condition which many people overlook is the (Continued on page 110) The "OLD RELIABLE" Nearly 2,000,000 KRASCO Motors in Use Today. No. 33 No matter what your motor requirements are KRASCO will fill the bill. If your trade wants reliable motors to play from four to ten ten-inch Records at one winding KRASCO will do it. Write for literature on KRASCO MOTORS. Types 2, 3, 4, 22, 33 and 41. KRASCO MANUFACTURING COMPANY 451 East Ohio Street Eastern Branch, 120 West 42nd Street, New York CHICAGO, ILL. 110 THE TALKING MACHINE WORLD July 15, 1924 FROM OUR CHICAGO HEADQUARTERS— (Continued from page 109) increase in savings deposits. The reports have shown a steady improvement in this regard with the Chicago banks since the first of the year. This is not to be dismissed with a mere scornful reference to frightened coins seeking the sock. It has always been the experience that when people save the temptation to buy the long coveted thing finally prevails. In fact, there is every reason to believe that the chap who keeps plugging honestly and earnestly for trade is going to get it, and that in spite of the presidential campaign and various pet bugaboos we are going to have a fairly satisfactory Sum- mer and a better Fall business. This is the belief of the majority of all branches of the Chicago trade. This hopeful- ness is in itself a reason for encouragement as the tendency in the normally constituted indi- vidual is to hustle in the direction of his hopes. English Tribute to Hall Fibre Needles The Hall Manufacturing Co., of this city, whose fibre needles are so widely appreciated as missionaries for good music, has received a rather unusual testimonial anent its product from The Auburn, Marlborough, Leicestershire, England. These needles have been the subject of many similar testimonials in the past, and the world-wide reputation that this indicates certainly reflects good credit on the company and the product. The letter is signed by Henry Geary. Hall fibre needle dealers might do well to get a copy of the letter from the company for use in enlightening their customers as to the artistic effects to be secured by using fibre needles on the records of great artists. Seal Up Jazz in New Straus Building Five phonograph records, Brunswick, some of popular type and others of famous artists, a package of needles, a strip of movie film and Chicago newspapers — all representative of civi- lization as it exists in 192-1 — were sealed away in the cornerstone of the thirty-two story Straus Building at Michigan avenue and Jack- son boulevard, Chicago, recently. Mayor Dever and S. W. Straus, president of the company which built the $18,000,000 structure, plied the silver trowel which cemented the stone into place. Comfort Phono-Radio Corp. Chartered The Comfort Phono-Radio Corp., 7067 North Clark street, was recently incorporated with a capital stock of $50,000. The concern will assemble, manufacture and sell phonographs, radio sets, etc. The incorporators include Waiva J. Bagnek, Earl B. Yates, Victor J. Bagnek and Michael B. Warnimont. Running Three Shifts a Day One day in May T. W. Hindley, sales man- ager of the Wasmuth-Goodrich Co., in a small town in Washington, ran across a man who has a talking machine and radio business which promises to be not so little in the near future. This man, with his industrious and intelligent wife, has a department in a local general store. His wife is on the job during most of the dav. Her husband works eight hours for Uncle Sam in the post office and puts in the afternoon at the store and keeps up the selling game in the four hours in the evening at his home. Then he gets his eight hours' sleep. He is en- thusiastic and says that the time spent in the music game doesn't seem like work, but is an actual recreation. He is building up a nice business. Mr. Hindley spent April and May in a long Western trip which took him from Duluth to Galveston, up the West Coast and home to Chicago by the Northern route. After a day or two here he hied himself forth to the con- ventions in New York and after a week's rest in Atlantic City returned again to his office in the Republic Building in Chicago. He used the Washington dealer as a text. During his long Western trip he found trade to accord not so much with local agricultural or economic conditions as with the mental attitude of the dealers. Those who did not allow them- selves to be depressed by pessimistic talk or ap- parently antagonistic trade factors, and con- tinued to work steadily and earnestly, were get- ting a satisfactory return for the effort ex- pended, according to Mr. Hindley. Before he went West he shipped a sample PhonoradiO to one dealer in each of the thirty-six cities on his route. He did not have to take any of them back and in four instances the PhonoradiO was bought on the spot by people who hap- pened in when he was demonstrating it to the dealer. Tom had long experience in the retail game before he became a wholesale sales manager and traveler. On this trip he had a chance to use his big baritone voice which used to be a factor in his retail work. This time he had a larger audience. He radiocast in Salt Lake City from the station operated jointly by the Daynes-Beebe Music Co. and the Deseret News. Those who listened in heard "The Road to Mandalay," and selections of like dramatic quality. Sells Branch Store Herbert Milligan, who conducts several stores in the outlying districts of Chicago, has sold the one which he has been conducting under the name of the Vocalion Shop at 4643 Sheridan road to Miss N. A. Pattee. Consolidated Co. Announces New Portable The Consolidated Talking Machine Co., of Chicago, is now on the market with a new port- able talking machine on its own account. It is known as the Swanson, Jr. It has no horn, in the accepted sense of that term, but has a reception chamber leading from the top of the motor board and certainly attains a tone out of proportion to its size. It weighs twelve and one-half pounds and has a durable bass-wood case covered wfith either black or tan fabricoid, at the purchaser's op- tion. The company is selling it direct to deal- ers in the territory covered by their travelers, A Better Fibre Needle Catter for Lew Money RETAIL PRICE * 1 '22. The ALTO Manufactured by ALTO MFG. CO. 1801-1803 Cornelia Ave., CHICAGO, ILL, but in other sections they will market it through jobbers. E. A. Fearn, president of the Consolidated Co., was in New York the latter part of June, paying a visit to Otto Heinemann, head of the General Phonograph Corp., prior to the latter's sailing for Europe. On his return to Chicago Mr. Fearn immediately left for a visit to the Consolidated branch at Minneapolis. Hibbeler's New Song Recorded by Many Ray Hibbeler, head of the Garrick Music Sales, of 4040 Dickens avenue, Chicago, has every reason to be pleased with the wide recep- tion given his latest popular waltz ballad, "Tell Me You'll Forgive Me," which has just been released on the Brunswick record No. 625, re- corded by Charles Harrison and Elliott Shaw. It is scheduled for other early releases and has been on music rolls of the United States Music Co., Q R S Music Co., Columbia Music Roll Co., Kimball Co., Pianostyle, International and others. Mr. Hibbeler has been responsible for a num- ber of popular numbers and his present success comes close on the heels of "Oklahoma Indian Jazz." "Tell Me You'll Forgive Me" has been broadcast from stations all over the country. It has been played by orchestras in all sec- tions and organists are also featuring it in con- nection with special slides. The catalog of the Garrick Music Sales is very popular and one of the numbers, "Lost My Baby Blues," a fox-trot, is promising to be- come another widespread hit. This number has just been released on the Okeh record No. 40124, recorded by the Arkansas Travelers. The publishers are co-operating with the mu- sic dealers in every possible way to enable them to take advantage of the publicity on "Tell Me You'll Forgive Me." They have prepared an extremely attractive display streamer for win- dow and counter display purposes which will, no doubt, help in the sales of the sheet music as well as in stimulating the sale of records. A. N. Hansen Co. Chartered The A. N. Hansen Co., 4032 Milwaukee ave- nue, was recently incorporated to sell talking machines, pianos, radio sets, etc., with a capital stock of $50,000. The incorporators include (Continued on fogc 112) Scotford Tonearm and Superior Reproducer The Superior Spring Balanced Lid Support oManufactured under patents of Louis K. Scotford. Plays all makes of records. Q^ tou°h of one finfeer lifts or closes the lid which stops, balanced, at any point Famous for tone — without the usual metallic sharpness and without the scratch. Uv^ijl desired. Does not warp lid. Noiseless in operation. The simplest sprinfe balance Standard len.feth.8Vi inches center of base to needlepoint — can be made to order xS-*{>^ made — and easiest to install. Can be made to fit any type and weifeht of lid. lonfeer or shorter. Base openinfe 2 inches diameter. ^t^r- Furnished complete with escutcheon plate and all necessary screws. Supplied to manufacturers of hifeh-ferade phonoferaph , Fine quality Nickel and Gold Plate finishes cabinets in the United States and all foreifen countries Low quantity Prices quoted on application Samples sent anywhere for trial BARNHART BROTHERS & SPINDLER TSCSS MONROE & THROOP Sts., CHICAGO July 15, 1924 THE TALKING MACHINE WORLD 111 Like A Beacon Light The Phonograph of Marvelous Tone Quality Has Never Wavered No. 952 List Price $220.00 Width 30 in. Height 45 in. Depth 16H in. Italian walnut finish. (Includes 5- tube radio set and loud speaker unit. No tubes or batteries. Cabinets con- structed zvith horn in upper compart- ment behind doors. Grille in front of horn. Radio set behind center drop door. Room for batteries through two removable panels in rear.) Just one of the many beauti- ful new Vitanola designs, showing how it looks when it's open. Dealer s Price $110.00 Times have changed since "way back when" any- thing that would make music would sell. Conditions have changed — business has had its "good" times and its bad times, booms and depressions. Models have changed — popular favor has swung from upright to console and then to a medium of balance on the two. BUT THROUGH IT ALL "Vitanola" Quality Has Never Changed. Vitanola has progressed, certainly, but the policy of turning out dependable merchandise is the same yesterday, today and tomorrow. And behind this policy is the same organization and the same skilled labor that started Vitanola out on the right foot, and that has kept the Vitanola instrument in the vanguard these many years. If you are already a Vitanola dealer, we need say no more. If you are not a Vitanola dealer, it will pay you to be one, now. Write us for details — come to see us at our new general offices at the Furniture Mart in Chicago. The new straight radio cabinets, and radio phono- graph combination wall-cabinet sets that Vitanola introduced last month are taking the trade by storm. Exceptional quality coupled with unusual design and remarkably low prices tell the story. Vitanola Talking Machine Go. 829 American Furniture Mart 666 Lake Shore Drive Chicago, 111. 112 THE TALKING MACHINE WORLD July 15, 1924 FROM OUR CHICAGO HEADQUARTERS— (Continued from page 110) FDR dm ACCURATE KfflKTiCN IK ORIGIHAL TDK, PfTCH AND V8UNE use ll dkrio&ynje, I] iww«m EACH Packed in attractive colored display cartons SEMI -PERMANENT NEEDLE Plays 50 Records Reproduces all the Tcnes Accurately and Clearly without the scratchy surface noise. Records Retail Prices : Box of 12 needles - 25c Box of 4 needles - 10c 100 Per Cent Profit to Dealers TONOFONE SEMI-PERMANENT NEEDLES ARE SOLD BY OVER 8,000 DEALERS THE TONOFONE COMPANY 1 lO S. Wabash Avenue MAKERS CHICAGO, ILL. Frank Shunkel, August N. Hansen and William M. Divine. The concern, which was established about a year and a half ago, has enjoyed a steady growth in talking machine business. Enter the Armstrong Speaker The McKinley Phonograph Co., of 1501 East Fifty-fifth street, Chicago, made its debut in the radio field this month with the "Armstrong speaker for radio reception," the invention of Paul B. Armstrong, secretary of the company. It is housed in an attractive cabinet and is shaped like a singer's mouth with curved upper and lower members, and with a supersensitive resonator to round out and qualify the tone as developed by the sounding board. It is equipped with a loud speaking unit of recognized merit. Mr. Armstrong has had a long and perma- nent connection with the music trade. He was with the McKinley Music Co. from 1896 to 1903, when he became head of the piano and organ department of Sears, Roebuck & Co., which position he filled for seventeen years. Becom- ing vitally interested in the talking machine from a tonal viewpoint he, with others, secured the phonograph department of the McKinley Music Co., organizing the McKinley Phono- graph Co., retaining the name of McKinley be- cause of its renown in the music field. This enabled him to materialize the result of his years of experimental work in the McKinley phonograph, an instrument incorporating the individual tone qualifying chamber, as the so- called horn developed by him was named. It may be of interest to note that Mr. Arm- strong is the son of the late George B. Arm- strong, orginator and founder of the present railway mail service, whose monument stands in the Adams street entrance of the Chicago Post Office building. Radio Spreads Gulbransen Gospel According to the latest reports, more than seven hundred of the thousands of people in the Middle West listening over the radio to a con- cert given by the Benedict Piano Co., of Shenan- doah, last month have written in, commenting on its success, and asking that they be sent a promised "Gulbransen Baby." One of the fea- tures of the program was the singing of George E. King, Gulbransen salesman in Iowa. Be- tween his own and other musical numbers on the program Mr. King gave talks on the Gul- bransen in the home. One of the notable fea- tures was the radio demonstration of the Gul- bransen accompaniment to the talking machine. The program was so successful that Mr. King was requested to broadcast again the following noon, this being his third appearance at the Henry Field Seed Co. station under the aus- pices of the Benedict Piano Co. At the time of his first appearance in February there was a similar number of letters of appreciation from those who enjoyed the program. In all Mr. King's numbers he was accompanied by the Gulbransen. One of the most appreciated of the many letters received was from a Gulbran- sen dealer, R. J. Wentworth-Rohr, of the Fan- nen Piano Co. of Marysville, Kans., who wrote: "The home of the Gulbransen registering piano in this part of Kansas sends its apprecia- tion of your program. With such advertising I am sure you are helping your salesmen and many others sell their two this month. We think the registering piano is a wonder. I play a piece on it and suddenly stop the player and continue playing by hand, and even people with a keen ear cannot detect the difference." The beautiful new warerooms of the Witzell Music Co. at Lincoln, Barry and Greenview avenues, Chicago, were the scene of two notable concerts last month, at both of which the Gul- bransen registering piano was featured. The first one was a trade affair and was attended by over 150 merchants, salesmen and other people who are interested in the manufacture and merchandising of the Gulbransen register- ing piano. John Martin, who was the center of interest in the Gulbransen exhibit at the Convention in New York, told of his experience in selling the Gulbransen and demonstrated his methods. Ol particular interest to those present was the description he gave of the studio in the Martin Music Co. store at Los Angeles, where cus- tomers are taught to play the Gulbransen cor- rectly. Mr. Martin played several numbers on the Gulbransen registering piano, and one as ac- companiment to a Victor record. Other fea- tures were solos by George E. King and talks by T. J. Mercer, sales manager of the Gulbran- sen Co., and C. R. Gulbransen, salesman for Chicago and Cook County. At a subsequent concert Gulbransen owners and prospects for the Witzell Music Co. were the invited guests. This was so successful that Mr. Witzell decided to have a series of concerts directed along the same lines. New Monarch Radio Panel The Krasco Mfg. Co. has had such a thor- oughgoing success with its first essay in the radio field, the Monarch portable, that it is pre- paring to extend its activities in this direction. The company will very shortly be ready for the market with an equipped radio panel for in- stallation by manufacturers of talking machines and big furniture manufacturers in their cabinets. The panel proper will be of the inclined ver- tical type, and the entire set will be enclosed. The set itself is of the same type as used in the Monarch portable. It is a six-tube set with three stages of radio frequency, and two stages of audio frequency. A unique feature, in a cabinet-installed set, is that no ground or out- side aerial is necessary. The manufacturer of talking machines who wishes to install this set is furnished with an attachment for the side of the machine opposite the crank handle, to ac- commodate the collapsible loop aerial. The new aspirant for trade honors will be known as the Monarch Radio Panel. Walter McGill, sales manager of the com- pany's radio division, has returned from a trip through the larger mid-Western centers, during which time he secured some very satisfactory orders for Monarch portable radios. New Orotone Reproducer The Orotone Co. has announced a new extra loud reproducer which is designed to fill a de- mand which has been voiced by a number of its customers. It will be supplied on the No. 16 automatic arm and the No. 17 radio automatic arm. It certainly produces a tone of remark- able force and loudness, and the company be- lieves it will satisfy every requirement of a re- producer of this type. Leigh Hunt, general manager of the com- pany, has announced the establishment of a new service department, the principal function of which will be to take care of repairs on tone arms, reproducers and motors for dealers. Quite a number of requests for this class of work has been received, and often problems in the way of obsolete makes which have been sent in for repair have come up. For the ac- commodation of the trade the company has now organized a service department for the purpose of caring for these matters as promptly and efficiently as possible. Posting Up on the United Product J. P. Rainbault, who was recently appointed Eastern sales representative for the United Mfg. & Distributing Co., spent the last week of June at the big plant at Burnside, posting up on the company's motor and radio product. Mr. Rain- bault, who has a complete line of United motors and Unidyne radio sets on exhibition at his headquarters at 50 Church street, New York, expressed himself as highly pleased with what he saw at the company's "model factory" and expected a very successful business this Fall. Frank Paul, sales manager of the company, says that they have every reason to be satisfied with the showing made the first six months of this year, in spite of the quietness of trade in general. Motor sales showed an improvement over the corresponding period of last year, and the reception of the radio product has been of a most gratifying nature. Rivoli at Furniture Mart Leon C. Samuels, distributor of the Vincennes Phonograph Co., has a decidedly attractive ex- hibit of the company's product, consisting of Rivoli phonographs, Rivoli radios and Rivoli radio combinations at the American Furniture Mart building during the present June and July exhibition. Over twenty-five different cabinets are shown embracing the company's entire line. Among them are two models shown here for the first time; one is a new popular-priced console talk- (Contittticd on page 114) July 15, 1924 THE TALKING MACHINE WORLD 1U CfrLk OxLeoiv Records "Speed and accuracy in the delivery of complete orders for the popular, fast -selling OKeh and Odeon lines" is but another, longer, way of saying "Consolidated Service" Consolidated Talking Machine Co. 227-229 West Washington Street CHICAGO, ILL. Branches: 2957 Gratiot Ave., Detroit, Mich. - - 1121 Nicollet Ave., Minneapolis, Minn. 114 THE TALKING MACHINE WORLD July 15, 1924 An Exceptional Line for Wide Awake Dealers COLUMBIAN BABY GRAND Elastic touch. Faultless Action. Mahogany Finish Only. Size, 59"x56". These high-grade Consoles come in Mahogany and Walnut finishes. No. 20 No. 40 STYLE No. 4 48" high, 21" wide, 23" deep; 5-ply. Genuine Mahogany or Oak STYLE No. 16 2-Spring Motor Holds 10 Records Plays All Disc Records EXCEL PHONOGRAPH CO. Manufacturers 400-412 West Erie S\ CHICAGO, ILL. FROM OUR CHICAGO HEADQUARTERS— (Continued from page 112) ing machine in the Queen Anne period design. Great interest has also been shown in what the company considers one of its artistic triumphs. It is a radio cabinet of the console type hand- somely inlaid and incorporating the company's well-known spruce and chestnut horn. Chas. M. Bent Undergoes Operation Chas. M. Bent, manager of the Music Shop, talking machine dealer at 214 South Wabash avenue, was taken seriously ill the latter part of June with appendicitis. He was taken to the South Shore Hospital, where he underwent an operation. According to latest reports he is considered well on the way to recovery. Mr. Bent's father, George P. Bent, arrived in the city recently from California and is looking after the business in his son's absence. Radio Manufacturers Organize Marking the culmination of three months of hard, resultful work in the interests of their industry, radio manufacturers in the Middle West effected a permanent organization at a meeting at the Hotel Sherman on Monday evening, June 23. Under the preceding temporary or- ganization the effort made in the United States Senate to place a 10 per cent tax on all radio apparatus was defeated through the efforts of Ernest R. Reichmann, counsel for the Associa- tion, backed by the work of the members. Then a strong campaign for membership was made by the temporary board of directors, composed of Herbert H. Frost, Frank Reichmann, A. A. Howard, E. M. Reuland and A. J. Carter. This campaign was so successful that the permanent organization has . now started out with over forty important radio manufacturing concerns on its roster of membership. The election of officers resulted in the unani- mous choice of Herbert H. Frost for president, Frank Reichmann for vice-president and A. J. Carter, secretary and treasurer. These, with A. A. Howard, E. M. Rauland, Philip Lenz, Jr., and J. McWilliams Stone, form the board of directors. Charles H. Porter was elected execu- tive secretary and the law firm of Urion, Drucker, Reichmann & Boutell, legal counsel to the Association. The organization has been chartered in Illi- nois under the name of the Radio Manufac- turers' Association and offices have been estab- lished at 123 West Madison street, this city. Committees have been appointed on finance, membership, exchange of credit information, legislative program, publicity and public rela- tions, merchandising, shows and emblems; and the organization is now ready for a career of aggressive usefulness. Immediately after the organization meeting President Frost left on a trip through the South and the Pacific Coast to bring in the leading manufacturers in those sec- tions. Among the members are: American Art Ma- chine Co., Belden Mfg. Co., Herbert H. Frost, Inc., Howard Radio Co., Inc., Winkler-Reich- mann Co., Carter Radio Co., Rauland Mfg. Co., Premier Electric Co., Dedlo Mfg. Co., Trimm Radio Mfg. Co., Runzel-Lenz Electrical Mfg. Co., Multiple Electric Products Co., Inc., Elec- trical Research Lab., the Operadio Corp., Wal- bert Mfg. Co., Reliable Electric Co., Central Radio Laboratories, Globe Electric Co., Raven Radio Co., Leslie F. Muter Co., Jefferson Elec- tric Co., the Ekko Co., Rathbun Mfg. Co., West- ern Coil & Electrical Co., American Electric Co., Walnart Electric Mfg. Co., H. G. Saal Co., Thordarson Electric Mfg. Co., Pfanstiehl Prod- ucts Co., Columbia Radio Corp., Bremer-Tulley Mfg. Co., Buell Mfg. Co., French Battery & Carbon Co., Pfanstiehl Radio Service Co., Puri- tan Distributors, Inc., Seaman Container Co., Howard S. Jones, Willard Storage Battery Co., United Mfg. & Distributing Co. and Zenith Radio Corp. Vitanola Expansion The officers of the Vitanola Talking Machine Co. have been very busy since they moved to their fine new permanent salesrooms and head- quarters at Space 829 of the American Furniture Mart, with plans working towards the expan- sion of the selling organization. The company is enlarging its sales force and is working on the principle of having resident representatives in the different sections. It has, for instance, just made arrangements with A. C. Rick, of Dallas, Tex., a man of long experience in both the furniture and talking machine lines, to rep- resent the company in that State. He will carry a stock in Dallas for the benefit of the Texas merchants. It has also made arrangements for aggressive representation in Latin America. At present it has considerable trade in Mexico, Central America and the South American countries and this business will be worked systematically and energetically from now on. M. A. Corpell, with headquarters at 110 West Fortieth street, New York, who has charge of the Eastern sales, spent last week at the com- pany's headquarters. In its new quarters the Vitanola Co. occupies a space 100 feet deep by 20 feet wide. The offices have a solid window frontage, giving a splendid view of the lake. The exhibit covers the entire Vitanola line, including the handsome new mod- els of console and highboy talking machines, combination talking machines and radio, and cabinet radios. The company, by the way, has now adopted the name "Vitaradio" for its straight radio and combination talking machine and radio models. Furniture Mart Exhibits One of the most notable events in the his- tory of the furniture trade of the country was the opening of the magnificent new American Furniture Mart at 666 Lake Shore drive. The enormous seventeen-story steel and concrete building, with frontages on the drive and on Huron and Erie streets, contains thirty acres of floor space and will concentrate under one roof the exhibits formerly scattered through several buildings in the neighborhood of Fourteenth and Michigan. At the present time there are about four hun- dred displays in the building. The June and July Furniture Mart opened on the twenty-third of June and the formal ceremony took place on the seventh of July. Owing to overlapping leases there are still a few concerns in the old buildings on the South Side, but by next year it is expected that all Chicago showings of furni- ture and allied lines will be in the new structure. The talking machine exhibits, descriptions of which will be found elsewhere in the Chicago letter are as follows: Wasmuth-Goodrich Co., ROTOMETER Don't Guess How Fast Your Turntable Is Traveling Use the Lakeside Rotometer and Know Full Size, Gun Metal Finish— A device for testing the speed of your turntable is as indis- pensable on your phonograph as the speedometer on your automobile. Every Owner of a Phonograph Should Own One. Retail Price $1.85. Write for discounts. LAKESIDE SUPPLY COMPANY, 73 W. Van Buren St.. Chicato, 111. Phone: Harrison 3840 July 15, 1924 THE TALKING MACHINE WORLD 115 FROM OUR CHICAGO HEADQUARTERS — ( Continued from page 114) Peru, Ind., fifteenth floor, Space 1515; Udell Works, Inc., Indianapolis, tenth floor; Player- tone Co., Pittsburgh, Pa., tenth floor, Space 1009; Excel Phonograph Co., Chicago, ninth floor, Space 909; Vitanola Talking Machine Co., Chicago, eighth floor, Space 829; Vincennes Phonograph Co., Vincennes, Ind., fourth floor, Space 428. Player-Tone Exhibits at Mart I. Goldsmith, president of the Player-Tone Talking Machine Co., of Pittsburgh, is spending the month in Chicago and is in personal at- tendance at the company's exhibit at 1009 Amer- ican Furniture Mart. A line of upright and console talking machines are shown, including two new talking machine and radio combina- tions. The Player-Tone portable is a feature of the exhibit. Benson Shop in New Quarters The Benson Music Shop opened its new store, 5223-25 West Chicago avenue, the latter part of June. The company has built up a good busi- ness at the old location a block east, and the demands of its trade made larger quarters a necessity. The company features Brunswick phonographs and records very strongly, and the line obtains a very excellent presentation in the new environment. The company also handles pianos, small goods and sheet music, and has a complete music store in every sense of the word. Piano Club's Summer Activities Although by no means opposed to individu- als taking vacations, the Piano Club of Chicago doesn't believe in organizations quitting the job during the Summer months. The policy of the Club is against long and weighty discourses in the heated term, but aims to keep up the regular Monday noon meetings at the Illinois Athletic Club. The lighter forms of entertainment pre- vail with plenty of good music. As a matter of fact, one of the biggest gatherings which the Club has had was on Monday, June 30, when an exceptional program was given, with the Duncan Sisters, of "Topsy and Eva" fame, as headliners. The dainty singers and publishers of their own songs rendered several numbers from their own catalog. They were accompa- nied on the piano by John Conrad, manager of the Duncan Sisters Music Publishing Co. Congratulations ! The many friends of William C. Hutchings, of the Brunswick-Balke-Collender Co., are ex- tending felicitations on account of his marriage to Miss Helen Adelaide Wathier, of this city. The event occurred on June 18. ' Bauer Adds Radio Department Julius Bauer & Co., Chicago piano manufac- turers, are enlarging the talking machine de- partment of their retail store, 305 South Wa- bash avenue, and will, in addition, pay special attention to radio in the future. They have long featured the Sonora line of talking ma- chines and are now adding Pathe talking ma- DON'T ! Fail to read our August an- nouncement. It will be found the most inter- esting thing in THE WORLD. Blood Tone Arm Co, 326 River Street Chicago, 111. chines, records and radio. Fine new quarters in the front of the store are being arranged for the line. R. J. Evans will be in charge of the department. New Manager for Starr Branch C. H. Hunt, who has been with the Starr Piano Co. for a dozen years, the past five of which have been spent with the Kansas City branch, has assumed the management of the company's Chicago branch at 423 South Wa- bash avenue. His experience fits him for func- tioning equally well in the wholesale and retail activities of the company. T. W. Wiggens, the former manager here, has gone to the factory at Richmond, Ind., to become head of the Gennett record department. The Chicago branch has received the first sample of a new line of console models which the company is preparing to bring out. The new model, Style 23, is in the Tudor period and is finished in the two-tone as well as other finishes. The one on display is in walnut. The company is also preparing to bring out a new special catalog covering its designs. Professor Cheney's Extended Trip Professor Forrest Cheney returned recently from a six weeks' journey through the Middle West in the "Blue Gull," his famous special Packard Twin Six. In Wisconsin and Minne- sota he was accompanied by Edward G. Hoch, the Cheney distributor at Minneapolis. Through Iowa and Nebraska and Kansas his traveling companion was H. H. Heintzelman, general manager of the Cheney Sales Co. at Omaha. The Cheney dealers were visited and economic conditions studied. As a result the professor returned to the factory at Grand Rapids feeling very optimistic regarding the outlook for Fall trade. He is convinced that, despite the wails of the calamity howlers, many talking machines will be sold the farmers this Fall. Among the important visitors to the Cheney headquarters the past month were the follow- ing: Robert L. Rayner, president, Munson- Rayner Corp., Los Angeles, Cal.; G. Dunbar Shewell, president, Cheney Sales Corp., Phila- delphia, New York and Boston; C. B. Ham- mond, general manager, Cheney Phonograph Sales Co., Cleveland, and T. L. Buel, vice-presi- dent and treasurer, Cheney Sales Co., Cleveland. Manager Mauzy, manager of the phonograph and radio department of the Emporium, of San Francisco, was a recent visitor at the factory at Grand Rapids. Death of Walter A. Pushee Walter A. Pushee, well known in the talking machine trade of Chicago, died recently. For several years he had a retail talking machine shop in the Republic Building and later in the (Continued on page 116) PHONOGRAPHS Name value assures excellence of construction. Comparison produces ready selling. Not the lowest in price but the BEST at the PRICE. Ask about agency franchise, territory and terms. STYLE M One of several beautiful console models W. W. KIMBALL CO. 306 SO. WABASH AVE., CHICAGO Makers Kimball Phonographs, Pianos, Players, Pipe Organs Distributors Columbia Records 116 THE TALKING MACHINE WORLD July is, 1924 Enjoy Radio on Vacation with an OZARKA PORTABLE A 3 tube radio set that is truly portable and at a price that is popular. Small in size — 17" x 10" x 6". Light in weight — 15 lbs. complete with batteries, etc. An efficient receiver — wide range and good volume. PRICE $40.00. Complete with Tubes, Phones, Batteries — $65. Live sales connections desired. C. W. HOWE & COMPANY 21 EAST VAN BUREN STREET CHICAGO, ILLINOIS FROM OUR CHICAGO HEADQUARTERS — (Continued from page 115) North American Building. He was a musician and on his retirement from the talking machine business, several years ago, he devoted his time to orchestra work. A widow and two children survive. Udell Show in Chicago The Udell Works, Inc., of Indianapolis, has arranged for a year-round exhibit of their prod- uct. It is on the tenth floor of the American Furniture Mart and H. T. Griffith, vice-presi- dent of the company, is in attendance during the July show. An extensive display of the company includes a full line of their latest pro- ductions in record and other cabinets. Business Change at Urbana B. A. Strauch, of Urbana, 111., was a visitor at the factory of the Gulbransen Co. the latter part of last month. He has recently taken over the music store of F. B. Leslie at Urbana. Howe Adds Portable Radio C. W. Howe & Co., of this city, have become distributors for the Ozarka portable radio and have already made some desirable connections. The attractive little instrument weighs but eighteen pounds complete with batteries, and is but seventeen inches long, ten inches wide and six inches high, with a substantial bass- wood case handsomely covered. The circuit of the instrument is a type of tuned radio frequency, but it has a high effi- ciency wave length from 220 to 560 meters. Two radio frequency transformers and one audio frequency transformer are used. It is wired complete with nickel-plated bus bar wir- ing and every connection is exceptionally well soldered to stand hard usage. New Cheney Console Being Introduced At the offices of the Cheney Talking Machine Co. the presentation to the trade of the Carlyle Style 121 Cheney console was considered quite an event, because it embodies all the Cheney exclusive features calculated to fill the long- expressed need by their dealers for a console at a lower price. The handsome cabinet is in the Queen Anne design and is made in Biltmore mahogany. It is completely equipped with auto- matic stop, automatic needle adjuster, two re- producers for playing all records and shelves for three record albums. The metal parts are of nickel finish. . W. C. Griffith Has Son and Heir W. C. Griffith, sales manager of the New York and Chicago Talking Machine Co., 12 North Michigan avenue, is the proud father of a son and heir who arrived recently, weighing in the neighborhood of eight pounds. Both the new arrival and Mrs. Griffith are doing nicely. PhonoradiO in Evidence The Wasmuth-Goodrich Co., of Peru, Ind., has an exhibit of Emerson phonographs and Repair Parts For All and Every Motor That Was Ever Manufactured BB We can supply any part. The largest and most complete assortment of repair parts — in the United States — on hand, for old, obsolete and present-day motors. If your order cannot be filled from stock, we will make it up special. Special prices on main springs, governor springs, micas, repair parts, motors, tone arms, steel needles, etc., in quantity lots. Expert repairing on all makes of phonographs and motors. tNCORPORA TED UNDER TUB LA WS OF ILLINOIS SUCCESSORS Standard Talking AfacA/ft* Co. Vnitad Talking MacAin* Co. Harmony Talking Maekino Co. O'Nalll-Jmmaa Co. Amino cm Branches: 2957 Qratlot Ave.. Detroit. Mich. GraiieTeJKind MacliW.s,Disc Records, Talking Machine Supplies, Etc 227-229:W.'WASHINGTON ST. CHICAGO ILL. TRADE MARK ■CONSOLA* 1121 Nicollet Ave.. Mlnneaoolls. Minn. the Emerson PhonoradiO in Room 1515 of the American Furniture Mart. Sales Manager T. M. Hindley divides his time during the show between his headquarters in the Republic Build- ing and the Mart. Officers of the company from Peru are expected later in the month. Excellent Excel Exhibit I. A. Lund, sales manager of the Excel Pho- nograph Co., who was confined to his home for a week on account of illness, recovered in time to be on deck at the American Furniture Mart with a display of upright and console talking machine models, including several attractive radio combinations. New Orotone Catalog By the time this issue of The World is in the hands of its readers the Oro-Tone Co. will have an attractive new catalog off the press. It will include its entire line of tone arms, reproducers, attachments, the new radio arms and the Oro- Tone Portotype. Those who are not on the company's mailing list would do well to drop them a line so that a receipt of a copy will be assured. Vice-Presidential Nciminee as a Composer In connection with preparations for the na- tional election it is interesting to note that General Charles G. Dawes, Republican candidate "for vice-president, in addition to being a success in other fields, is a successful composer, one of his compositions being available to talking ma- chine owners on Victor record 64961. The se- lection is entitled "Melody in A Major" and has been recorded by Fritz Kreisler, world famous violinist. This, by the way, is a good tip to Victor dealers who desire to cash in on the present interest in events political. Gen. Dawes is very modest about his musical accomplish- ments as he is about his achievements in eco- nomic and financial domains. Wonderful New Plant of the Gulbransen Co. The progress being made in the construction of the latest factory of the Gulbransen Co. presages early production at this unit. By the first of August the building will be under roof and ready for machinery. By the first of September part of it, at least, will be equipped with machinery and in running order. The building is six stories high and of mill construction. Everything about it will be of the most modern type. Detroit steel sash has been used for the windows and, with the excep- tion of the first floor, it will be a true daylight plant. The first floor will be the mill room. When completed this plant will give a big impetus to the production of the new Gulbran- sen grand. Up to this time it has been neces- sary to curtail grand output owing to the lack of space, although the Gulbransen plant is said already to be the largest in the country devoted to the manufacture of instruments of the foot- pedal type. A feature is that the platform for loading (Continued on page 117) July 15, 1924 THE TALKING MACHINE WORLD 117 FROM OUR CHICAGO HEADQUARTERS— (Continued from page 116) will extend the entire length of the new- build- ing. There will be five loading points, instead of one. Another track will be built so that two freight cars can be loaded at one time before four of the openings, thus giving a loading ca- pacity at one time of nine freight cars. This loading capacity has nothing to do with incom- ing freight, for there is another switch track running alongside the main factory building to take care of that. The structure will constitute a worthy and important addition to the group of buildings at Gulbransen Square and will bring the amount of floor space devoted to manufacturing up to 400,000 square feet. Alfred S. Alschuler, well- known Chicago architect, designed the build- ing. The J. W. Snyder Co. is the mason and carpenter contractor. Impressive Ludwig & Ludwig Literature An exceedingly clever "tie-up" is that of the cover of the latest catalog of Ludwig & Ludwig, drum manufacturers of Chicago, with the shell construction of Ludwig bass drums. The cover is in black varnish and the design shows an aeroplane with a line connecting it with an earth scene associated with the legends 'Aero Kraft" and "Music From the Sky." The following is quoted from the introduc- tion: "The Ludwig method of Aero Kraft lami- nated shell construction is the most modern and improved form of building bass drums. Ex- treme strength of shell and ability to hold a perfect round are necessary to secure the best drum tone. Bass drum shells fashioned and built in accordance with the recognized correct principles used in the manufacture of aeroplanes are stronger and lighter. They will stand up longer under hard usage, maintain perfect round and are immune to climatic changes. "According to U. S. Government Air Service Engineers in aeroplane construction the advan- tages of laminated or plywood construction over solid woods in report No. 84, N. A. for Aero- nautics, of Washington, D. C, are set forth: "In the first place, 'strength with a minimum weight is required,' and further, 'it is not always possible to proportion a solid plank so as to develop the necessary strength in every direc- tion and at the same time to utilize the full strength in all directions. In such cases it is the purpose of plywood to meet this deficiency by cross-banding which results in a redistribu- tion of the materials.' " On the same page with the above is a photo- graph showing a unique test which took place in Chicago on June 5, 1923, when a Ludwig drum shell was dropped several times from an aero- plane, a distance of 10,000 feet without any signs of breaking or warping. The catalog gives a detailed study of Ludwig bass drum construc- tion, together with color illustrations of the various models. Tonofone Line With Rudolph Wurlitzer Co. Miss E. E. Powell, of the Tonofone Co., has An important announcement was made this week by A. J. Kendrick, general sales manager of the phonograph division of the Brunswick- Balke-Collender Co., to the effect that a confer- ence for the sales staffs of the Brunswick deal- ers throughout "the country would be held in Chicago on September 22 and 23 and in New York on September 29 and 30. In his an- nouncement, addressed to Brunswick dealers, Mr. Kendrick said: "During the past nine months we have made personal checks on 400 individual sales in twenty-two towns and cities ranging in size from several million on down to 5,000 and less. The result of this investigation added a number of important distributors for Tonofone needles the past few weeks, several of which have already been mentioned in The World. One of the most notable is that of the Rudolph Wurlitzer Co. of Cincinnati, who will handle the Tonofone, not only in their many branch stores but also in a wholesale way to their dealers. Miss Powell recently returned from a trip which took her to Cincinnati, Indi- anapolis, and other points. Clever Bent Publicity "Bent Twigs" is the title of a neat little house organ published by the Bent Music Shop, 214 South Wabash avenue, well-known Victor and Brunswick dealer, and which makes its advent with the July issue. The principal articles cover the lights of the portable phonographs, talking machines and radios, story of the broadcasting of the political conventions, and the illustrated story on the Radialamp loud speaker, one of the latest radio innovations. has convinced us that one of the best things that your organization and our company can do this year is to give your sales organization as well as our own a simple, complete and in- tensive training in retail selling methods. This year we will conduct in Chicago on September 22 and 23 and in New York on September 29 and 30 a two days' sales conference for sales- men and for those dealers who can plan to attend. Later on we expect to extend this plan to cover similar conferences on the Coast and in other sections." Among the most important features of the (Continued on page 118) Brunswick Go. Announces Dates of First Educational Conferences for Salesmen Intensive Training in Retail Selling Methods to Be Given by Experts in Two-day Conferences in Chicago and New York in September — Other "Classes" to Follow 6 Tubes Monarch PORTABLE Radio Long Distance Receiving Set Reception Any Place — Any Time Use the MONARCH Model "A" in the home, on your vacation, on the train, on river or lake, on the farm. Have long distance reception instantly — any time — any place — with this wonderful PORTABLE set. Take it with you — and receive broadcasting anywhere in less than two minutes. Everything enclosed in handsome Spanish Leather suit- case style container. 19 in. long, 16 in. high, 9 in. deep. Weight 35 lbs. Interior compartment for batteries. Use either wet or dry "A" battery. Built-in loud speaker. Folding loop aerial that fits in case. No ground is necessary. 3 stages of radio fre- quency, detector and 2 stages of audio frequency. Get new illustrated folder. Enjoy this marvelous receiver on your vacation. Your MONARCH Enclosed Ready to Be Taken With You Inquiries from jobbers and dealers also invited. Address KRASCO MANUFACTURING CO., Inc. 451 East Ohio Street, Chicago, Illinois The Monarch Portable Radio as Seen in Operation ) 118 THE TALKING MACHINE WORLD July 15, 1924 FROM OUR CHICAGO HEADQUARTERS— (Continued from page 117) two-day program are the following: detailed technical explanation of Brunswick phono- graphs and records; detailed explanation of Brunswick Radiolas; analysis of present-day customers, by F. E. Fehlman, vice-president, Lord & Thomas; practical sales demonstrations at .the rate of four an hour for one hour; plans for Fall merchandising by A. J. Kendrick; questions and answers; sales demonstrations; written examinations for all salesmen attend- ing the conference; dinner at which P. L. Deutsch, vice-president of the Brunswick-Balke- Collender Co. will preside. Three cash prizes will be awarded to the three men having, the highest standing after taking the written exami- nations. Mr. Kendrick suggests that Brunswick deal- ers inaugurate a sales contest to begin July 15 and conclude September 15, so that one, two or three top men in the dealers' organizations may attend the Brunswick conferences with their expenses paid by the dealers. Mr. Kendrick gives valuable suggestions as to the details to be followed out in this sales contest. The pre- liminary announcement regarding the confer- ence was received enthusiastically by Bruns- wick dealers, and it is expected that the attend- ance at Chicago and New York will include many Brunswick representatives and the mem- bers of their sales staffs from all of the leading trade centers. The gathering- promises to be one of the greatest in Brunswick history. Brunswick Educational Merchandising Literature Two Booklets Just Issued Possess Unusual Merits Because of the Helpful, Informative Character of Their Contents Hyatt Talking Machine Go. Makes Unique Radiola Test Portl.an'd, Ore., July 7. — A unique test was made by the Hyatt Talking Machine Co., at 386 Radiola Super-Heterodyne in Unique Test Morrison street, of the Radiola super-heterodyne which Mr. Hyatt features with great success in his new radio department. In the vault of the new Security Savings & Trust Co., whose walls are two feet thick, faced on the inside with one-quarter-inch steel plate, floors four feet thick, the large vault door weighing fourteen tons securely closed, forming a bulwark of concrete and steel, the sensitive Radiola (super-heterodyne) radio receiving set with- out aerial or ground connection, received and delivered in full clear tones The Oregonian, KGW, broadcasting program. A six-tube Radiola super-heterodyne set was used. W. A. Bartlett, sales manager of the Hyatt Co. in charge of the radio department, was the oper- ator and is enthusiastic over the outcome, and says: "There is no doubt left in our minds as to the practicability of the super-heterodyne under the most trying conditions, for if steel walls two feet thick offer no barrier to this radio equipment nothing can stop it, and the Radiola super-heterodyne surely represents the pin- nacle of perfection." Those in the picture are: Operating, W. A. Bartlett, in charge of the radio department of the Hyatt Talking Ma- chine Co. Left to right: Mr. and Mrs. W. A. Lee; Mr. Spreckle, vault installation man; E. B. Hyatt, Richard C. Barrett and W. A. Robinson, of the Hyatt Co.; Ed. Coman and Joe Resing. An unusual piece of educational merchandising literature has just been released by the Bruns- wick-Balke-Collender Co. for dealer distribu- tion. This consists of two booklets, the first en- titled "How to Sell Brunswick Phonographs and Records," and the second bearing a similar main title with the following illuminating sub-title, "Four Features of the Brunswick Phonograph." These booklets are styled Lesson 1 and Les- son 2. The first-mentioned booklet is most compre- hensive in the scope of merchandising problems which it covers, as is indicated by treatment of the following subjects: How to Get the Prospect's Name, How to Classify Prospects Quickly, How to Sell Young Business Women, How to Sell Young Business Men, How to Sell "Newly-weds," How to Sell Married People Without Children, How to Sell Parents With Small Children, How to Sell Parents With Grown-up Children, How to Sell Elderly People Without Children in the Home, How to Get Prospects, How to Make Evening Work Count, How to Get Neighborhood Recommendations, How to Close Sales — First Interview. The second booklet deals with selling pros- pects on the tone arm, tone amplifier, motor and cabinet of the Brunswick and is covered in a most illuminating way. The subject matter in these booklets is handled in a simple, practical manner and the points are brought out clearly and interestingly so that the dealer or salesman, after perusal, will find it a simple matter to use the informa- tion gained to splendid advantage in the daily work of selling phonographs. Lijes Voices Is the consumer hesitating to buy ? Not if you show the high quality but low-priced Broadcaster phonograph IN CONSOLES AND UPRIGHTS 12 MODELS A wonderful business stimulator ! The low price will startle you ! The Broadcaster Corp. 2414-2430 W. Cullerton St. Chicago, 111. $14.75 F.O.B. Factory Specifications: T/i x ll'/i x I3'/j inches. Packed 1 8 1 i lbs. Net l4'/i lbs. Plays two ten-inch records with one winding. Covered with high grade Fabrikoid. July 15, 1924 THE TALKING MACHINE WORLD In-Built Character In Every Motor CHARACTER extends itself into the products that are built in this plant. Each motor carries with it the reflection of the painstaking effort that has been devoted to its creation. The conscientious pride that earnest, sin- cere workmen hold in building a fine mechanism, reveals itself in the service that each finished motor gives. Here in our huge, airy, daylight factory, modern ma- chinery and twentieth century methods are combined with age-old sincerity of purpose and honest effort to build better, with the result that United Motors are establishing a high record for superior quality. The name "United" stands for dependability and hon- est workmanship. And the long life, efficient service and satisfaction that each motor gives, is proof of its in- herent character. UNITED MANUFACTURING AND DISTRIBUTING CO. 9705 Cottage Grove Avenue, Chicago, Illinois, U. S. A. UNITED Largest Independent Manufacturer of Phonograph Motors in the World 120 THE TALKING MACHINE WORLD Portland Retailers Waging Vigorous and Successful Drives for Summer Business Window Displays and Other Forms of Publicity Boost Portable Sales — Featuring Combination Talking Machine-Radio Outfits — Vacation Season in the Trade — News of the Month Portland, Ore., July 5. — Business throughout the entire Pacific Northwest has slackened to a marked degree and the music dealers are feeling the effect of it although all report better busi- ness being done than this time last year. Portland dealers are featuring portable ma- chine windows and by an attractive camping window display are appealing to those who are planning a vacation trip to take along a port- able machine. All report good results. Those few that have added radio departments are play- ing this up to a marked degree. The G. F. Johnson Piano Co. is featuring the new Cheney radio-equipped model, and is giving daily con- certs. E. B. Hyatt, of the Hyatt Talking Ma- chine Co., the Meier & Frank Co., Seiberling & Lucas, have all fallen into line and are all do- ing good radio business. Appoint Convention Delegates The Oregon Music Trades Association, E. B. Hyatt, president, met at the Chamber of Com- merce June 27 to appoint Oregon delegates to the first Pacific Coast Music Trades Conven- tion, which takes place at the St. Francis Hotel, San Francisco, July 22, 23 and 24. Those who signified their intention of attending the con- vention were Frank Case, G. F. Johnson, H. G. Reed, Frank Lucas and Chas. Soule, the latter manager, wholesale department, of the Starr Piano Co. Interest in Music Memory Contest The annual Music Memory Contest was held in the grade schools during the Spring months, with the finals held at the close of the school year. Only twelve schools participated this year, but a very high percentage was made by those entered. One hundred and four pupils made 100 per cent, and all entrants made a high average. All students making 100 points were presented with a certificate of honor. Fifty compositions were studied, fifteen of which were selected for the final test. These were presented to the contestants by a group of prominent Portland musicians and with the aid of a school model Victrola. Frank M. Case, manager of the local Wiley B. Allen store, returned the last week in June from a month's trip in the East, where he at- tended the music convention. Mr. Case joined George R. Hughes in Chicago and was with him most of the time, leaving him in Chicago on the return trip, not realizing the seriousness of his illness. The passing of Mr. Hughes was a distinct shock to the local trade and all who knew him. Extensive Trade Trip A. R. McKinley, manager of the Pacific Northwest Brunswick Co., made an extensive trip through the Northern territory, returning to Portland the latter part of June. While in Seattle Mr. McKinley met W. C. Hutchings, assistant general sales manager of the Bruns- wick phonograph department of Chicago, on his honeymoon and took him and his bride to Tacoma. George Fullman has been placed in charge of calling on local dealers in the inter- est of the wholesale record and phonograph- de- partment and is proving a big asset to the local business of the Brunswick. Mr. McKinley an- nounces the Meier & Frank department store added to the local list of Brunswick agents. On Vacation L. D. Heater, Oregon and Washington dis- tributor of the Strand console, Thomas Porto- phone and Okeh and Odeon records, is another wholesale manager away on an extended trip throughout the Northern territory. The Porto- phone is receiving the most attention at pres- ent, with the new Strand console, radio- equipped, meeting a big demand. Arthur Gabler, Pacific Northwest wholesale manager of the Edison Phonograph, Ltd., is taking an extended vacation and will visit many of the Eastern cities before he returns to his post of duty. Elmer Hunt, manager Victor wholesale, re- ports June business just fair, with dealers all featuring the Victor portable, with most of the sales turning to this model. A. B. Matteringly, representative of the Victor factory, has been calling on the local dealers offering many valu- able sales suggestions. The Starr Piano Co. reports business fair, with the bulk of the orders coming in for the new radio Starr "install-your-own" model 19A and the new $100 console. Gennett record sales are holding up in splendid style. The McCormick Music Co. is firmly estab- July 15, 1924 lished in its new location at 187 Broadway. Victor, Columbia, Kimball and Strand phono- graphs are handled. Seiberling, Lucas & Co. have added a radio department to their store. The Brunswick Radi- olas will be featured as soon as Coast shipments are received. Many Trade Members Wed in June June weddings were quite the style with the local music trade. Mary John, for many years private secretary to J. H. Dundore, manager of the local Sherman, Clay & Co. store, and Walter Brown, prominent member of the Victor wholesale department of Sherman, Clay & Co., were married; Leola Green, soprano and Am- pico demonstrator for the G. F. Johnson Piano Co., and Walter White, expert Ampico me- chanic with the G. F. Johnson Piano Co., were married; Art Stein, for several years in charge of the Victrola department of Sherman, Clay & Co. and now in the piano department, was mar- ried to Miss Vera Johnson, and LaVelle Long, secretary to I. E. Sklare, manager of the Rem- ick Song & Gift Shop, resigned to become the bride of Melville Callendar, of Astoria, Ore. The Austin Music Supply House, with head- quarters in the Tilford Building, which for the past year has maintained sheet music depart- ments at the G. F. Johnson Piano Co. and the McDougall-Conn music store, has discontinued the G. F. Johnson department and will con- centrate its efforts on the McDougall-Conn de- partment, under the management of Stanley Bayliss. Sel-Si-On Motor Placed on Market by Boston Firm A new talking machine motor has been placed on the market by the Sel-Si-On Motor Co., 230 Boylston street, Boston, Mass. The name of Sel-Si-On Motor the new motor, Sel-Si-On, is rather unique in that upon reading it backward it is found that it is pronounfed "noiseless," which is one of the many qualities of the motor. The Sel-Si-On is an electric motor built along lines which are claimed to be different from any other motor on the market. The principles embodied are described as unique and practical in motor construction. The development of the Sel-Si-On motor came about in an interesting way. The inven- tor did not set out to build a motor, but instead had worked for years to perfect a talking ma- chine which he intended to make the best on the market. He devoted many years to experi- mental work and finally produced a talking machine which met his expectations. In doing so he realized the importance of the motor. After the expenditure of much time and money in development and tests the Sel-Si-On electric motor was achieved. In literature emanating from the headquarters of the company the motor is described in detail and its many qual- ities emphasized. Among other things, it is stated that it is self-operated, having instan- taneous electric starting and stopping devices; that it will run continuously without heating; is absolutely noiseless; and that it maintains standard tempo during possible fluctuations of current. The new motor is easily installed. Following an involuntary petition of bank- ruptcy, Joseph L. Tepper was appointed re- ceiver for the phonograph shop conducted by Max Phillips, 1128 Seventh street, N. W., Wash- ington, D. C. 6 Obvious Reasons Why Dealers Sell THE ORIGINAL AND BEST HALL CONCAVED FIBRE NEEDLES AFTER SEVENTEEN YEARS TEST m — ^ V. S. PATE NT PERFECT REPRODUCTION. PLAYS MANY RECORDS WITHOUT REPOINTING. PLAYS ALL. MAKES OF DISC RECORDS. NO SURFACE NOISE. NO INJURY TO RECORDS. IMPROVES TONE QUALITY. Increase your Sales and Profits by featuring the sale of these Superior Needles. Place your orders with your Distributor. The following: can supply you: ALL VICTOR DIS- TRIBUTORS, THE BRUXSWICK-BALKE-COLLENDER CO., COLUMBIA PHONOGRAPH CO., and all PROMINENT DISTRIBUTORS of TALKING MACHINE ACCESSORIES and SUPPLIES. HALL MANUFACTURING COMPANY 33-35 WEST KINZIE STREET CHICAGO, ILL July 15, 1924 THE TALKING MACHINE WORLD 121 How Brandes Head Sets Are Carefully Tested Exceeding Care Taken in Tone Matching — An Interesting Analysis of Exhaustive Tests One of the twenty-two tests that feature the manufacture of the Brandes head set, made by C. Brandes, Inc., New York, N. Y., is tone matching. This is the selection of two re- ceivers of the same characteristics for each "To eliminate entirely the human equation in matching the receivers, we have installed a bat- tery of ingenious supersensitive instruments to do this. These are so arranged that the receiv- ers are tested both for volume and for sensi- tivity, a needle on a dial giving the readings. The receiver is made to produce a note the same as that produced by broadcast reception, and this note is picked up and recorded visually by a needle over the dial. The readings must be within certain limitations, and the slightest variation in the sound produced by the receiv- ers is immediately apparent. Receivers reg- istering certain readings are placed in a box with others of the same characteristics as re- vealed by the visual test, and are later placed by twos in the same head set. The visual test machine is extremely sensitive, and the slightest sounds made near it will cause the needle to register." Akron, O. During the week of August 4 Mr. Lopez and His Orchestra will appear at the Willow, Pittsburgh, Pa., and they are also scheduled to appear this Summer at the South Park Pavilion for F. A. Stadler, of the Stadler College of Dancing, Youngstown, O. Sonoradio Featured by Orchestra in Theatre Popular Orchestra on Stage Accompanies Ra- dio Program Brought in by a Sonoradio Brandes Visual Test Machine head set. "To secure good results from a head set," stated a member of the company's engi- neering staff, "it is necessary that the receivers should be 'sound mates,' that is, they should have the same properties. Although the receiv- ers are made under the same conditions and the corresponding parts in each head set are the same size, the receivers have acoustic proper- ties of their own which, although they vary within extremely narrow limits, make it neces- sary to match together two receivers of the same, characteristics. This insures maximum sensitivity and clarity of tone, which permits clear and distinct reception of extremely weak signals. It is through tone matching that the user is able to hear the same sound in both ears. Okeh Dealers Tying Up With Lopez Appearances Vincent Lopez and His Hotel Pennsylvania Orchestra, exclusive Okeh artists, are making many trips outside of New York this Sum- mer playing for dances and special en- tertainment. Okeh dealers in the various cities that the orches- tra visits are utilizing its appearance to ex- cellent advantage as a means of stimulating the sale of Lopez Okeh records. Among the recent engage- The accompanying illustration shows some- thing new in the use of radio. It shows Bob Miller and His Steamer Idlewild Orchestra accompanying a singer brought in with the aid of the Sonoradio, which may be seen in the left corner. The scene is the stage of the Pan- tages Theatre, Memphis. The "act" attracted a great deal of attention, as well as creating some excellent publicity for the Sonoradio. The number was brought in from station KDKA, Pittsburgh. This orchestra is popular throughout the South, and Bob Miller, who does considerable broadcasting himself, finds ments filled by Lopez and His Pennsylvania Orchestra are the following: June 6, Patchogue, L. I., N. Y., concert at the Patchogue The- atre; June 14, Euclid Avenue Gardens, Cleve- land, O.; June 15, East Market Gardens, Orchestra Accompanying Sonoradio that tuning in with a Sonoradio helps him to check up on how the other fellow sounds over the ether. The Sonoradio is growing in popu- larity with the radio-loving public throughout the entire Southern territory. ANewc^ Product No. 3 BRASS DRAWN TONE-ARM One Piece Hexagon Taper, Non-Vibrating The best that money and skill can produce is now ready for the market at a minimum price. Plays all records and is equipped with the regular Fletcher Reproducer, which is scientifically constructed, and which really re- produces either vocal or instrumental music. Write for samples and quantity quotations specifying kV/tf or 9}/^ Money back guarantee covers all sample orders. length. Fletcher "Straight" and Fletcher "Universal" still made and carried in stock. FLETCHER- WICKES COMPANY 116122 WEST ILLINOIS STREET, CHICAGO 122 THE TALKING MACHINE WORLD July 15, 1924 Artistic New Victor Exhibition Salons in Atlantic City Opened to the Public Showrooms, Recital Hall and Recording Laboratory, Located in Center of Boardwalk Activities, Opened July 8 — Offers Many Attractions — T. L. Husselton in Charge Atlantic City, N. J., July 8. — There were thrown open to the public for the first time to-day the handsome new exhibition salons established by the Victor Talking Machine Co. at 1731 Boardwalk, this city, and even those who had previously been let into some of the secrets of the new establishment were most agreeably surprised with its spaciousness, fine location and elaborate arrangement. The Boardwalk quarters represent the second exhibit center to be opened by the Victor Co., the first being on Fifth avenue, New York, which has been in operation for a month or more, and which has been fully described in The World. The quarters here are designed to make a particularly strong appeal to the hundreds of thousands of substantial people from all over the country who flock to At- lantic City fot more or less extended vacations during the year and who, while here, are in a mood and have the leisure to study new and interesting things, such as, for instance, the comprehensive character of the Victor Co.'s line of standard and custom-made Victrolas and the great musical possibilities of the Victor record library. Ideal Quarters If the Victor Co. had purchased its own site and erected its own building it could hardly have secured quarters more desirable for the purpose intended. From the Boardwalk proper the visitor steps into a generous-sized store, finished entirely in ivory, and handsomely fur- nished with rich Oriental rugs on the floor, comfortable chairs, a battery of record booths for demonstration purposes and record racks along one side containing every record in the Victor Co.'s domestic catalog, together with all records in the foreign catalog that are sold in this country. On the Boardwalk there are two large plate glass show windows and on the side facing an arcade another large window through which those passing along the Boardwalk may obtain a view of the interior of the establishment. For the opening the original oil painting of the Victor trade-mark was shown in one window, a number of newspaper cartoons based on "His Master's Voice" in the other, and a handsome Sheraton model finished in ivory white and decorated in color placed in the center of the store so that it might be seen through the side window. Both the show windows and the ma- chine in the center were made to stand out at night through the medium of spotlights so de- signed that the color effect may be changed at will according to the character of the display. Along the wall of the store will be hung origi- nal oil paintings of noted Victor artists. Impressive Recital Hall In the rear of the store is a small mezzanine upon which will be displayed various custom- built Victrolas and on the second mezzanine are located the offices of those in charge of the establishment. The big features, however, are found on the second floor, where are located a large and impressive recital hall and the record- ing rooms. The recital hall, which will seal several hundred people on the main floor and on the balconies is equipped with a regulation stage, with apron" and lighting facilities, suffi- ciently large to accommodate the average dance orchestra. At the other end of the hall is a hidden motion picture operator's booth so that when desired motion pictures of various sorts, associated with the Victor product or with mu- sic may be shown, while from the same booth special lights may be projected on the stage. It is expected that the complete recording room will be the center of interest for all visi- tors, for therein lies one of the mysteries of record making from the layman's point of view. The recording apparatus will be placed behind a special partition provided with the necessary openings through which the recording horns will project into the recording room proper, which is large enough to provide facilities for the recording of music by orchestras. Complete Recording Room The chief appeal of the recording room, how- ever, will be the fact that it will provide facili- ties for the making of individual records by those who desire to secure records of their own voices or the voices of their loved ones. This special service is an innovation, so far as the Victor Co. is concerned, and will, without question, arouse much interest from the thou- sands of Atlantic City visitors who will not only desire to have their voices recorded and will appreciate the opportunity, but who are also in a position to pay the necessary fee. On one side of the concert hall is arranged a liberal space wherein will be placed a Victor factory exhibit showing the materials entering into the manufacture of machine and records, with the names of the countries from which they are obtained, together with displays of the processes through which machines and records must go before they are ready for the market. On the upper floor, too, is an open-air veranda or "deck" overlooking the Boardwalk and the ocean which is equipped with awnings and comfortable chairs so that visitors may relax for an hour or so when they desire. Daily Concerts to Be Given Although definite arrangements for concerts and recitals have not been completed, the tenta- tive program calls for record recitals in the auditorium each afternoon and at frequent in- tervals concerts by prominent Victor artists and recording organizations in the evening. The iact that the exhibition rooms are located so near Camden and that many artists spend a good part of the Summer at the shore facilitat- ing the arrangement of such concert programs. The children are to have special attention in the afternoon through the medium of the edu- cational department of the Victor Co. At the present time Miss Mabel Rich, of that depart- ment, is making her headquarters at the Board- walk salons and is planning a series of music hours for children, for which a definite schedule will be provided. One period will be given over to youngsters ranging in age from four to eight and another to children from eight to fourteen. The leading hotels have shown an inclination to co-operate in providing juvenile audiences of the proper calibre for these chil- dren's hours, and local Summer schools are also expected to take part. It is the plan of the educational department to have a represent- ative at Atlantic City throughout the greater part of the year. The building housing the new exhibition salons adjoins the Hotel Traymore, is only a half block from the exclusive Marlborough-Blen- heim Hotel, and is about halfway between the steel pier and the Million Dollar Pier. In other words, it is in about the center of Atlantic City's Boardwalk activities. The roof of the building embraces a number of gables which, according to present plans, will be properly decorated with Victor trade-marks and signs which may be seen at considerable distances. Special signs call attention to the fact that the salons are designed to house and exhibit, and that sales are not solicited. For the con- venience of those, however, who are impressed with certain records, or some special type of Victrola, a form is provided upon which the records can be listed, or a memorandum of the special Victrola type made, so that the cus- tomer can present the slip to the Victor dealer nearest his home and secure the records or machine desired. These slips are in duplicate, one part going to the customer and the other part being kept on file at the salons. The bottom of the slip bears the paragraph: "This memorandum for your convenience contains a list of the Victor records it has just been our pleasure to play for and suggest to you. Just check those you wish to own; give the memorandum to your local dealer in Victor products, or mail it to him, and he will see that you get the records promptly." Victor dealers everywhere are also urged to use the special cards of introduction provided by the factory for issuance to customers who plan to visit New York or Atlantic City, so that they may feel free to visit the exhibition rooms at either point. The local salons will be open from 10 a. m. to 10 p. m, The local exhibition rooms are in charge of T. L. Husselton, who for a number of years represented the Victor Co. as traveler in Kan- sas, Missouri, Oklahoma and Arkansas. Assist- ing him is F. G. Hawkinson, and a carefully selected staff who understand the peculiar re- quirements of the work. Gee, that's the best plug I've seen yet" That's exactly what seven of the largest phonograph and radio distributors in New York said when they first saw the POLYPLUG Eliminates all the annoyances so prevalent in the opera- tion of the unsatisfactory screw type plug. A few big features of the POLYPLUG, assuring highest efficiency, follow: 1. No necessity to take plug apart. 2. No necessity to tighten screws. 3. Positive contact always maintained. POLYPLUG permits instantaneous changing from loud speaker to Headphone. A Wonderful Feature of the Polyplug — and only the Poly plug — is the tension slot enabling the phone cords to be pulled and jarred without the slightest disturb- ance to the actual contact. Dealers: Write for complete literature and Prices. POLYMET MFG. CO. 70-74 Lafayette St. New York Registered July 15, 1924 THE TALKING MACHINE WORLD 123 REPAIRS TALKING MACHINE TROUBLES AND HOW TO REMEDY THEM Conducted by Andrew H. Dodin Edison Records on Victrolas Millington, N. J., July 13, 1924. The Talking Machine World, New York. Gentlemen: Can you inform me through your columns of a sound box for playing Edison rec- ords on my Victrola? I have tried several at- tachments which are used to turn the Victor sound box at right angles to the record and the so-called Diamond point needle which is sold with them, but the results are far from what I imagine could be obtained with a proper sound box. Is there any attachment made for using the Edison disc sound box on the Victor Vic- trola? If SO', kindly advise me where I could obtain same. — F. G. Quinn. Answer: There is no attachment made for using the Edison disc reproducer on the Vic- trola. There are very few reproducers made which will give anywhere near the results to be expected from an Edison record. To under- stand why you must take into consideration the method of reproduction as employed in the Edi- son disc machine. In the first place, and perhaps the most im- portant point of all, is the fact that the repro- ducer is moved across the surface of the record mechanically and does not depend upon the rec- ord groove or cut to feed it along. The Edison horn and reproducer as a unit swing on a pivot, and as the motor operates the horn unit is moved to the left the distance of one width of the record cut at each revolution of the record. This is accomplished by means of a feed rack attached to the horn engaging a drive gear operated by the motor. This method of mechanically feeding the re- producer is presumed to' do several things, the most important of which is that it keeps the needle point always in the center of the cut; that it prevents undue wear on the record groove; and it aids in eliminating needle scratch. When using any make of reproducer on a Vic- tor machine to play the Edison record due allowance must be made for the absence of the mechanical feed, and as you must depend upon the record cut to carry, not only, the repro- ducer, but the tone arm as well, you are liable to get more of the scratchy sound than you will with the Edison machine. However, there are several excellent repro- ducers on the market, most of them designed one way or another to bring the diaphragm face parallel to the record and to fit the various lead- ing makes of talking machines. Some of these reproducers have been on the market for a num- ber of years and have given general satisfaction, and I am sure that from among those advertised in The Talking Machine World you will find one that will prove satisfactory to you. Re Automatic Stop Youngstown, O., April 4, 1924. A. H. Dodin, care Talking MachineWorld. Dear Sir: I have a Columbia machine which I purchased in Chicago in the year 1920. This machine has a three-spring motor attached to a metal plate, the tone arm operating the auto- matic stop. I have had considerable trouble with the automatic stop mechanism, and would like to change it for some other stop which would be trouble proof. Could I put the new Columbia automatic stop on the motor, or could I put the new Columbia motor on the old plate, together with the new automatic stop? (Signed) Henry Hardman. Answer: The new Columbia automatic stop cannot be used on any motor other than the new Columbia motor. The bedplate of the new motor and the tone arm attachments are con- structed in one unit, and as a consequence can- not be used separately. It is possible that you could fit the entire new unit of motorplate and tone arm into your cabinet, but the difficulty would be in obtaining the unit. I would advise you to consult your nearest Columbia jobber or dealer and no doubt he will be able to give you more definite information. Finds Good Columbia Sales H. L. Ireland, of the wholesale department of the Columbia Phonograph Co., Inc., New York, on his return from a brief trip visiting the deal- ers in Albany, Schenectady, Kingston and other points in New York State, reported that busi- ness is brisk in that section and that machines are selling well. In the few days that Mr. Ireland spent up-State he sold a very satisfac- tory number of machines. The month of June compared favorably with regard to sales totals with the same month last year and the outlook is bright. A branch store of the Moberly Music Co., Moberly, Mo., was opened here recently in the-- Scott Building on Broadway. Harold Oxley and His Orchestra Okeh Artists One of the recent additions to the steadily increasing list of exclusive Okeh record artists is Harold Oxley and His Post Lodge Orches- tra, a well-known orchestra of clever musi- cians who play nightly at Post Lodge on the Boston Post road. This resort is popular among dancing devotees in Greater New York and Westchester County, and the Okeh records by this organization will undoubtedly meet with a cordial welcome. James Barton, one of the best-known come- dians on the musical comedy and vaudeville stage, recently signed a contract exclusively for the Okeh library. Mr. Barton has been identi- fied with some of the leading comedy successes of recent years, and he has recorded as his first record two humorous selections, entitled "Fabri- catin' Phil" and "I'm Going Where the Climate Fits My Clothes." The additions by the Gen- eral Phonograph Corp. to its record artists are having a favorable influence on sales. U-Ufa — "Noiseless" spelled backwards A motor which is absolutely noiseless We make no false claims for this wonder- ful motor. We can prove every statement ELECTRIC MOTOR will revolutionize the phonograph industry insofar as motors are concerned It is self-operative, having an instantaneous electric starting and stopping device ; will run continuously without heating; absolutely noiseless ; possesses syn- chronized speed, maintaining standard tempo during possible fluctuations of cur- rent; universal, using both direct and alternating current without any adjust- ment whatsoever; direct-driven, beltless and indestructible ; easily and quickly installed in either new or old machines. These points warrant investigation Sel-Si-On Motor Co. %£$$r££ 124 THE TALKING MACHINE WORLD July 15, 1924 rofi table ure Bow Wonder Drum *6?° Junior Outfit MFG. CO. Indianapolis Indiana Jazz-O-Box Drum *15?° July 15, 1924 THE TALKING MACHINE WORLD 145 IN THE MUSICAL MERCHANDISE FIELD— (Continued from page 144 Robert L. Shepherd Heads Buescher Go. Advertising F. A. Buescher Announces Appointment of Advertising Manager — Change in Policy of Company's National Advertising F. A. Buescher, president of the Buescher Band Instrument Co., Elkhart, Ind., announced recently the appointment of Robert L. Shepherd as advertising manager of the company. Mr. Shepherd has served previously in the copy and production department of one of the largest advertising agencies in the Middle West and is qualified in every way to carry Buescher adver- tising to even greater successes than it has scored in the past. He will co-operate with the advertising agencies handling the Buescher ap- propriation and will supervise all direct mail advertising. Robert L. Shepherd One of Mr. Shepherd's first steps following his appointment was to inaugurate a system whereby each type of magazine in the future will have copy with definite appeal to its sub- scribers. College papers will not get the same sort of copy as women's magazines, and boys' magazines will not get the same type of adver- tising as fiction magazines and so on down the line. All printed matter will be prepared and produced under Mr. Shepherd's direction and his intimate familiarity with all phases of adver- tising will undoubtedly be reflected in future Buescher publicity. Vega Executives Are on Canadian Vacation Trip Boston, Mass., July 7. — Carl Nelson, together with his son, William Nelson, who is associated with him in the conduct of the business of the Vega Co., Inc., this city, will leave shortly for a vacation trip by motor to Canada. This is some- what in the nature of a return engagement as they have taken this trip before and enjoyed it greatly. They both expect to return in fine con- dition for the strenuous time anticipated ahead for heavy Fall business. Vegaphone banjos are reported to be selling well. Do You Get Your Share of the Profit in Band Instruments ? OR are you buying various lines only on demand and on a low margin! If you want a small goods department that pays well investigate our proposition to dealers. We offer full dealer protection and satisfactory margin on the finest line of Brass Instruments in ! America, nationally advertised and featured by extensive direct-mail campaigns. Ample territory given to dealers who are willing to self. Write for our proposition. THE H. N. WHITE CO. i 5215-53 Superior Ave., Cleveland, O. IjW BAND INSTRUMENTS Death of J. G. Deagan, Jr., Shock to Chicago Trade Vice-President and General Manager of J. C. Deagan, Inc., Many Years Connected With Business Founded by His Father Chicago, III., July 8. — -The musical instrument trade of this city was greatly shocked to hear of the death in June at Riverside, Cal., of Jeffer- son Claude Deagan, vice-president and general manager of J. C. Deagan, Inc., and son of J. C. Deagan, founder and president of the company. Since Mr. Deagan was in his teens he has been associated with the business and showed ability to grasp technical as well as the execu- tive matters, which secured him steady advance to the position of responsibility, which he oc- cupied before his death. He was thirty-eight years of age and besides his widow and parents two young children survive him. Ludwig & Ludwig to Make Another Addition to Plant Chicago, III., July 8. — Ludwig & Ludwig, mak- ers of drums and accessories, recently com- menced work on an addition to their plant at 1611-1623 North Lincoln street. The proposed addition will add approximately 10,000 square feet to the plant. This addition was found necessary despite the fact that it is but a few months since additional floor space was added The very rapid development of the company is responsible for the expansion which is taking place and the dealers throughout the country are all reporting good business, particularly in small traps and instruments giving trick effects. G. G. Conn, Ltd., Offers New Trombone Balancer Elkhart, Ind., July 7. — A new band instrument device recently put on the market by C. G. Conn, Ltd., promises to become extremely pop- ular with all trombonists. This device is a new trombone balancer which is readily affixed to the instrument. Dealers who have carried the article in stock report that it sells on sight. It is a balancing device that is invisibly fas- tened to the instrument and is artistically en- graved with a beautiful design bearing the owner's name. By lifting the trombone on one finger the player can bring the instrument to a perfect horizontal balance and it will float to a natural playing position. To Market New Instrument Cleveland, O., July 7.— R. M. White, secretary of the H. N. White Co., of this city, manufac- turer of King band instruments, stated recently that his company would announce very shortly a new type of brass instrument that will have many distinctive features. While attending the music convention in New York a few weeks ago Mr. White intimated to some of the trade in attendance that this new instrument would have unusual tone qualities in addition to being- unique in appearance, and the trade expressed keen enthusiasm over the sales possibilities of the product. Mr. White, in addition to other duties, is developing an intensive sales publicity campaign in behalf of the new instrument that will represent maximum co-operation for the dealers who will feature the new product. Landay Returns Home A. W. Landay, general manager of the Pro- gressive Musical Instrument Corp., wholesaler of musical merchandise, 319 Sixth avenue, New York, returned from Europe the early part of this month. Mr. Landay visited all the musical instrument-producing countries of Europe. BACON BANJOS Played by Leading Musicians and Orchestras Sold by Representative Music Merchants BACON BANJO CO., Inc. GROTON, CONN. Broadway Shows Equipped With Buescher Instruments Buescher band instruments are doing their share to make the theatregoers of New York forget the oppressive heat of Summer, for four Buescher-equipped orchestras are now featured in Broadway Summer shows. George Olsen and His Orchestra appears nightly with "Kid Boots" and with the "1924 Ziegfeld Follies." Harry Yerkes' Jazzarimba Orchestra is in the pit for the musical comedy "Keep Kool" and Paul Specht's Lido-Venice Orchestra is a fea- ture number of "Flossie," and, last but far from least, Tom Brown and His Six Brothers, together with a saxophone band of thirty pieces, recently was heard at the Strand Theatre. J. J. Schratweiser Joins Staff of Progressive Corp. J. J. Schratweiser, formerly sales manager of the Long Island Phonograph Co., Brooklyn, N. Y., has joined the outside sales force of the Progressive Musical Instrument Corp., New York. Mr. Schratweiser will visit the musical instrument and radio dealers in the Brooklyn and Long Island territory, where he is well known and also has a large following among talking machine dealers. Matt. Hohner Abroad Matt. Hohner, member of the firm of M. Hohner, Inc., makers of the celebrated Hohner harmonicas and accordions, 114 East Sixteenth street, New York, sailed on the S.S. "Columbus" for Europe last week. Mr. Hohner will visit the big Hohner factories in Trossingen and will return in the Fall. FRED C. BUCK Banjoist and Arranger "Waring's Pennsylvanians" and His Weymann Orchestra Banjo The Most Prominent Banjoists Are Playing Weymann Instruments Write for Agency H. A. WEYMANN & SON, Inc. 1108 Chestnut Street Philadelphia, Pa. 146 THE TALKING MACHINE WORLD IN THE MUSICAL MERCHANDISE FIELD— (Continued from page 145) |— VEGAPHONE BANJOS A Source of Profit Vega Banjos are ever increasing in popularity. They are in de- mand and quickly sold, with good profits as a result. Nationally ad- vertised and endorsed by profes- sionals, Vega Banjos are quickly sold to the musical public. WRITE FOR DEALER INFORMATION theVEGAco- 155 COLUMBUS AVENUE BOSTON, MASS. School Harmonica Bands Growing in Popularity Nation-wide Drive of M. Hohner, Inc., to En- courage Formation of Harmonica Bands in Schools Continuing With Good Effect M. Hohner, Inc., manufacturer of the Hohner harmonicas and accordions, is continuing its campaign to introduce harmonica bands in the public schools of the country. Chas. Hohmann, Western sales representative of the Hohner firm, Mark Twain School, St. Louis has been particularly active in the movement and has organized a number of these bands. He has had the co-operation of Fred Sonnen, the famous harmonica soloist, who has appeared in the various schools and given demonstrations of the Hohner harmonica, which have done much to introduce, the art to the youngsters. Reproduced herewith are photographs of three school harmonica bands organized through the co-operation of M. Hohner, Inc., in Middle Western schools. One of these, the Mark Boy Scout Troup 87, St. Louis Twain School, St. Louis, Mo., is unique in that it has an extremely liberal representation of girls. According to Mr. Hohmann, hundreds of girls throughout the Middle West are be- coming interested in harmonica music. The Bristol School, another St. Louis school, has a harmonica band with a membership of seventy-two pupils. Over one-third the member- ship of this band is comprised of girls. It has appeared in public a number of times and has met with enthusiastic favor everywhere. The third harmonica band shown is an or- ganization composed of members of Boy Scout Troop No. 87, St. Louis. This troop band has thirty-five members, all of whom can give good account of themselves with a Hohner. This troop, along with hundreds of other boy scout troops throughout the country, has adopted the harmonica as part of the official equipment. William J. Haussler, general manager of M. Hohner, Inc., is in receipt of a great many let- ters from school principals and other educators in St. Louis and many other cities, attesting to the value of the harmonica as a factor in the education of youth. According to Mr. Haussler many of these educators find that the harmonica seems to be the entering wedge toward the Bristol School, St. Louis development of a healthy interest in music in general. The youngsters begin with a harmonica and soon graduate to other musical instruments. Mr. Haussler points out that the growing in- terest in the harmonica is very important to music merchants. A big demand is being created for harmonicas in all parts of the coun- try and it is up to the music dealer to supply this demand. The young people of the nation are being sold on the idea of harmonica music and it is up to the dealers to do their "bit." New Ludwig House Organ Features Firm's Activities The second issue of The Ludwig Drummer, the new house organ published by Ludwig & Ludwig, drum manufacturers, North Lincoln street, Chicago, has just come off the press and carries the latest news and developments at the Ludwig plant and other Ludwig activities. Since the first issue of this little booklet the company has received letters full of comment, suggestions and approval from dealers through- out the country which affirm its enthusiastic reception and the popularity it has attained. The Ludwig Drummer has been published with an aim to bring the distributors of Lud- wig instruments and the manufacturers closer together to co-operate with each other. Plans are being made, for instance, to combine with the Ludwig Drummer many notes of interest to professional drummers, along with photographs, which dealers can use to circularize their mail- ing lists and use subsequent issues to build up their trade. Several other novel features will also be introduced in future issues. Wanamaker Buescher Dealer The John Wanamaker New York store was recently appointed a Buescher dealer by the New York Band Instrument Co. The initial order for instruments was placed by Hugh Ernst, manager of the Wanamaker music de- partment, at the recent Music Industries' Con- vention at the Waldorf. The Oldest and Largest Musical Merchandise House in America Exclusively Wholesale ESTABLISHED 1834 C.BRV.NO 8rS0N,lNC. 351-53Fourth Aye. NewYorkCity July 15, 1924 THE TALKING MACHINE WORLD 147 PHONOGRAPHS FOR SALE 500 high-class mahogany varnish finish, 50-inch upright phonographs, all complete. Sacrificed prices in car loads or entire lot. Ship any time. The Houghton Mfg. Co., Marion, O. Musical Instrument Sales Plan State Association Go. Federal Radio Jobber for West Virginia Dealers Gotham Trade Profits by Radio Convention Tie-up Many Inquiries Regarding Radio Received by Retailers Who Tied Up With Democratic Convention — Stores Crowded with "Listeners" Talking machine dealers with radio depart- ments found that the period of two and a half weeks during which the Democratic Convention was in session in New York was an excellent time to demonstrate radio receiving sets to hun- dreds of interested people. Aside from the sub- ject broadcast being one which interested practically everyone, radio reception was never better, for the majority of stations were either broadcasting the convention or else were not in operation, which allowed the air to be prac- tically free of interference. The manner in which dozens of people clus- tered outside the radio shops listening to the programs at all hours during the day and night was indisputable evidence that there is a wide field yet to be cultivated by the radio dealer, for there can be no doubt that if sales argu- ments show that the radio set can be oper- ated by anyone and that the price range is such that it fits all classes the great majority of these listeners would be converted into pur- chasers of sets. That those dealers who in- vited the public into their stores to listen to the program benefited cannot be doubted, for in every instance dozens of inquiries were made regarding the radio lines handled. Events of this kind which have a wide appeal can be made to attract more prospects into a store than an advertisement in the daily papers and the result is gained at no other cost to the dealer than a little trouble. Memphis Retail Trade Enjoys Busy Season Memphis, Tenn., July 9. — Business is holding its own in -this territory, according to reports of retailers and wholesalers. The twelfth annual convention of the Ten- nessee Furniture Dealers was held in Chatta- nooga recently and leading furniture dealers of this city, many of whom feature talking ma- chines and records, were represented. The wholesale department of the O. K. Houck Piano Co., which features the Victor line in its three big stores in this city, Nashville and Little Rock, is now under one roof. It is reported by executives of this concern that radio has helped the music' business considerably. The Armstrong Furniture Co. is staging an intensive sales drive, preparatory to moving into its own building at North Main and Jefferson streets later in the Summer. Suggests Special Name for Good Music Merchants Robert N. Watkin, past president of the National Association of Music Merchants, is of the opinion that there should be coined by the Association and exclusively for the use of its members a special term to designate those en- gaged in selling musical instruments. In mak- ing his proposal Mr. Watkin says: "There is something I should like to see adopted by the National Association of Music Merchants, i. e., a name for the seller of musi- cal instruments that could be used to protect him and which could only be used by a member of the National Association of Music Merchants subscribing to the ethics and policies of this Association." The Musical Instrument Sales Co., New York, Victor wholesaler, announced this week that it had completed arrangements with the Federal Tel. & Tel. Co., manufacturer of Federal radio receiving sets and radio panels, whereby the company becomes exclusive jobber in the metro- politan district to distribute the new Federal radio Victor panel for Victrola models numbers 215, 400, 405 and 410. This jobber will be the only source of supply in Greater New York for this panel and in addition will also be able to supply the trade with the other Federal models, including numbers 59, 61, 102, 110, 135, 140 and DX 58. The Musical Instrument Sales Co. has arranged for a Federal exhibit at its offices, 673 Eighth avenue, and an invitation has been sent out to the dealers to visit the exhibit at their convenience. Members of Charleston and Huntington Trade Form New State Organization Victor Educator Talks to Department of Education Washington, D. C, July 8.— Mrs. Francis Clark, of the Educational Department of the Victor Talking Machine Co., recently spoke before the department of music education at the Central High School Organization on the subject of music appreciation, which she stated has become the most fascinating phase of school music. Huntington, W. Va., July 7.— At a recent meeting of the Retail Music Merchants' Asso- ciation of Huntington and Charleston plans were drawn up for forming a State organization, de- signed to advance and widen the influence of music in schools, churches, civic movements and the home. As a result of the meeting, efforts got under way to organize in each city of the State a local association, all of which are to be welded into a statewide organization, which, in turn, will become affiliated with the national organization. The object of the State organization will b» primarily to bring better music into the homes. At the same time the proposed organization will try to help itself by correcting various mis- leading and harmful business activities whieh members say exist. The visitors from Charleston included R. A. McKee, president of the Kanawha Association; Joe McKee, Jr., Simon Galperin, J. H. Lopin, S. B. Holmes and W. A. Burke. Huntington was represented by C. V. Miller, the president; J. M. Kenney, secretary and treasurer; J. W. Pool, R. W. Taylor, O. O. Myers, T. B. Newhouse and L. M. Holton. National Phono. Go. Busy The National Phonograph Mfg. Co., New York City, has experienced exceptionally good business thus far during the month of July. N. Halperin reports that orders in hand for July delivery will keep the factory at Canton, Pa., working at capacity for the balance of the month. Several new models are ready for the Fall season which are expected to prove excep- tionally big sales numbers. Kuehner With Bolway, Inc. G. R. Kuehner, of Buffalo, N. Y., became asso- ciated on July 1 with Frank E. Bolway & Son, Inc., Edison distributor, Syracuse, N. Y. He will cover Buffalo and Rochester principally and the western part of the territory. Mr. Kuehner has had wide experience and is well equipped for his new duties. E. E. Hall, Abilene Music Merchant, Passes Away Abilene, Tex., July 8. — A native of Texas and pioneer in the music business, E. E. Hall died at his home in this city after an illness of three weeks caused by an attack of acute indigestion and heart trouble, at the early age of forty-six years. Funeral services were conducted at his late home on Sunday, June 29, at four o'clock, with Masonic service at the Cedar Hill Ceme- tery, Abilene. Active in the music business for twenty-five years or more, at the time of his death he owned and operated a music store at Abilene, with branch stores at various points in Texas. Abi- lene was his home for the past eighteen years. Mr. Hall was an active member of the Texas Music Merchants' Association. He attended its convention at Galveston just a few weeks before his death. €6 Something More" A good distributor has "Something More" to offer his dealer than the mere filling of orders. That "Something More" may be service or advance market information or sincere advice — at any rate it is a mighty valuable, "Some- thing More." The Spartan Electric Corporation announce the opening of a Musical Trade Department under the supervision of Mr. HERMAN S. MARAMSS. Thru this department we offer you this "Something More." Let us help you to develop your Radio Department — to eradicate the petty annoyances that may come up from time to time — to keep you supplied with standard radio material that can be successfully merchandised — to be helpful to you twelve months a year — every year. Electrical Supplies ai\d Radio Parts Wireless Apparatus Brass Specialties (\JelepRoii\e 99 CXatxrfoetrsStireet 148 THE TALKING MACHINE WORLD July IS, 1924 Retail Music Houses Suffer Severe Damage in the Lorain, Ohio, Disaster Wickens Co., George A. Clark Co., the Witt Music Co., and Max Mayer, Firms That Were Worst Hit by Storm — Ted Wickens Saves Lives of Fifty Customers Cleveland, O., July 2. — A number of retail music houses was badly damaged in Lorain, O., on Saturday, June 28, when a tornado wrecked half that city. Those concerns which suffered the biggest damage were the Wickens Co., Geo. A. Clark Co., the Witt Music Co. and Max Mayer. The Richlein-Reidy-Scan- lon Co. escaped all damage, being out of the danger zone. So far as is known at this time none of the proprietors or executives of these houses was seriously injured. As the tornado struck the city at 5.30 in the afternoon, a time when most of these were at supper, the loss of life was smaller than it would have been had the tornado came at a busier portion of the day. According to the latest advices received in this city the death list in Lorain amounts to 100 and is mounting, with the estimated number of injured being placed at 1,500, 900 of whom suf- fered seriously. A conservative estimate of the damage to property is placed at $25,000,000, with the possibility of it reaching $50,000,000. The biggest loss suffered by any music house in the city was that of the Wickens Co., the entire top half and rear of the building, said to be the strongest structurally there, being blown Polymet Mfg. Go. Marketing New Radio Connection Plug The Polymet Mfg. Co., New York City, man- ufacturer of phonograph sound boxes and radio parts, has recently placed on the market a new product which will be merchandised under the name of "Polyplug." This plug is for use in connection with radio receiving sets where both head phones and the loud speaker are employed at different times. The "Polyplug" allows the detaching of the phone tips which can instantly be inserted in the holes provided for them in the "Polyplug" and thus convert the head phone attachment into one for a loud speaker. This article does away with countless inconveniences attached to the unsatisfactory screw type con- nection. The positive hole is plainly marked on the sleeve contact and no mistake can be made in changing from head phones to the loud speaker. The "Polyplug" is equipped with a away. Ted Wickens, head of this firm, saved the lives of fifty customers, herding them into the building's cellar at the first approach of the storm. Only a few of these were scratched. Little merchandise was salvaged, part of the stock being found at distances as far as four miles away from the building. Every effort is being made in the Cleveland music trade to aid its fellow-tradesmen in the stricken city. Already a move is under way to raise a fund for their relief. H. J. Shartle, of the Cleveland Talking Machine Co., immediately upon receipt of information of the disaster, started from Cleveland via auto, carrying mili- tary officials and with his car loaded with food. The disaster is the worst that has taken place in this State since the Dayton flood of 1913. A section of the country thirty miles wide and thirty miles south of Lake Erie has been laid entirely waste. The full death and property losses, it is said, will not be known for weeks as all means of communication were entirely destroyed and they have been slow to recover. The stricken district is now in complete con- trol of military officials and relief work is pro- gressing rapidly. tension slot which enables the phone cords to be pulled and jarred without the slightest dis- turbance to the actual contact. "We have established very satisfactory jobber connections throughout the country and look forward to an excellent volume of business dur- ing the coming season. The 'Polyplug' partic- ularly is an article which the radio and phono- graph industries can use to the utmost advan- tage, and we feel that in offering such an attachment to the trade we have gone far to- wards doing away with unnecessary inconven- iences and unsatisfactory results in the changing from head phones to the loud speaker," said Otto Paschkes, president of the company, in a recent chat with The World. W. S. Rice, formerly of Indianapolis, has opened a new retail store at 172 North Church street, Spartanburg, S. C, carrying talking ma- chines and pianos. The establishment is fitted throughout with modern fixtures. Many New Inventions to Be Shown at Radio Fair James F. Kerr, general manager of the First Radio World's Fair to be held in Madison Square Garden and the 69th Regiment Armory, New York, September 22 to 28, states that it has been found necessary to enlarge the "New Inventions Section" to a size which will allow the exhibition of 100 devices. Among the note- worthy American discoveries to be shown will be at least three different instruments designed for the purpose of radiocasting photographs in motion. Europe also will be well represented in this department and several well-known European inventors will display new devices of a most unusual character. More than sixty nationally known manufac- turers of the United States will have attractive exhibits at the Fair and England, Franc'e, Bel- gium, Italy, Switzerland and Austria will be represented in the foreign section. A number of prominent radio trade organizations are plan- ning to hold their 1924 conventions in New York during the week of the Fair and two hours each day will be set aside for the trans- action of business between wholesale buyers and the exhibitors. D. J. Pieri in Important New Brunswick Position Chicago, III., July 8.— The Brunswick-Balke- Collender Co. announced this week that D. J. Pieri, formerly connected with the Radio Corp. of America, had been placed in charge of the Brunswick technical division with relation to the production of Brunswick Radiolas. During the past few months Mr. Pieri has been spend- ing his time at the Eastern offices of the Bruns- wick Co., getting acquainted with the various manufacturing and selling problems of the Brunswick organization. He is recognized gen- erally as one of the leading members of the technical division of the radio industry and his previous experience well qualifies him for his new work. Australians Visit New York George Sotherland and Ivan Tait, of Allen & Co., Melbourne, Australia, are among recent visitors to New York. Allen & Co. are the representatives for some of the leading Ameri- can popular publishers, operating a number of retail establishments handling musical goods of all kinds. Their plans for exploiting popular prints are along American lines and result in huge sales totals for these products. New Home for Music Concern Alliance, O., July 7. — Announcement is made that the J. H. Johnson Sons Co., well-known piano and talking machine house here, will soon start the erection of a modern home in the downtown business district. The present site of the Johnson Co. store has been sold to the Kresge Co., New York, for one of its chain stores. Maine Go. Opens Branch Portland, Me., July 5.— A branch of the Maine Music Co. has been opened here at 17 Forest avenue, with Harry Seaford as manager. Mr. Seaford was for many years identified with M. Steinert & Sons, as salesman and manager. The Maine Music Co. will carry a complete line of Victrolas and Victor records, as well as a full line of pianos and radio. N. H. Edwards in New Post N. H. Edwards has taken charge of the Vic- trola department of the Arnold-Edwards Piano Co., Jacksonville, Fla. Now Plays 10 inch Records The Baby Cabinet phonograph shown at the left has been reconstructed so as to play all kinds of records. It has a surprisingly life- like tone, and it is beautifully finished in Ivory with colored decalcomania. It is 17^4" high, and the high-grade sound box gives a wonderfully clear reproduction. Push Toy Phonographs They Make Money For You Hundreds of dealers are selling phono- graphs for children because the price and salability are good. We manufacture three models, small in size and price but large in volume of sound. They are all quick sellers. Write for full information. General Phonograph Mfg. Co. Elyria, Ohio July IS, 1924 THE TALKING MACHINE WORLD 149 'On&Jiandle handles it OUTING SENIOR Finished in Red Mahogany Brown Mahogany Oak 'Master of Movable Music" OUTING JUNIOR Finished in Brown Mahogany Brown Leatherette Oak Eastern retail price 'On&Jtandle handles.it 'Master of Movable Music' Senior $37.50 Eastern retail price 'OnSmJiandle handles.it 'Master of Movable Music' Junior $25.00 JOB B\E R S We expect 1924 to be a banner year for the industry A. C. ekibhan CO 174 Tremont St.. Boston. Mass. BRISTOL & BARBER CO., INC 3 East 14th St., New York, N. T. NYRAD DISTRIBUTING CO., INC.. 250 West 108th St.. New York, N. Y. GENERAL PHONOGRAPH CORP 15 West 18th St., New York, N. Y. E. B. SHIDDELL CO 1011 Chestnut St., Philadelphia, Pa. BENNETT PIANO CO ,...52 W. Market St., Wilkes-Barre, Pa. JAMES COWAN CO 18 West Broad St., Richmond, Va. STARR PHONOGRAPH CO 634 Grant St., Pittsburgh, Pa. BELKNAP HARDWARE CO Louisville, Ky. J. K. POLK, INC 294 Decatur St., Atlanta, Ga. INDEPENDENT JOBBING CO., 112 East Center St. North, Goldsboro, N. C. IROQUOIS SALES CORP 210 Franklin St., Buffalo, N. Y. OHIO MUSICAL SALES CO 1747 Chester Ave., Cleveland, O. STERLING ROLL & RECORD CO... 137 West 4th St., Cincinnati, O. C. L. MARSHALL CO 514 Griswold St., Detroit, Mich. CONSOLIDATED TALKING MACHINE CO., 227 Washington St., Chicago, 111. CONSOLIDATED TALKING MACHINE CO., 1121 Nicollet Ave., Minneapolis, Minn. MAJESTIC MUSIC SHOP 16 South 7th St., Minneapolis, Minn. STUART SALES CO 502 Occidental Bldg., Indianapolis, Ind. THE DUNNING CO 303 Second St., Des Moines, Iowa RENIER MUSIC HOUSE 545 Main St., Dubuque, Iowa JUNIUS HART PIANO HOUSE 123 Carondelet St., New Orleans, La. TEXAS RADIO SALES CO., INC 2005 Main St., Dallas, Texas CARL FLORINE 131 East 4th Ave., Denver, Colo. WALTER 8. GRAY & CO., 1054 Mission St., San Francisco Cal. ; Los Angeles, Portland, Seattle Export Department 2 Rector Street, New York, N. Y. Cable Address: Jamescali, New York Pick out your jobber and write him today OUTING TALKING MACHINE CO., Inc., Mount Kisco, N. Y. 150 THE TALKING MACHINE WORLD July 15, 1924 Retail Music Merchants Endorse Goods That Are Backed by National Advertising Leo Landau, of Hazleton, Pa., and Clarence Campbell, of the Knight-Campbell Music Co., Denver, Colo., Both Declare Themselves in Support of This Policy A number of the successful concerns in the retail music fields are strongly of the opinion that it pays the average store to handle na- tionally advertised goods — at least it so appears in the replies sent in by several music mer- chants, among other retailers, in reply to a questionnaire issued by the Retail Ledger of Philadelphia inquiring "Does It Pay the Average Store to Handle Nationally Advertised Goods?" Certain types of retailers, among them cloth- ing merchants and department stores, took a negative stand in the matter, but music dealers appeared to believe that the nationally adver- tised goods really aided them in conducting their business. Reduces Sales Resistance Among those who answered the questionnaire was Leo Landau, of the Landau Music & Jewelry Store, Hazkton, Pa., one of the best-known retail music establishments in the East, who said: "In my opinion, nationally advertised mer- chandise is well worth carrying, and I feel so well convinced on the subject that I believe it is the only class of goods that is worth while stocking a store with if one looks for a success- ful year. "My reasons are that when a customer comes into my store and he notices an article which he has already read about or has heard dis- cussed the commodity in question is already half sold, and we know also that if the goods have been nationally advertised the chances are good that it is the best in its line that can be secured. "We have cases where we have taken in ex- change talking machines in trade for pianos or Victrolas, the goods accepted not having been of the nationally advertised type. We have found it ten times as hard to sell that particular article that had not been given national publicity as it is to dispose of a Victrola, concerning which every child in the land has been informed. "We carry the C. G. Conn musical instru- ments, and we have sold outfits for complete organizations, such as bands and orchestras, as high as $2000 being involved in a single sale. The entire band or orchestra has been equipped with the Conn instruments, because the players demanded them. They came in all informed on the Conn line through national advertising, and I claim that it is 100 per cent easier to sell an instrument of a make nationally advertised than one of the types we carry that is not so well known. "In our jewelry departments we feature na- tionally advertised lines and find it pays. It is easier to sell such goods, and our clerks save time and labor. It is safer to buy because it depreciates so seldom in value that it never be- comes shelfworn and always moves out rapidly. Pianos and Bicycles "The same condition of affairs exists in our piano department. We carry only nationally advertised instruments, such as the Lester, Kranich & Bach, Kohler & Campbell, and we find there is little trouble in selling pianos which have been featured and are still played up in comprehensive national advertising campaigns. "A remarkable condition exists in this con- nection in our bicycle department. Old men bring in their grandchildren to buy them wheels. They recognize the brands and the trade-marks of the bicycles they rode twenty and thirty years ago, and the sale is made from that moment, through national advertising, and it is here we find the goods sell themselves most readily. "Take sheet music, for instance. We have learned that the publishing houses which ad- vertise their songs usually carry the biggest hits. We don't think this is due to the superior quality of their ballads and their jazz; we think it is because they create the demand for the 'best sellers' that we encounter, and we credit the best sellers to the houses which advertise their compositions the most heavily in the na- tional publications. "We feature nationally advertised merchan- dise, yet I will concede that there is not so much value to national advertising if it is not followed up by local publicity. Experience has taught us that the people of our community must be told where to get what they see fea- tured in the national magazines of the country, and we feel if we were to abandon our local publicity that the national advertising would lose much of its force, since prospects would not know where to be supplied with the goods in which their interest has been aroused before coming to the store!" Sales and Service Cost Less Another music merchant to reply was Clar- ence Campbell, of the Knight-Campbell Music Co., Denver, Colo., who expressed his preference for nationally advertised goods as follows: "Ninety-five per cent of the merchandise we sell in Denver and at our branch stores in other cities is nationally advertised. "We believe that nationally advertised mer- chandise is far more profitable for us to handle than unadvertised merchandise would be. There are several reasons for this condition. "Turnover is better on nationally advertised merchandise. The advertising creates a demand for it. It sells faster and in greater volume. "Cost of selling is less. There isn't the same sales resistance that is met with on unadvertised lines. "The customer has confidence in the nationally advertised name. "We sell more quickly to the individual cus- tomer than we would otherwise. "Service on instruments is less. A line which, once in the customer's hands, requires a lot of service from the store can quickly reduce, if not eliminate, the margin of profit. In our field we find that our nationally advertised lines have the advantage that in use they require little or no service. "Advertised articles in our trade are better values for the customer. Usually articles which are not nationally advertised are overpriced by the dealers who stock them." Knox's Music Store, Nashua, N. H., has leased a new location at 4 Temple street. Grunewald Go. Celebrates Seventy-second Birthday Prominent Music House of New Orleans Was Established in 1852 and Has Enjoyed Steady Growth Ever Since That Time New Orleans, La., July 5. — The Louis Grune- wald Co., Inc., the prominent and old-established music house of this city, recently celebrated quietly its seventy-second business anniversary. No special program was arranged for the anni- versary, business being carried on in a normal manner, but the local newspapers took cog- nizance of the event and gave it due prominence. The Louis Grunewald Co. was founded by Louis Grunewald, Sr., when he first came to this country in 1852, beginning its contact with the public from a tiny store on Magazine street, just large enough for five pianos and organs. During the Civil War Chartres street claimed it, and there in the little shop began the man- ufacture of drums that sent off line after line of marching men. Grunewald Hall, on Baronne street, later destroyed by fire, and 127 Canal street, housed its increasing business, next, until the final move brought it to the spacious quar- ters in the midst of the retail shopping district, in its present location on Canal street. Louis Grunewald, Sr., remained president of the company until he died at the age of eighty- seven, in 1915, when his eldest son, William N. Grunewald, who had taken active charge for some time, and under whose guidance the firm made big strides of progress, took that place until his untimely death, three months after his father's, when he was but fifty-seven years old. The management then fell on the shoulders of his son, Benedict Moret Grunewald, then only thirty years old, now president and manager of the company, and who has swung the firm into the well-deserved reputation of being "one of the largest and most complete music houses south of the Dixie line." Among the large force of the L. Grunewald Co. there are many to whom this anniversary has more than a touch of loyal satisfaction. These are the half dozen men who have been with the firm since its beginning, whose posi- tions have grown with their years of service. Among these is Henry Kronlege, of the music department; L. V. Eckert, of the musical instru- ment department; G. T. Simon and L. W. Kurten, in executive positions of the office, whose untiring efforts and unusual foresighted- ness have contributed in no small way to the big development. In the present management of the store the large sheet music department is operated by the G. Schirmer Music Stores, Inc., of New York; this, with the large talking machine department, handling the Victor and the Brunswick, occupies the entire ground floor. The mezzanine is taken up with the offices and the second and third floors have been made over into piano parlors where the Steinway, which has been handled by this firm for over seventy years (the oldest com- pany on our books, the Steinway people write in connection with this anniversary), the Soh- mer, the Mehlin, Milton, Shoninger, Apollo, Gul- bransen and others are displayed. One other branch of the company is in exist- ence in addition to the New Orleans store, in Jackson, Miss. This branch also has developed a substantial business. Studwell Piano Co. to Move South Norwalk, Conn., July 8. — Plans were set in motion recently by the Studwell Piano Co., 56 North Main street, for moving to its new home in the Vogel Building at 68 North Main street. Frederick J. Kane, manager of the concern, has announced that the full line of pianos, players and phonographs will be handled in more appropriate quarters at the new address. The Stranburg Music Co., Hornell, N. Y., has taken larger quarters at 33 Broadway. LOUIS JAY GERSON GERSON RADIO-PHONOGRAPHS AND PANELS GERSON COMBINED LOUD SPEAKER-BATTERY CABINET 23 Union Square (Broadway at Fifteenth Street) NEW YORK, N. Y. DISTRIBUTOR: CABLE CODE "FEDERAL" Radio Products "Gersondale," New York "EXIDE" Storage Batteries "KIRTON" B Batteries Telephone "HARTMAN" Radio Cabinets Stuyvesant 1987 NEW JOBBING LOTS OF COLUMBIA RECORDS IN FOREIGN LANGUAGES AT 25c EACH FOR SALE:— COLUMBIA TONE-ARMS — SOUND BOXES — COLUMBIA MOTORS July 15, 1924 THE TALKING MACHINE WORLD Sales Policies That Won for Euclid Music Stores William Murstein, General Sales Manager, Euclid Music Stores, Cleveland, Tells of Suc- cessful Merchandising Policy Too many phonograph dealers go into this business with the idea that mere knowledge, love and appreciation of music will make them successful. As a matter of fact, these qualities have very little to do with success or the lack of it in the music business. These dealers overlook the fact that selling musical merchandise is a plain business proposi- tion, just the same as selling shoes, neckties or automobiles, and that their businesses must be conducted along the regularly established lines of successful merchandising. I, myself, have no talent for music, although I have a deep love and appreciation of it. My success here in Cleveland has been based on the axiom of obtaining the greatest amount of sales with the minimum of expenditure rather than to splurge expense hither and thither in a vain attempt to dominate the market absolutely And the fact that I have increased business with the Superior avenue store 75 per cent while decreasing expenses 25 per cent speaks well for this method. Service with no question; continued, careful watch of all machines sold by us, has built and solidified a confidence among our patrons which has created a chain of word-of-mouth advertis- ing for Euclid that I believe to be unparalleled in Cleveland. It is true that, most phonograph' dealers call on their new customers at least once to see how their recent purchases are performing. But we go farther than this. Every customer who has ever purchased a phonograph from us is called on at least twice a year. The profitable results from this activity are manifold. One of the most direct of these is the sale of rec- ords resulting. Then, too, it keeps us informed of the condition of all instruments sold, and gives us an opportunity to talk period models to the owners of uprights, resulting in many sales. And the goodwill maintained by these calls is no small item. Besides these direct results we also find that these periodical calls save a lot of service ex- pense, by catching the start of a motor or other fault before it has the opportunity of developing to serious proportions. I thoroughly believe that my mailing list is story of the instrument will be sent him. How- ever, instead of mailing out this catalog and trusting to luck that it will be read, or even taken from its envelope, a canvasser delivers it in person. This method proves most effective, for it serves the double purpose of gaining en- trance to the prospect's home and assuring a reading of the literature. Right here let me advise all Sonora dealers to build a mailing list, to work it hard, and, above all, to keep it cleared of old, "dead" names. I thoroughly enjoy merchandising Sonora. There can be no question that high quality mer- chandise is the proper kind to sell. For high quality merchandise not only stays sold, but in addition creates additional sales through the thorough satisfaction it engenders. William Murstein the greatest asset of my business. This list contains over 12,000 names, which I circularize regularly four times a month. The results are truly remarkable. Nor do I depend entirely on circularizing. In addition, my men call regu- larly on these people, and the business obtained more than justifies this intensive work. Our salesmen are instructed to obtain the names of all those who visit our stores. They experience little difficulty in obtaining them. Then the prospect is told that a descriptive Trade Veterans to Open Music Store in Sharon Sharon, Pa., July 9.— G. B. Wooster and R. A. Curran, connected with DeForeest Pioneer Music Store, one of the leading music concerns in the State, as department managers, recently resigned, announcing their intention of entering the music business for themselves in the near future. Mr. Wooster was connected with the DeForeest Store for fourteen years and Mr. Curran is also a veteran, having been connected with the firm for eighteen years. Although no site has been selected for the business, both Mr. Wooster and Mr. Curran have announced their intention of opening a complete music store within the next few weeks and they are now seeking a suitable location. Both men are popular in this city and this, combined with their knowledge of music merchandising, should insure their success in the new venture. F. L. Grannis was recently appointed sales promotion manager of the Southern California Music Co., of Los Angeles, Cal. MILLER HORNS improve your Radio or Phonograph The Miller Radio Horn is a great step forward in the amplification of sound. It amplifies any tone in the audible range faithfully and clearly, without excessive resonance or sympathetic vibration. This is because of the material from which Miller Horns are made. Miller Radio and Phonograph Horns are made from hard, inert, cellular composition. A hard, reflecting outside surface provides an excellent side- wall for the air column, and with its pebbled finish gives a horn of unusual beauty. This horn is exceedingly durable. It will not chip off or peel. It will not split or warp. Eliminates the metallic ring heard in music from metal horns. Miller Horns are not affected by sudden or sustained changes in hu- midity or temperature. Miller Horns are now in use as standard equipment by some of the largest manufacturers. One reason for this is that Miller production is dependable. Orders for any number, built to manufacturers' specifications, can be supplied at prices which are competitive. Miller phonograph horns are made from the same high grade materials as the radio horns. Built to manufacturers' specifications, they can be sup- plied in practically any shape or size. The Miller Rubber Co., of N. Y. Akron, Ohio, U. S. A, 152 THE TALKING MACHINE WORLD July 15, 1924 r A DANCING SONG ^ You. cajt't $o \^om^ // */itti any PRIST soW /7 iVe i&ot a se-cret but I'll Mev'er keep it , 'WvVaiVll \ goa see my $/al She Is a w/» -ive* Aeolian Co. Employes Hold Their Annual Outing at Blue Point Beach Baseball Game Between Forty-second Street Team and One Representing Factories and Branches Ends in Tie — Edna Kenieste Wins Bathing Beauty Contest The annual outing of the Aeolian Employes' Association, held at Blue Point Beach, L. I., on Saturday, June 28, proved by long odds the most successful affair of its kind held by Aeolian Co. employes, and was attended not only by a galaxy of beauty, both as to face and figure, that was very restful to the eye. In fact, it is hinted that the judges delayed their decision much longer than was necessary in order that the boys might feast their eyes. Honors were won after Aeolian Co. Executives at Annual Outing of Employes' Association Left to right: F. E. Edgar, W. H. Alfring, F. W. Hessin, W. E. Knightly, O. W. Ray, R. M. Kempton, Chas. Votey and C. H. Addams large representation from Aeolian Hall itself, as well as the factories and branch warerooms, but drew the support of many of the executives of the company, headed by William H. Alfring, general manager. The lively afternoon started with a delicious roast duck dinner with all the fixin's. During the dinner Frank Edgar, manager of the whole- W. H. Alfring as "Umps" sale piano department, together with Al Rienzo and Al Perlman, of the Fordham branch, con- tributed greatly to the enjoyment of those present by an impromptu musical program. The outstanding event of the day was the bathing beauty contest, which brought forth a a close contest by Miss Edna Kenieste, of the production department. Walter Eifert, of the Vocalion recording studio, tried to ring in the contest, but his feet betrayed him. Next in interest to the beauty contest came the baseball game, which had all the earmarks of a big league contest, proven by the fact that at the end of the fourteenth inning the score was 2-2. General Manager Alfring and Chas. Laurino, manager of the retail piano department, officiated as umpires, and the former was kept busy pre- venting Mr. Laurino from making big allowances in favor of the team from Forty-second street, as opposed to a team manned by representa- tives from the branches and factories. The various athletic events following the ball game were under the direction of Chas. Brady, of the shipping department. They included a fifty-yard junior dash, won by Harry Schan- kiner, of the Hall; a sixty-yard egg and spoon race for girls, won by Miss M. Daviss, of Fordham; a sixty-yard fat man's race, won by Al Perlman, of Fordham; a special ladies' race, fifty yards, which ended in a dead heat between Miss M. Heindel and Miss M. Steiver; 100-yard water race, won by Miss M. Daly, of Fordham, and a 100-yard men's race, won by K. Robuson, of the recording studios. Adding greatly to the success of the day was the attendance of all the department heads and officials of the Aeolian Co., the majority taking part in a fifty-yard dash, won by Oscar Ray, manager of the wholesale record department; second place, by Frank W. Hessin, treasurer of the company. Also ran Charles H. Veoty, man- ager of the manufacturing department; H. B. Schaad, secretary of the Aeolian Co.; Frank Edgar, manager wholesale department; Charles Addams, manager of the metropolitan division department; R. M. Kempton, manager retail Vocalion and radio department; William Knightley, manager of the export department, and W. H. Alfring, vice-president and general manager of the company. Folder Features the New Sonora Saginaw Model The new Sonora Saginaw model, listing at $100, is attractively featured in a new folder in three colors just released by the Sonora adver- tising department in New York. This folder describes the various features of the Saginaw to excellent advantage, and Sonora dealers through- Sonora Saginaw Model out the country are using the folder as of developing an interest in this mode a means _ . del, which is meeting with an active sale everywhere it has been introduced. Athens Go. Chartered The Athens Music Co., Athens, Ala., was re- cently incorporated in that State with a capital stock of $4,000 for the purpose of conducting a general music business. July 15, 1924 THE TALKING MACHINE WORLD 1 53 WORLD'S CLASSIFIED ADVERTISING Any member of the trade may forward to this office a "Situation" advertisement intended for this Department to occupy a space of four lines, agate measure, and it will be inserted free. Replies will also be forwarded without cost. Additional space will be at the rate of 25c. per line. If bold faced type is desired the cost of same will be 25c. per line. Rates for all other classes of advertising on application. SELLING MUSICAL MERCHANDISE By J. R= FREW This is a practical book that describes the methods pursued by a successful music dealer in conducting his musical merchandise departments. It covers every routine problem incident to establishing and operating a depart- ment devoted to band and orchestra instruments. This branch of the music industry has had a very prosperous year and an excellent opportunity awaits other dealers who take it up. It requires a small investment, gets quick turnover, involves no risk and, in addition to being highly profitable itself, increases the sale of talking machines, records, etc., and helps make a given store the music center of its community. READ THE CONTENTS of THIS PRACTICAL BOOK Chapter From the Publisher. Introduction. PART I THE PROBLEM OF BUYING I. Buying in General. II. Importance of Quality in Buying. III. Where to Buy. IV. Future Buying. V. Buying for Special Sales. VI. Some Don'ts for the Buyer. PART II THE FBOBLEM OF PUBLICITY VII. Advertising in General. VIII. Space or Display Advertising. IX. Advertising by Personal Contact. X. Advertising Through Service. XI. Direct and Mail Advertising. XII. Advertising Through Musical Attractions. PART III THE PROBLEM OF MANAGEMENT XIII. Management in General. XIV. Stock Display. XV. The Care of Stock. XVI. Inventory and Sales Analysis. XVII. The Question of Credit. XVIII. The Repair Department. XIX. The Value of Co-operation. PART IV THE PROBLEM OF SELLING XX. Selling in General. XXI. The Sales Organization. XXII. Psychology of Salesmanship. XXIII. Collective Selling. XXIV. Organizing a Band or Orchestra. XXV. The Used Instrument Problem. PART V INSTRUMENTATION XXVI. Musical Organization and Their Instrumentation. XXVII. The Principal Instruments of the Band and Orchestra Described. APPENDIX List of Principal Musical Merchandise Products FREE INSPECTION OFFER WANTED — Salesmen now calling upon the talking machine trade to handle as a side line a small novelty nationally known in the trade. An excellent chance to add to your income. Sample will fit in your pocket. Write today for particu- lars. "Box 1415," care of The Talking Machine World, 383 Madison Ave., New York City. WANTED — Salesmen regularly calling on phonograph dealers to sell the best Edison at- tachment made. Retail and dealers' prices are right. State territory covered, lines carried and experience. We have an attractive business, in- cluding dealers' accounts, to offer a few estab- lished distributors and sales organizations han- dling kindred lines. Address H. C. Cooley, Sales Manager, Spruce Diaphragm Co., 782 East 105th St., Cleveland, O. WANTED— Resident salesmen with follow- ing among music trade to sell highly efficient radio set and complete line of parts. Represen- tation desired in following cities: Buffalo, Cleve- land, Pittsburgh, Philadelphia, Boston, Wash- ington, Baltimore, Atlanta, New Orleans and other populous centers. A real future for men of the right calibre. Write Box B. D., Room 416, 38 Park Row, New York City. WANTED — Capable credit and sales man- ager for New York City retail piano and phono- graph chain stores. State experience and refer- ences. Address "Box 1417," care of The Talking Machine World, 383 Madison Ave., New York City. WANTED — Gentleman or lady, experienced in record and small musical instrument selling. Must be able to buy and take full charge. Ad- dress Mr. Harding, Kelley & Cowles, Inc., 262 Trumbull St., Hartford, Conn. POSITION WANTED— A competent record making expert, with a considerable knowledge of and experience in radio development, seeks connection with a concern desiring services of such a man in recording laboratory for radio. Collected and amplified recording. Address "Box 1421," care of The Talking Machine World, 383 Madison Ave., New York City. WANTED — Commission salesmen, experi- enced, for a line of talking machines and piano benches. State age, territory covered, sales ex- perience, lines sold, and send references with answer. Salesmen covering one state thor- oughly preferred. Address "Box 1422," care of The Talking Machine World, 383 Madison Ave., New York City. WANTED — TRAVELING SALESMEN — Old established house, in the business 19 years, has an attractive opening for a high-grade sales- man. Only capable man, accustomed to pro- ducing substantial income desired. Commission basis with drawing account. Exclusive territory. Must be experienced and acquainted in the music trade and able to promote the sale of portable phonographs among retail dealers only. Indi- cate your qualifications fully. Address "Box 1406," care of The Talking Machine World, 383 Madison Ave., New York City. WANTED — Salesmen, experienced in the phonograph industry. To call on and sell the talking machine dealers one of the foremost radio sets manufactured. Territories open all over the country. Write for information to "Box 1398," care of The Talking Machine World, 383 Madison Ave., New York City. WANTED Wide-awake salesmen calling on the music, piano and phonograph trade in any part of the United States. Can easily make five hundred dollars a month. Must have established trade. This is a side-line commission propo- sition. Will allot exclusive territory. Sales will increase rapidly. Commission paid on all repeat orders. This is no ex- periment. Several salesmen are now making big money. This proposition will not interfere with your present work. Write today before the best ter- ritory is taken. Address "Box 1423," care The Talking Machine World, 383 Madison Ave., New York City. FOR SALE Music store in Long Beach, California. Victor-Ivers & Pond-Gulbransen agencies, can be purchased at invoice. No charge for furniture and fixtures. Nice store, good location, fast growing city. Address "Box 1419," care of The Talking Machine World, 383 Madison Ave., New York City. FOR SALE Music store in live town near Los Angeles. Exclu- sive Victor agency with complete Victor catalog of records. Small goods. Good lease worth $3,000. $15,000 will handle. Best location. Thirty-five thou- sand people to draw from. Most desirable place in California to live. Paid $9,000 net profit last year. Address "Box 1420," care of The Talking Machine World, 383 Madison Ave., New York City. CARVED LEGS Eight designs in gum, oak and ma- hogany. Prices reduced. Send for cir- cular. Klise Mfg. Co., Grand Rapids, Mich. WANTED — Salesman, familiar with the phonograph trade in the metropolitan district to handle sales of radio among the talking ma- chine dealers. Prefer man who has been con- nected with Victor wholesaler. Address "Box 1397," care of The Talking Machine World, 383 Madison Ave., New York City. WANTED — Long-established manufacturer of portable phonographs wants a sales manager who will be a traveling representative and call upon the company's jobbers to help them pro- mote sales and develop business. Splendid open- ing for a man who is well known in phonograph trade. Address with full particulars to "Box 1424," care of The Talking Machine World, 383 Madison Ave., New York City. POSITION WANTED— By phonograph man with all- around repairing, assembling and polishing experience. Address "Box 1416," care of The Talking Machine World, 383 Madison Ave., New York City. POSITION WANTED— Married man, thirty-five years old, with fifteen years' experience as manager with one company. Would like to make a change at this time, and prefer Boston or vicinity. Address "Box 1418," care of The Talking Machine World, 383 Madison Ave., New York City. Farny Succeeds Kimberly E. R. Farny, manager of the Buffalo branch of the Rudolph Wurlitzer Co. for the past five years, has been appointed manager of the Chi- cago store at 329 South Wabash avenue, follow- ing the resignation of P. J. Kimberly, who has been manager for the past two years. Edward Lyman Bill, Inc., 383 Madison Avenue, New Tork. You may send me, on five days' free inspec- tion, your book SELLING MUSICAL, MER- CHANDISE. I agree to return it to you within five days, or remit $2.00. Name Address City, 154 THE TALKING MACHINE WORLD July 15, 1924 EUROPEAN HEADQUARTER LUI^Vr I 2GR.BSHAM BLDG.,BASINGMALL ST.,E.C.LONDONl *' W LIONEL STURDY MANACER Gramophone Production to Keep Up Despite Abolition of Import Duties Analysis of Situation Which Will Result When McKenna Import Duties Are Dropped Shows Many Reasons for Encouragement — Important Court Action — Fire at Columbia Offices London, Eng., July 1. — The British music mer- chant has now, as it were, had time to regain his composure after what at first appeared to be a staggering blow, i. e., the abolition of the McKenna import duties. Particularly does this appear to be the case in talking machine circles where apparently the larger warrant for appre- hension would seem to be more justified than in other sections of the trade. In piano man- ufacturing circles confidence in the ability to successfully compete with foreign manufacturers is slowly but surely permeating the trade, and after cool contemplation of the economic posi- tion on the Continent and recent large increases in the cost of production as well as workers' wages, the manufacturers and dealers are await- ing the actual abolition of the duties on August 1 with something approaching equanimity. The few big talking machine concerns, who them- selves mostly manufacture the bulk of their parts, are not unduly restricting their output and recent trading reports from them are de- cidedly optimistic. The smaller concerns, too, who, prior to the imposition of the duties, were compelled to obtain the bulk of their tone arms and sound boxes from Germany and Switzer- land, now know that these parts are to be ob- tained in better value in this country. But while foreign competition is likely to become increas- ingly acute, the tremendous advances made dur- ing recent years by British manufacturing con- cerns and the hold acquired by them is not likely to be easily displaced. In view of the increasing costs of manufacture abroad, the prices of all gramophone parts exported to our market will surely rank progressively high; in- deed, advices have already been received here from both German and Swiss manufacturers that after August 1 prices will definitely be in- creased. This applies to motors, tone arms, sound boxes, etc., and varies from 15 to 20 per cent. The obvious deduction is that if British manufacturers of these components believe it necessary to amend their prices, and that is highly problematical, a reduction of 5 to 10 per cent may be regarded as the limit. It is more than likely, according to my information, that the season's demand will keep selling costs in most cases at the present level, maintaining the present stability of the industry. A Gramophone (H. M. V.) Patent Action On June 17 last, in the Chancery Division, the Gramophone Co. (His Master's Voice) ap- plied for and obtained an interlocutory injunc- tion in a patent action in respect to improve- ments in diaphragms for acoustical instruments. The plaintiff was represented by Mr. Whitehead, K. C. ; the defendants, Messrs. Saunders and Phillips, of East Ham, not being represented. Lovell Newton Reddie, a chartered patent agent, who had charge of the patent matters of the plaintiff company, declared, on affidavit, that he examined the Lumiere patent, No. 11015, of 1909 when the company was considering buying it in 1908, and the search at that time and sub- sequently failed to reveal a prior publication. The letters patent obtained were for an improve- ment in diaphragms for acoustical instruments, and the invention consisted in the substitution for the plane diaphragm generally used in such instruments of a diaphragm consisting of one or more ele- ments composed of a sheet of elastic material twisted out of its natural or unconstrained con- dition into a conditioYi of molecular stress, re- sulting in an improved sound reproduction, and permitting the use of a diaphragm several times larger than the plane diaphragm, with a con- sequent increase in proportion of the volume of air vibrations, enabling, in the case of a gramo- phone or loud speaker, the use of an amplifying horn to be dispensed with. A diaphragm for loud speakers exhibited and which he, Mr. Red- die, had examined, was alleged to be a decided infringement. A piece of twisted paper was utilized. Justice Tomlin made the order for the inter- locutory injunction requested. Two New Companies The recent registration of two new companies calls for mention in view of special claims made in respect to methods of recording sound. The Filograph (Parent) Co., Ltd., is formed to ac- quire and work certain inventions in connection with sound recorders and reproducers comprised in British Patent Office specification No. 130,- 585, and French Patent Office specification No. 500,363. The claim for this invention is that it enables sound to be recorded and reproduced by means of structureless thread. I am prom- ised particulars of this system later. The other concern is called the Scratchless Record Co., Ltd., a name which, if lived up to, promises some- thing distinctly interesting. Here again it is impossible to obtain information sufficient to ex- plain whether or not a new system is involved. Fire at Columbia Offices . The premises of the Columbia Gramophone Co., in Clerkenwell road, this city, were in con- siderable danger of being destroyed by fire on the evening of June 6. The conflagration broke out in the adjacent premises of the Westclox Speedometer Co. and was only under control after some hours of keen fighting with the flames. It was thought at one time that the Columbia premises would be involved, but the only damage was by water, one of the recording rooms being slightly affected and necessitating the holding over of one or two recording ses- sions. Gramophone Problems Discussed at Convention At the British Music Industries Convention, held at Folkestone, a meeting was arranged by the Gramophone Dealers' Association at which considerable discussion took place regarding the following subjects: (1) The best method of dis- posing of second-hand and obsolete gramo- phones; (2) the necessity of audition rooms for every gramophone dealer. In opening the meeting the president, Sydney E. Moon, referred to the comparative youth of the industry which, from its inception, had been worked on a businesslike basis. For the reason of price maintenance it had been decided there should be no official recognition of second-hand instruments. It was now necessary, said Mr. Moon, to consider the question. They had all to take gramophones in exchange, many of which could not be classed as second-hand but obsolete. The dealers could not afford to give those instruments away and the time had come to recognize the fact of second-hand machines. The introduction of the cabinet and console models had brought about an increased sale, and many more people would buy them if they were allowed a fair price for the machine they had bought a few years previously. Why should not they (the dealers) be allowed to dispose of such machines in an ordinary straightforward way? It was to guide the committee in putting up a plan to the manufacturers that the meet- ing had been called. Thereafter considerable discussion followed, although a definite method of disposing of sec- MAINSPRING MANUFACTURED BY J.SteadeCoLd Established 1901 SHEFFIELD, ENGLAND. So July 15, 1924 THE TALKING MACHINE WORLD 155 FROM OUR EUROPEAN HEADQUARTERS— (Continued from page 154) Hornless, Table Grand, Upright and Horizontal Cabinet Grands Actual Manufacturers Export a specialty REX GRAMOPHONE COMPANY 59 Chiswell Street, LONDON, E. C, England Cable Addietf "Lyrecodisc. London" ond-hand machines was not put forward. One suggestion was that there would be no difficulty in reselling them if, on being taken in exchange, they were promptly reconditioned. Another sug- gestion, which was strongly favored, was that, in view of the strong objections of the manufac- turers to the advertising of second-hand ma- chines, the dealers should be permitted to make a special feature of them for a specified period in each year. This latter suggestion obtained a concurrence of opinion and further consideration of the question was left to the committee. Audition Rooms The necessity for audition rooms was next discussed and in introducing the subject the president stated that no doubt all present were agreed on the matter, and it was hoped that the publicity given to the expression of their views would lead to the agreement of those dealers who did not attend the convention. ' Louis Sterling, managing director of the Co- lumbia Graphophone Co., a member of the con- vention and who had been invited to attend the meeting, referred to the prevalence of audition rooms in the United States, but said that on his recent visit he had been impressed by the num- ber of audition rooms here that were being disposed of to make place for what was known as the Audak, "a sort of telephone instrument to put to your ear and you hear an excellent reproduction of the record." The Audak, said Mr. Sterling, required less room, less salesmen, and the small dealer who had not sufficient space for an audition room could easily install a couple of Audaks and still have space to spare. He, Mr. Sterling, thought so highly of the Audak that he had bought several for his own company's use and he strongly urged the dealers to consider the Audak for their showrooms. Gramophone and Wireless Several times in the course of the meeting the question of the relation of the trade to the handling of wireless was mentioned. A special committee had been formed to consider the necessity for the Association to form a separate branch to deal with wireless, and Ernest Mar- shall, a prominent member of the committee, strongly urged the music trade generally and the gramophone dealers particularly to increase their interest in the development of wireless, as undoubtedly they were the people who should handle the wireless trade. Sir Henry Wood Eulogizes the Gramophone In the course of a highly interesting speech on "The Influence of the Gramophone on Musi- cal Culture," Sir Henry Wood, the famous con- ductor of the Queen's Hall Orchestra, at the British Music Trades Convention, eulogized the value of the gramophone in the following sig- nificant words: "In my opinion the gramophone, as we know it to-day, is a musical instrument capable of highly artistic per- formance of music. It is an instrument which is already —and will increasingly be— of great influence on musical culture. Its reproduction of the tones of voices and instruments is not only a mechanical triumph; it is an artistic godsend. "Musical culture is influenced by three things in par- ticular: first, by the frequent performance of music, and, in consequence, the frequent hearing of music; second, by the quality of music performed and the quality of its performance, and, third, by the expansion of the musical public. The first and second ,of these influences tend to deepen and broaden the musical culture which already exists in a community, and the third influence naturally develops musical culture where it does not exist. The gramophone is influencing musical culture in jill three ways. "There is a vast field for the gramophone's work in the education of children. I should rejoice to see a gramophone in every school in the land. It is an inval- uable aid in the teaching of music to children. It has the power not only to interest them, but to place before them with clearness, and with the repetition that is so necessary, facts and features of music they must learn if they are even to understand it. Moreover, the gramo- phone can play to the children untiringly, and there is no better way of persuading them to love music than to play it to them. As an influence on the musical culture of the children in our schools, I personally know of nothing which approaches the gramophone in convenience or capacity." An interesting suggestion put forward by Sir Henry Wood in the course of his speech was that an important governing body, society or the government should found a permanent home for the making, the storage and the classifica- tion of speech records. A building should be allotted with a small staff where a large and varied quantity of records could be made and kept of twentieth century speeches. Brief Paragraphs of Interest Hubert C. Ridout, the well-known advertising manager of the Columbia Graphophone Co., who attended the 1923 Advertising Convention in Atlantic City, U. S. A., is again a delegate of the Thirty Club to the International Advertising Congress to be held at the British Empire Ex- hibition this month. The annual general meeting of the Gramo- phone Manufacturers' Association is announced to be held shortly when a new president for the forthcoming (fiscal) year will be elected. In a secretarial announcement matters of par- ticular interest are down to be discussed. More anon. The president of the Emerson Phonograph Co., Inc., Mr. Abrams, is at the Savoy Hotel, London, where I had the pleasure of a chat with him. On this trip he combines business and pleasure; the former I may have something to say about later on if certain plans mature. After leaving London Mr. Abrams intends to visit the Continent before returning home. Another Phase of False Advertising Under Ban Federal Trade Commission Prohibits Use oi Brand Names and Terms Designed to Mis- lead Public Regarding City of Origin Washington, D. C, July 7. — A decided im- provement in advertising ethics is being sought by the Federal Trade Commission, which has recently launched a campaign to eliminate the use by manufacturers and others of brand names and advertising terms which will mislead the public into thinking that the commodities ad- vertised are made in well-known trade centers when such is not a fact. Several instances of this have recently been taken up by the Commission, which has issued orders prohibiting the use of the word "Roches- ter" in connection with men's clothing not made in Rochester, N. Y., a center of the clothing industry. It has also prohibited the use of the word "Tampa" in connection with cigars made elsewhere than in the Tampa, Fla., district, and the word "Havana" in connection with cigars not actually made of tobacco grown in and im- ported from Cuba. The Commission now has before it other cases where "key" words are used to give the impres- sion that a commodity is made in a certain city or from certain ingredients when such is not a fact. It has taken up, for instance, use of the word "Sheffield" in connection with silver-plated ware not made in Sheffield, England, and will take up similar practices in other industries. It is the attitude of the Commission that the use of these "key" words misleads the public into thinking a commodity is produced in a certain city or from certain materials, and is an unfair method of competition with manufac- turers who do not resort to the same practice. TT1 YOU handle or are thinking of handling other t> products, in addition to talking machines and records— you need THE MUSIC TRADE REVIEW, which is the most authoritative and informa- tive business paper at your command, covering every branch of the music industry — pianos, players, repro- ducers, organs, automatics, band instruments, musical merchandise, small goods, sheet music, talking ma- chines, radio, etc., etc. Twelve to fourteen feature articles, showing how the other fellow is increasing his profits, appear each month in THE REVIEW— that's why it is the most profitable weekly paper in the field for you to read and why it will assuredly help you increase your profits. $2 Brings You 52 Issues of The Review. WATCH IN 1924 383 MADISON AVE. NEW YORK CITY Established 1876 — The Oldest and Largest in Its Field. 156 THE TALKING MACHINE WORLD July 15, 1924 LATEST PATENTS RELATING ToTALKING RECORDS Washington, D. C, July 9. — Tone Arm for Phonographs. Ramon Rodriguez, New York. Patent No. 1,495,359. This invention relates to phonographs and more particularly to the tone arms thereof and has for its object to provide a novel tone arm construction whereby the efficiency of the pho- nograph as a reproducing instrument is mate- rially improved. In the accompanying drawings, which show an example of the invention without defining its limits, Figure 1 is a side elevation of the tone arm; Fig. 2 is a sectional view on the line 2 — 2 of Fig. 1; Fig. 3 is a sectional view on the line 3 — 3 of Fig. 1; Fig. 4 is a fragmentary, in- verted plan view; and Fig. 5 is a detail view of a stop included in the construction. Sound-box for Talking Machines. Karakin Nalbantian, New York, Patent No. 1,491,723. This invention relates to sound boxes for talking machines and has for an object to pro- vide an improved construction which may be readily used with either zigzag or hill-and-dale records. The object of the invention is to pro- vide an improved construction of sound box adapted to be used with the usual talking ma- chine tone arm and adapt the tone arm to oper- ate properly in association with either hill-and- dale or zigzag grooved records. Another object is to provide a sound box in which the parts are so arranged that they may be readily re- moved but when in use are firmly clamped to- gether. Figure 1 is a side view of a sound box em- bodying the invention, the same being shown in connection with part of the tone arm of a talking machine; Fig. 2 is a view of the sound box shown in Fig. 1 approximately on line 2 — 2; Fig. 3 is a sectional view through Fig. 2 approximately on line 3 — 3, the same being on an enlarged scale; Fig. 4 is a sectional view through Figure 2 approximately on line 4 — 4, the same being on an enlarged scale. Sound Box. Anthony P. Frangipane, Kings- land, N. J., assignor to Wm. J. Bauer, New York. Patent No. 1,491,745. This invention relates to improvements in sound boxes for phonographs, one of the ob- jects being to provide means to vary the tones; in other words, to soften the tones at will and to a desired degree. To carry out the inven- tion a device or element is provided to restrain the vibrations of the stylus arm, or arm which imparts vibration to or receives same from a needle. The improved vibration restraining de- vice is adjustable longitudinally of the stylus arm in order that it can be caused to contact with the restraining element to a desired extent. The improved device can be incorporated with a sound box or may be in the form of an attachment. Figure 1 illustrates a top plan view of a sound box provided with the improvement; Fig. 2 is a sectional view thereof, partly in elevation, the section being taken on line 2 — 2 in Fig. 1 ; Fig. 3 is an enlarged sectional detail view, the section being taken on line 3 — 3 in Fig. 1; Fig. 4 is a similar view, the section being taken on line 4 — 4 in Fig. 1; Fig. 5 is a top plan view of a modified form of the invention, and Fig. 6 is a side view thereof. Sound Box and Attachment. Frank B. Crosier, University, Miss., assignor of one-half to Arthur B. Crosier, same place. Patent No. 1,495,888. This invention relates to an improved attach- ment for sound boxes of the type used in asso- ciation with sound reproducing machines, such as phonographs and the like. The object of the patent is to obtain better tone quality from reproduction machines through use of an attach- ment which functions as a weight so that the inertia of the system is increased, and for the inhibition of the vibratory action of the vibrat- ing bar of the sound box for the obtaining of tone betterment. In the recording of records using above, the object is to secure an inhibi- tion of the mechanical vibrations set up in the recording disc of the recording instrument, so that only the vibrations of the instruments played before the recording machine are re- corded on the recording record, so that from records obtained from original recording record, better tone quality is obtained, through inhibit- ing the mechanical vibrations induced in sound recording instrument. The attachment also acts as a resonant body, or in the capacity of an auxiliary sound board, which being capable of high vibration rates produces better tone pro- duction. The sound box and attachment func- tion in two capacities: First, for the obtaining of tone betterment in reproduction and record- ing; second, the inhibition of mechanical vibra- tions from a reproduction or recording machine, for obtaining better sound reproduction and recording. In the accompanying drawings Figure 1 is a side elevational view of one embodiment of the aforesaid device constructed in accordance with this invention, showing the same attached to a sound box, the housing for the casing being shown in section. Fig. 2 is a top plan view thereof with the casing in section. Fig. 3 is a sectional view taken substantially on the plane of the line 3 — 3 of Fig. 2. Fig. 4 is a view simi- lar to Fig. 1 disclosing a different embodiment of the invention. Fig. 5 is a top plan view thereof. Figs. 6 and 7 are sectional views taken substantially on the planes of the lines 6 — 6 and 7 — 7 respectively of Fig. 4. Fig. 8 is a detail perspective view of the device with the casing removed. Fig. 9 is a view similar to Fig. 4 dis- closing still another modified form of the in- vention. Fig. 10 is a view approximating that shown in Fig. 9 disclosing a slightly different embodiment of the invention. Fig. 11 is a view simulating Figs. 9 and 10 showing a further modification of the invention. Fig. 12 is a sec- tional view taken substantially on the plane of the line 12—12 of Fig. 11. Reproducer for Talking Machines. Carl Scrabic, Urbana, O. Patent No. 1,495,265. This invention relates broadly to talking ma- chines, and has particular reference to the re- producer structure thereof, the object of the in- vention being to provide a reproducer of simple and yet efficient construction, capable of being employed with records of standard manufacture and to be of a highly sensitive and accurately balanced character in order that the same may efficiently reproduce all of the sound undula- tions of a record in a clear, positive and pleasing manner. Figure 1 is a side elevation of a sound box constructed in accordance with the preferred principles of the invention. Fig. 2 is a trans- verse vertical sectional view taken through the sound box on the plan disclosed by the line 2 — 2 of Fig. 1. Fig. 3 is an edge elevation of the sound box and disclosing the same as employed for playing the so-called "hill and dale" type of record. Fig. 4 is a front elevation of a sound box with the parts positioned as shown in Fig. 3. Talking Machine Modulator. Carl Scrabic, Urbana, O. Patent No. 1,495,266. This invention has particular reference to an improved structure for regulating the intensity or volume of the sounds emitted from the am- plifier structures of talking machines. The primary object of the invention resides in the provision of a tone modulator of the aforesaid character wherein is embodied a pair of pivotally movable jaws which are relatively disposed in such manner that the same may be moved to increase or decrease the diameter of that portion of the amplifier structure in which the modulator is mounted, the construction being such that the modulator will simply tend, when substantially closed, to soften the tonal qualities of the sound vibrations without in any way sacrificing their real values. In other words, the modulator comprising the present in- vention is constructed with the view of not merely muffling sounds within an amplifier, as is common in past constructions, but with the view of merely lessening the sound intensity and at the same time preserving over-tones and partials. i July 15, 1924 THE TALKING MACHINE WORLD 157 LATEST PATENTS RELATING TO TALKING MACHINES AND RECORDS— (Continued from page 156) Figure 1 is a transverse vertical sectional view taken through the amplifier structure of a talk- ing machine and disclosing the location and construction of the modulator forming the sub- ject matter of the present invention. Fig. 2 is a similar view disclosing the jaws of the modu- lator in a position partially obstructing the am- plifier. Fig. 3 is a similar view disclosing the jaws in their fully closed position. Fig. 4 is a vertical longitudinal sectional view taken through the amplifier and the co-operative mod- ulator. Phonograph. Wm. T. Carnes, Kansas City, Mo., assignor to Carnes Artificial Limb Co., same place. Patent No. 1,495,951. This invention relates to phonographs, and the object thereof is to provide a resonator or horn which projects the tones through the bot- tom of the machine case. Also to provide a mute or muffler and controlling mechanism phonographs and the like, and more particularly to the means for mounting the stylus lever, or carrier, on the sound box whereby the sound Us/ therefor which can be positioned close to or spaced away from the resonator, or which can be used as a deflector to deflect the sound later- ally when desired. Figure 1 is a side elevation of the improved resonator and mute mechanism with the casing of the machine outlined thereabout. Fig. 2 is a front view of the same. Sound Reproducing Needle. Nelson C. Ovaitt, Detroit, Mich. Patent No. 1,495,609. The present invention particularly contem- plates an improved needle construction wherein the needle is automatically positioned in the holder and can thus be removed and reinserted numerous times without interfering with the sound reproducing qualities of the mechanism. A further very important feature of the inven- tion is the arrangement whereby the shank of the needle is so formed that the end of the needle cannot be shoved into the seat far enough to contact with the end of the seat, thus avoiding the possibility of double vibra- tion caused by the contact of the end of the needle with the seat. Other objects of the in- vention are to provide a construction whereby needles of the type now on the market can be economically formed or constructed to auto- matically position themselves in the holders; and in general to provide a new and improved needle construction of the character above re- ferred to. This invention is a substitute for the subject matter of applicant's prior applica- tion filed April 15, 1918. Serial No. 228,605. In the drawings Figure 1 is a perspective view of a sound box of a phonograph, showing one of the needles in use. Fig. 2 is an enlarged de- tail view of the needle. Fig. 3 is a cross-section on the line 3 — 3 of Fig. 2. Fig. 4 is a view showing the manner in which the end of the needle is automatically kept out of contact with the end of the seat. Phonograph Sound Box. Joseph Hoffay, New York. Patent No. 1,496,313. This invention relates to sound boxes for LESLEY'S PATCHING VARNISH Dries in 10 seconds; flows without showing a lap; making an invisible and permanent repair SEND $3.50 U. S. A. for our No. 24 Touch Up Outfit, consisting of I pint varnish, set of stains, polish and instructions Parcel Post Prepaid to Any Country Lesley's Chemical Co. Indianapolis, Ind. reproduction is greatly improved. An impor- tant feature of the invention resides in the fact that yielding forces are applied to the dia- phragm, said forces acting in opposite directions so that' the diaphragm is not only quickly re- sponsive to movement but also quickly returns to its normal state when displaced therefrom. Another feature of the invention relates to the complete insulation of the diaphragm from any sound vibrations not communicated through the stylus by the record. Figure 1 is a front elevation of one form of the improved stylus mounting. Fig. 2 is a front elevation of a form of mounting in which the stylus lever is forked. Fig. 3 is still another form, and differs from that shown in Fig. 2 in the manner of mounting the resilient rods or wires. Fig. 4 is a side elevation of Fig. 1. Fig. 5 is a side elevation of Fig. 2. Fig. 6 is a broken side elevation of Fig. 3. Fig. 7 is a bottom plan view of Fig. 3. Fig. 8 is a bottom plan view of Fig. 1. Fig. 9 is a bottom plan view of Fig. 2. Fig. 10 is a front elevation of still another and preferred form of the inven- tion. Fig. 11 is a part sectional and part side elevation thereof, showing the manner of mount- ing the stylus carrier and showing the manner in which the rods 7 and 8 pass through said carrier. Fig. 12 is a side elevation showing more particularly the manner of securing the ends of the rods by means of screws carried in the brackets carried by the casing. Fig. 13 is a bottom plan view, showing the substantial parallel arrangement of the rods 7 and 8. Fig. 14 is a detailed view showing the manner of engagement of the flat surface 15 of the stylus carrier with the notch in the sound box casing. Fig. 15 is a detailed view in perspective of the forked stylus carrier. Device for Counting Time. Adelaide L. Ewing, Des Moines, la. Patent No. 1,496,258. An object of the invention is to provide a simple device for counting the time for a stu- dent of music while practicing. A further ob- ject is to provide such a device which will be of such character as to attract the attention of the pupil. Another object is to provide in such a device means for accenting certain beats in a measure. More specifically, it is the object to embody such a device in a phonograph record wherein the beats may be expressed by means of a human voice, a triangle, a combination of the two, or by means of any sound which will be individual enough in character to attract the student's attention. In addition to the foregoing objects, it is con- templated to provide on the record means whereby the timing of the beats may be reg- ulated and determined by the use of the speed regulator on the phonograph. Figure 1 is a plan view of a phonograph rec- ord embodying the invention. Fig. 2 is a view of a central portion of a record, illustrating a table which may be printed on the record, whereby a tempo expressed on the music in words may be translated so as to enable a stu- dent to set the phonograph at the proper speed. Fig. 3 shows the central portion of the reverse side of the record shown in Fig. 2. Fig. 4 is an enlarged view of a portion of a record wherein every other beat is accented. Fig. 5 is an en- larged view of a portion of the record wherein every third beat is accented. Fig. 6 is an en- larged view of a portion of a record wherein one beat is accented and another beat is slightly accented. Fig. 7 shows a portion of a sheet of music upon which the tempo is expressed in two different forms. Fig. 8 is a sectional view of a record wherein the vibrations are produced vertically. Fig. 9 is a sectional view of the same taken on the line 9 — 9 of Fig. 8. Phonograph Lid Support. William G. Aldeen, Rockford, 111., assignor to National Lock Co., same place. Patent No. 1,496,965. This invention relates to a support for phono- graph lids adapted effectively to prevent the lid from dropping and also to insure the proper counterbalancing of the lid so that it may be left at will in either open, intermediate or closed position. One of the principal objects of the invention is to provide a support of exceedingly compact form which is arranged to be mounted above the motorboard at the hinge connection between the lid and the cabinet, thereby obviating the necessity for making holes in the motorboard which, besides being unsightly, are objection- able in that dust and dirt and frequently repro- ducer needles fall through them and lodge in the driving mechanism suspended under the motorboard. The manner of attachment, furthermore, enables individual users to procure the support as an accessory and to apply the same to replace the ordinary prop type of sup- ports with which phonographs have commonly been equipped in the past. In the accompanying drawings illustrating a preferred embodiment of the invention Fig. 1 is a vertical section through the upper rear por- tion of a phonograph of the dome type, showing a lid support constructed in accordance with the invention operatively connected between the cabinet and the lid thereof, the lid being illus- trated in open position. Fig. 2 is a similar view showing the lid support in section, the phono- graph lid having been moved to closed position. Fig. 3 is a transverse sectional detail of a por- tion of the lid support and is taken on the line 3 — 3 of Fig. 2. Fig. 4 is a view similar to Fig. 1 showing the support applied to a phonograph of the console type. Fig. 5 is a sectional de- tail on a reduced scale of a phonograph cabinet illustrating how, in accordance with the inven- tion, a single lid support may be attached at the middle of the lid to support the same without causing it to warp. The D. Z. Phillips Co., Pueblo, Colo., has completed alterations which afford more floor space for the music department. REPAIRS All Makes of Talking Machines Repaired Promptly and Efficiently REPAIR PARTS FOR ALL MACHINES ANDREW H. D0DIN 28 Sixth Avenue New York TELEPHONE. SPRING 1194 158 THE TALKING MACHINE WORLD July 15, 1924 ^RECORD BULLETINS/^ August, 1924 Victor Talking Machine Go. 10 LIST FOR JUNE 27 45419 Out Fishin- and The Junk Box — Recitations, Edgar Guest Bread and Gravy and Pretending Not to See — Recitations Edgar Guest 19347 June Brought the Roses Marcia Freer Waiting for the Dawn and You.... Lewis James DANCE RECORDS 19345 Pale Moon — Fox-trot, Paul Whiteman and His Orch. Fox-trot Classique — "From the Land of the Sky Blue Water"— "To a Wild Rose," Jean Goldkette and His Orch. 19344 Big Boy!-— Fox-trot — Ted Weems and His Orch. Savannah — Fox-trot. .Ted Weems and His Orch. 19346 Wa-Wa-Waddle Walk— Fox-trot, Waring's Pennsylvanians Nobody's Sweetheart — Fox-trot, Charles Dornberger and His Orch. 1012 Music of the Spheres — Molto Lento (Rubinstein), FTonzaley Quartet Quartet No. 3 in E Flat Minor — Scherzo (Tschaikowsky) Flonzaley Quartet 1013 Maria, Mari! (Di Capua) — Neapolitan, Rosa Ponselle Carme (De Curtis) — Italian Rosa Ponselle FEATURE RECORDS 704 Simple Confession (Thome) — Violoncello Solo, Kindler Killarney (Balfe) — Violoncello Solo. . .Kindler 45304 Song of Love (from "Blossom Time"), Marsh- Dadmun Serenade (Donnelly-Romberg, Murphy-Orpheus Quartet LIST FOR JULY 3 19324 Face to Face Henry Burr Pass Me Not, O Gentle Saviour, Charles Harrison- Clifford Cairns 19295 Lady Moon (2) The Village Dance, Anna Howard-Laura Littlefield I Know a Bank.. Anna Howard-Laura Littlefield 19352 Tom Boy Blues The Duncan Sisters Bull Frog Patrol The Duncan Sisters DANCE RECORDS 19353 Paradise Alley — Fox-trot, Paul Whiteman and His Orch. Where the Rainbow Ends — Fox-trot, Paul Whiteman and His Orch. 19351 A Thousand Kisses— Waltz, International Novelty Orch. Apache Dance International Novelty Orch. 19354 I'm On My Way Back Home — Fox-trot, Charles Dornberger and His Orch. Just to be Held in Your Arms — Fox-trot, Charles Dornberger and His Orch. RED SEAL RECORDS 1015 By the Waters of Minnetonka (An Indian Love Song) (Lieurance) Renee Chemet Under the Leaves (Thome) Renee Chemet 952 Napulitanata (Fair Maiden of Naples) (Di Giacomo-Costa) — Neapolitan Tito Schipa Chi se nne scorda cchiu! (Oh, How Can I For- get!) (Marvasi-Barthelemy) Tito Schipa FEATURE RECORDS 725 Melody in A Major (Dawes) — Violin Solo, Kreisler Paradise (Viennese Folk Song) (Krakauer- Kreisler) Kreisler 55093 American Fantasie — Part I ("Hail Columbia" — "Old Folks at Home") Herbert's Orch. American Fantasie — Part II ("The Girl I Left Behind Me" — "Dixie" — "Columbia, the Gem of the Ocean" — "Star Spangled Banner"), Herbert's Orch. ADVANCE LIST FOR JULY 11 45420 In the Garden of To-morrow (Graff, Jr. — Depp en) Elsie Baker My Thoughts of You (Rosamonde-Davis), Elsie Baker" 19355 You Know Me Alabam, Georgie Price with The Troubadours Nobody's Child, Georgie Price with The Troubadours INSTRUMENTAL RECORD 19331 La Gazza Ladra — Overture — Part I (The Thiev- ish Magpie) (Rossini). Victor Symphony Orch. La Gazza Ladra — Overture — Part II, Victor Symphony Orch. DANCE RECORDS 19356 To-night's the Night— Fox-trot, Philip Spitalny and His Orch. Just Leave Me Alone — Fox-trot, Jack Chapman and His Drake Hotel Orch. 19357 There's No One Just Like You— Fox-trot. 10 10 10 10 10 111 111 10 10 10 10 10 10 10 10 10 10 10 10 10 10 10 10 10 10 10 10 10 10 10 10 10 10 10 10 10 12 12 10 10 10 .10 10 10 19362 1022 945 6143 16529 19335 19358 19359 19363 19360 19361 6457 6456 770 17701 Coon-Sanders Original Night Hawk Orch. Why Don't My Dreams Come True — Fox-trot, Coon-Sanders Original Night Hawk Orch. Good Night Sleep Tight — Fox-trot, Waring's Pennsylvanians I'm Haunted by That Swanee River Song — Fox-trot Waring's Pennsylvanians RED SEAL RECORDS Widmung (Dedication) (Schumann) — In German, Maria Jeritza Dein blaues Auge (So Clear Thine Eyes) (Brahms) — In German...: Maria Jeritza Brown October Ale (from "Robin Hood") (Smith-De Koven), Reinald Warrenrath Stein Song (Hovey-Bullard), Reinald Warrenrath FEATURE RECORDS Aloha Oe (Farewell to Thee) (with Orpheus Quartet) Gluck My Old Kentucky Home (with Male Chorus) (Foster) Gluck La Paloma (The Dove) Sousa's Band Over the Waves Waltz Pryor's Band LIST FOR JULY 18 Love's First Kiss Delia Baker Out of the Dusk to You Delia Baker Just for Remembrance Elliott Shaw Just Some Roses Lewis James Hard Times Eddie Hunter Mamie Eddie Hunter INSTRUMENTAL RECORD On the Mall — March The Goldman Band The Pioneer — March The Goldman Band DANCE RECORDS That's the Tune — Fox-trot, Charles Dornberger and His Orch. Tropical Palms — Fox-trot, Charles Dornberger and His Orch. Lonely Little Wallflow'r — Fox-trot, The Benson Orch. of Chicago Worryin' Blues — Fox-trot, Philip Spitalny and His Orch. RED SEAL RECORDS Album Leaf — Romance (Albumblatt) (Wagner- Wilhelmj) Mischa Elman The Gondolier's Song — Gondoliera (Ries), Mischa Elman Lucrezia Borgia — Vieni la mia vendetta (Haste Thee, for Vengeance) (Donizetti)— In Italian, Jose Mardones Pipele — Questa notte mentre a letto' (At Night While Sleeping) (De Ferrari) — In Italian, Jose Mardones FEATURE RECORDS Little Grey Home in the West (Eardley-Wilmot- Lohr) — 'Cello by Bourdon McCormack Mavis (Lefevre-Craxton) McCormack Hawaiian Waltz Medley — Hawaiian Guitars, Pale K. Lua-David Kaili Kilima Waltz — Hawaiian Guitars, Pale K. Lua-David Kaili 12 12 10 10 Columbia Phonograph Go. COLUMBIA NEW PROCESS RECORDS DANCE RECORDS 135-D From One Till Two (Bard-Hoover) — Fox-trot, Paul Specht and His Hotel Alamac Orch. Forget Me Not (Conrad-Hanbury-Gillen) — Fox-trot, Paul Specht and His Hotel Alamac Orch. 142- D Doodle Doo Doo (Kassel-Stitzel) — Fox-trot, (Direction of Frank Guarente), The Georgians Savannah (Fisher) — Fox-trot (Direction of Frank Guarente) The Georgians 131-D Why Did I Kiss That Girl? (King-Henderson) — Fox-trot (Incidental Chorus by Billy Jones) Columbia Novelty Orch. On, Baby! (Donaldson) — Fox-trot (Incidental Chorus by Billy Jones), Columbia Novelty Orch. 134-D Spain (Jones) — Tango Fox-trot, Leo F. Reisman and His Orch. Driftwood (Gold) — Fox-trot, Leo F. Reisman and His Orch. 143- D When Dixie Stars Are Playing Peek-a-Boo (Bernard-Henning) — Fox-trot. The Columbians I Love Mizzoura (Silverman-Kippel) — Fox- trot The Columbians 139-D Adoration Waltz (Magine) . . .The Romancers Colorado (Hirsch-Dellon) — Waltz, The Romancers 144- D Ground Hog Blues (Gray)— Blues Fox-trot, The Tennessee Tooters Chattanooga (Down in Tennessee) (Grainger- 10 10 10 10 10 10 10 10 10 10 10 10 10 ho-: 136- 132-: 133- 141- 138- 130-: Ricketts) — Blues Fox-trot, The Tennessee Tooters POPULAR SONGS |-D Monkey Doodle (Morse) — Columbia Novelty Orch. Accomp Eddie Cantor Oh, Papa! (Elman) — Columbia Novelty Orch. Accomp Eddie Cantor '-D Bringin Home the Bacon (Bannister-Colwell- Van-Schenck) — Comedienne with "The Georgians" (Direction of Frank Guarente), Blossom Seeley A New Kind of Man With a New Kind of Love for Me (Clare-Flatow) — Comedienne with "The Georgians" (Direction of Frank Guarente Blossom Seeley -D Hinky Dinky Parlay Voo (Dubin-McHugh- Mills-Dash) — Tenor and Baritone Duet, Billy Jones and Ernest Hare I'm Gonna Bring a Watermelon' (Conrad) — Tenor and Baritone Duet, Billy Tones and Ernest Hare D Wait'll You See My Gal ( Sullivan- Wilber)— Male Quartet — Orch. Accomp., Shannon Four Any Old Time at All (Ringle)— Male Quartet Orch. Accomp Shannon Four -D Deep In My Heart (Schenck) — Tenor Solo — Orch. Accomp Lewis Tames Old Familiar Faces (Edwards) — Tenor Solo — Orch. Accomp Lewis James -D Memory Lane (Spier-Conrad) — Mezzo-Soprano — Tenor Solo — Orch. Accomp.. May Meredith-Lewis Tames Where the Rainbow Ends (Ayer)— Mezzo- Soprano — Tenor Solo — Orch. Accomp.. May Meredith-Lewis James NOVELTIES -D The Wreck of the Southern Old '97— Har- monica and Guitar — Vocal Chorus, Ernest Thompson Are You From Dixie (Cobb) — Harmonica and Guitar — Vocal Chorus. ... Ernest Thompson 129-D Big-Eyed Rabbit — Fiddle and Banjo— Vocal .Samantha Bumgarner-Eva Davis Jones — Banjo — Vocal Chorus, Eva Davis the Wedding — Accordion Novelty with Singing Francis Quinn Miss Wallace's Reel — Fiddle Novelty, Francis Quinn NEGRO SPIRITUALS 128-D Deep River (Burleigh) — Negro Spiritual — Carroll Clark with Fletcher Henderson at the Piano I'm So Glad Trouble Don't Last Alway (Dett) — Negro Spiritual — Carroll Clark with Fletcher Henderson at the Piano 20018- D I'm Falling in Love With Some One(Herbert) — Tenor Solo — Orch. Accomp., Tandy Mackenzie Flirtation (Meyer-Helmund) — Tenor Solo — Orch. Accomp Tandy Mackenzie 30007-D A Little Coon's Prayer (Hope)— Soprano Solo with Male Quartet, Alice Nielsen-Shannon Four Nebber Min', Mah Honey (Riker) — Soprano Solo with Male Quartet Alice Nielsen-Shannon Four 20019- D To Spring (Grieg)— Violin Solo with Samuel Chotzinoff at the Piano. ... Sascha Jacobsen Capriccio-Valse (Wieniawski) — Violin Solo with Samuel Chotzinoff at the Piano, Sascha Jacobsen NEGRO RECORDS 14022- D Mean Papa Turn in Your Key (Miller) — Guitar and Piano Accomp Clara Smith Back Woods Blues (Brooks) — Guitar and Ukulele Accomp ....Clara Smith 14023- D Hateful Blues (Bradford)— Violin and Piano Accomp Bessie Smith Frankie Blues (Bradford) — Violin and Piano Accomp Bessie Smith 14021-D Cold Weather Papa (Miller) — Clarinet and Piano Accomp Clara Smith War Horse Mama (Miller) — Clarinet and Piano Accomp Clara Smith -D Ground Hog Blues (Gray) — Blues Fox-trot, The Tennessee Tooters Chattanooga (Down in Tennessee) (Grainger- Ricketts) — Blues Fox-trot, The Tennessee Tooters Chorus. Wild Bill 137-D Haste to 144-: 10 10 10 10 10 10 10 10 10 10 10 in 10 10 10 1U 10 10 10 10 10 10 10 10 10 10 10 10 10 10 10 Brunswick Records 15076 Heart O' Mine (Victor Herbert) — Soprano, with Orch., Violin Obbligato by Fredric Fradkin, Florence Easton Where iEk& Iw ^o l«' back, back Vheye the dream -y Wa- basb fLo-vs Yes sir- 1 could -wl II<» HO Pllll Ifta. ~ ' July IS, 1924 THE TALKING MACHINE WORLD 159 ADVANCE RECORD BULLETINS FOR AUGUST— (Continued from page 158) Over the Hills (Logan) — Soprano, with Orch., Florence Easto« 15077 Serenade (Drigo)— Tenor, with Orch., Mario Chamlee The Old Refrain(Mattullath-Kreisler)— Tenor, with Orch., Violin Obbligato by Fredric Frad- kin Mario Chamlee 15078 Noche Serena (Serene Night) — Baritone, with Orch. (Spanish-American Folic Song) — In Spanish Giuseppe Danise Linda Mia (Spanish Folk Song) — Baritone, with Orch. (Arr. by Sturgis-Blake) — In Spanish, Giuseppe Danise 50050 Liebesfreund (Kreisler) — Soprano, with Orch. — ■ In German Maria Ivogun O Schoner Mai (O Lovely May) (Strauss) — Soprano, with Orch. — In German. . .Maria Ivogun 5198 No Night There (City Four Square) (Tlements- Danks) — Contralto and Male Trio, with Orch., Elizabeth Lennox and Male Trio The Promised Land (Moore) — Contralto, with Orch Elizabeth Lennox 20023 Faust— Ballet Music (Cleopatra and Her Golden Cup) (Gounod) — Concert Orch., Capitol Grand Orch., (Capitol Theatre, New York), Erno Rapee, Conductor Faust — Ballet Music (Dance of the Trojan Maid- ens) (Cleopatra and Her Nubian Slaves) (Gounod) — Concert Orch., Capitol Grand Orch. (Capitol Theatre, New York), Erno Rapee, Conductor 2638 Visiting the Old Home Town— Part I— Mono- logue Senator Ford Visiting the Old Home Town — Part II — Mono- logue Senator For' 2634 Wait'll You See My Gal (Sullivan-Wilber)— Fox-trot, for Dancing, .... Bennie Krueger's Ore Easy Coin' Man (MacBoyle-Layton) — Fox-trot, for Dancing Bennie Krueger's Orch. 2635 Drifting to You (Gunnell-Smith-Short)— Tenor and Male Trio, with Orch., James Sheridan and Male Trio Tell Me You'll Forgive Me (Hibbeler-Anderson), Tenor and Baritone, with Orch., Charles Harrison-Elliott Shaw 2632 Where Is That Old Girl of Mine (Gus Kahn- Isham Jones — Fox-trot, for Dancing — With Vocal Chorus Ray Miller and His Orch. Mama's Gone, Good Bye (Bocage-Piron) — Fox- trot, for Dancing Ray Miller and His Orch. 2633 Step, Henrietta (De Sylva-Meyer) — Fox-trot, for Dancing Oriole Orch. You'll Never Get to Heaven With Those Eyes (Clarke-Leslie-Monaco) — Fox-trot, for Danc- ing Oriole Orch. 2627 Hoodoo Man (Brown) — Fox-trot, for Dancing, Herb. Wiedoeft's Cinderella Roof Orch. Oh, Peter! (Wiedoeft-Rose-Stafford)— Fox-trot, for Dancing, Wiedoeft's Cinderella Roof Orch. 2628 My Beautiful Mexican Rose (Based on "Cielito Lindo") (Ash-Dolin-Mills) — Fox-trot, for Dancing Paul Ash and His Granada Orch. Oriental Love Dreams (Burtnett-Kerr-Miller) — - Fox-trot, for dancing, Paul Ash and His Granada Orch. 2631 Mandalay (Burtnett-Lyman-Arnheim) — Fox-trot, for Dancing; Vocal Chorus by Charles Kaley, Abe Lyman's California Orch. Sweet Little You (Bibo) — Fox-trot, for Danc- ing; Vocal Chorus by Charles Kaley, Abe Lyman's California Orch. 2629 Driftwood (Kahn-Gold) — Fox-trot, for Dancing, Paul Ash and His Granada Orch. Wa Wa Waddle Walk (Coburn-Zany-Rose)— Fox-trot, for Dancing, Paul Ash and His Granada Orch. 2636 Spain (Gus Kahn-Isham Jones) — Tenor, with Orch Allen McQuhae Forget-Me-Not (Conrad-Hanbury-Gillen) — Tenor, with Orch Allen McQuhae 2630 Helen Gone (Rose-Johnson-Owens) — Fox-trot, for Dancing Vic Meyers and His Orch. ' Springtime Rag (Pratt) — Fox-trot, for Dancing, Vic Meyers and His Orch. 2637 I Need Some Pettin' (Kahn-Fiorito-King)— Fox-trot, for Dancing Oriole Orch. Little Old Clock on the Mantel (Fiorito-Kahn) — Fox-trot, for Dancing Oriole Orch. Edison Disc Records ALREADY RELEASED SPECIALS 80789 Red Rose of Spain (Coralito Mine), Gregor Skolnik and His Orch. Until Tomorrow (Hasta Manana), Gregor Skolnik and His Orch. 82320 Dove son? — Loreley Claudio Muzio Merce, dilette amiche (To All, Dear Loyal Friends) — Vespri Siciliani Claudia Muzio 82321 Wiener Volkslied (Vienna Folk Song)— Violin Solo Carl Flesch Lied ohne Worte (Song Without Words) — Vio- lin Solo Carl Flesch 51348 Softly, Unawares Imperial Marimba Band Mexican Kisses (Habanera) .Imperial Marimba Band 51350 Humoreske — Piano Solo May A. Meyer Melodie in F (Transcription) — Piano Solo, Ferdinand Himmelreich 80790 Ivory Palaces Aida Brass Quartet Brightly Gleams the Silvery Starlight. Aida Brass Quartet 51349 Pal of My Dreams Charles Hart Little Pal of Long Ago Charles Hart-Helen Clark 80792 Eres tu — Spanish Jose Mojica Golondrina Mensajera — Spanish Jose Mojica FLASHES 51343 Spain — Fox-trot. ... Harry Raderman's Dance Orch. Don't Blame It All on Me — Fox-trot, Tommy Monaco's Orch. 51346 Savannah (The Georgiana Blues) — Fox-trot, Georgia Melodians You Are Too Sweet for a Dream — Fox-trot, The Merry Sparklers 51347 Teapot Dome Blues — Fox-trot. .. .Georgia Melodians When Dreams Come True — Fox-trot, The Merry Sparklers 51351 Paradise Alley (From "Paradise Alley") — Fox- trot, Song by Arthur Hall, Harry Raderman's Dance Orch. Bringin' Home the Bacon — Fox-trot, Song by Vernon Dalhart Kaplan's Melodists 51352 Burning Kisses — Fox-trot Kaplan's Melodists What's To-day Got to Do With To-morrow — Fox-trot Tommy Monaco's Orch. 51355 Driftwood — Fox-trot, Song by Arthur Hall, Harry Raderman's Dance Orch. Love Is Just a Gamble (Take Another Chance) — Fox-trot, Song by Arthur Hall, Nathan Glantz and His Orch. GENERAL GROUP 51344 Hawaiian Twilight MacDowell Sisters Dear Evelina, Sweet Evelina (Intro.: "Waia- lae") MacDowell Sister* H345 If I Can't Sing About My Mammy (I Don't Want to Sing at All), George Wilton Ballard and Chorui The Roll of Honor" Would you buy clothes oftener or wear them longer — if ready-made suits were priced 66-2/3% higher to enable the manufacturers to take back dealers' unsold stocks? $1.25 word rolls cost 66-2/3% more than U. S. Word Rolls at 75c. Player rolls are the very life of the player industry. Aren't you really pay- ing for the unlimited return privilege, instead of the player owners, through lost player and roll sales and needless repossessions? U. S. WORD ROLLS AT 75c ARE PRICED TO SELL! U. S. Rolls Are Not Competitive! Neither Dealers in Nor Makers of Musical Instruments Are Financially inteiested in the Manufacture of U. S. Rolls UNITED STATES MUSIC COMPANY 2934-2938 West Lake Street, Chicago 122 Fifth Avenue. New York Sell U. S. Rolls— You'll Sell More Players! Where Have Those Old-Timers Gone? Vernon Dalhart-Ed. Smalle 51354 The Buckeye Medley Quadrille — Champion Old- Time Fiddler John Baltzell Money Musk Medley (Reels) (Intro.: "Baltzell Reel") — Champion Old-Time Fiddler, John Baltzell 80791 Coriolan Overture — Part 1.. American Concert Orch. Coriolan Overture — Part 2.. American Concert Orch. 51353 Any Old Time at All James Doherty Immigration Rose James Doherty NORWEGIAN RECORD 78018 Mit Hjerte og min Lyre Carsten Woll Taaren Carsten Woll SWEDISH RECORD 78019 Svarmeri Carsten Woll Om dagen vid mitt arhete Carsten Woll Edison Blue Amberol Records 4879 4880 4881 4882 4883 4884 4885 4886 What'U I Do Betsy Lane Shepherd-Charles Hart Wop Blues — Slow Fox-trot Georgia Melodians It Looks Like Rain Ernest Hare Wait'll You See My Gal— Fox-trot, Georgia Melodians I Popped the Question to Her Pop Billy Jones Lonesome (As Can Be) — Fox-trot, Harry Raderman's Dance Orch. In the Evening Vernon Dalhart-Ed. Smalle Life and Love Seem Sweeter After the Storm — Fox-trot Harry Raderman's Dance Orch. Aeolian Go. VOCALION RECORDS OPERATIC 70039 Mira, di acerbe lagrime (Here at thy feet a sup- pliant) (From "II Trovatore") (The Trouba- dour) (Verdi) — Soprano and Baritone, in Italian; Aeolian Orch. Accomp. (Conducted by Gennaro Papi, Metropolitan Opera House Conductor) Rosa Raisa-Giacomo-Rimini Ernani! Ernani! involami (Ernani, Fly With Me) (From "Ernani") (Verdi) — Soprano, in Italian; Aeolian Orch. Accomp. (Conducted by Gennaro Papi, Metropolitan Opera House Conductor) Rosa Raisa 48003 Blick' ich umher in diesem edlen Kreise (Gaz- ing around upon this fair Assembly) (From "Tannhauser") (Richard Wagner) — Baritone, in German; Harp and 'Cello Accomp. (Re- corded in Europe) Joseph Schwarz Valentins Gebet (Valentine's Prayer) (Even the 12 12 12 Bravest Heart) (From "Faust") (Gounod) — Baritone, in German; Orch. Accomp. (Re- corded in Europe) Joseph Schwarz SACRED 60060 Abide With Me (Lyte-Monk) — Soprano; Aeolian Orch. Accomp May Peterson Softly Now the Light of Day (Gottschalk) — So- prano; Aeolian Orch. Accomp., May Peterson INSTRUMENTAL 35039 Rustle of Spring (Fruhlingsrauschen) (Sinding) (Recorded in Europe), Stern's Orch. (Hotel Adlon, Berlin) Autumn Airs (Herbstweisen) (Emil Waldteufel) — Waltz, in concert time (Recorded in Eu- rope).... Stern's Orch. (Hotel Adlon, Berlin) 35040 Cantabile (Cesar Cui) — 'Cello Solo, Piano Ac- comp. (Recorded in Europe), Arnold FSldesy Nina (Pergolese) — 'Cello Solo, Piano Accomp. (Recorded in Europe) Arnold Foldesy 35041 Angel's Serenade (La Serenata) (G. Braga) — Violin, 'Cello, Piano (Recorded in Europe), Berlin Instrumental Trio None But the Lonely Heart (Tschaikowsky) — ■ Violin, 'Cello, Piano (Recorded in Europe), Berlin Instrumental Trio 14826 Estudiantina Waltz (Emil Waldteufel)— In con cert time Aeolian Light Orch Amoureuse (Berger) — Waltz, in concert time, Aeolian Light Orch 14827 Vision of Salome (Valse Orientale) (Joyce) — Accordion Solo A. Palet Gallarini Valse Bleue (Margis) — Accordion Solo, A. Palet Gallarini DANCE 14816 Shine (Ford Dabney) — Fox-trot, The Bar Harbor Society Orch. It Ain't Gonna Rain No Mo' (Hall) — Novelty Fox-trot; Vocal Chorus by Irving Kaufman, The Bar Harbor Society Orch. 14810 Spain (Isham Jones) — Fox-trot, The Ambassadors Savannah (The Georgianna Blues) (Fred Fish- er)— Fox-trot The Ambassadors 14820 Oriental Love Dreams (Burtnett-Miller) — Fox- trot (Under the direction of Louis Katzman), The Ambassadors The Hoodoo Man (Brown) — Fox-trot, Ben Selvin and His Moulin Rouge Orch. 14822 I Can't Get the One I Want (Handman)— Fox- trot Ben Bernie and His Orch. Driftwood (Kahn-Gold) — Fox-trot, Ben Bernie and His Orch. 14823 (If You Don't Want Me) Stop Doggin' Me (Continued on page 160) 12 10 in 12 12 12 12 12 12 10 10 10 10 10 10 10 10 10 10 10 10 160 THE TALKING MACHINE WORLD July 15, 1924 ADVANCE RECORD BULLETINS FOR AUGUST— (Continued from page 159) 'Round (Van Annan-Hughes) — Fox-trot (Un- der the direction of Louis Katzman), The Ambassadors Tell Me If You Want Somebody Else (Austin- Bergere) — Fox-trot (Under the direction of Louis Katzman) The Ambassadors VOCAL 14819 Don't Mind the Rain (Miller-Cohn)— Eox-trot, Accomp. by Selvin's Orch. . .Irving Kaufman Why Did I Kiss That Girl? (Henderson)— Fox- trot, Accomp. by Selvin's Orch., Irving Kaufman 14817 (What has become of) Hinky Dinky Parley Voo? (Dubin-Mills) — Comedy Song, Orch. Ac- comp Billy Jones It Looks Like Rain (Hall) — Comedy Song, Orch. Accomp Ernest Hare 14821 A Thousand Miles From Here (Austin-Bergere) — Comedy Duet, Accomp. by Piano Duet and Saxophone Austin-Bergere All Day Long (Austin-Bergere) — Blues Duet, Accomp. by Piano and Trumpet, Austin-Bergere VOCAL— RACE 14818 I Don't Want Nobody That Don't Want Me (Higgins-McCoy)- — Blues, Piano Accomp. by Edgar Dowell Viola McCoy Mamma Mamma (Don't Love Her Papa No More) (Edgar Dowell) — Blues, Piano Ac- comp. by Edgar Dowell Viola McCoy 14825 Black Star Line (Dowell- Williams)— A West Indian Chant, Piano. Accomp. by Edgar Dow- ell Rosa Henderson Barbadoes Blues (Dowell-Williams) — Piano Ac- comp. by Edgar Dowell Rosa Henderson DANCE— RACE 14828 Strutter's Drag (Blues) (Coleman- Warfield)— Slow Fox-trot, F. Henderson and His Club Alabam Orch. I Don't Know and I Don't Care (Blues) (Fletcher Henderson) — Slow Fox-trot, F. Henderson and His Club Alabam Orch. SPECIAL RECORDS FOR SOUTHERN STATES 14809 The Wreck on the Southern 97— Guitar and Mouth Harp George Reneau The Blind Musician of the Smoky Mountains Lonesome Road Blues — Guitar and Mouth Harp, George Reneau The Blind Musician of the Smoky Mountains 14811 You Will Never Miss Your Mother Until She Is Gone (Carson-Brockman) — Ballad, Guitar and Harp George Reneau The Blind Musician of the Smoky Mountains Life's Railway to Heaven (Abbey-Tillman) — Hymn, Guitar and Mouth Harp, George Reneau The Blind Musician of the Smoky Mountains 14812 Turkey in the Straw — Reel, with Dance Calls; Guitar and Mouth Harp George Reneau The Blind Musician of the Smoky Mountains Little Brown Jug — Guitar and Mouth Harp, George Reneau The Blind Musician of the Smoky Mountains 14813 Casey Jones — Guitar and Mouth Harp, George Reneau The Blind Musician of the Smoky Mountains Arkansaw Traveler — Reel, Guitar and Mouth Harp George Reneau The Blind Musician of the Smoky Mountains 14814 Here, Rattler, Here (Calling the Dog) — Guitar and Mouth Harp George Renau The Blind Musician of the Smoky Mountains When You and I Were Young, Maggie (J. A. Butterfield) — Guitar and Mouth Harp, George Reneau The Blind Musician of the Smoky Mountains 14815 Blue Ridge Blues (Roy B. Carson)— Guitar and Mouth Harp George Reneau The Blind Musician of the Smoky Mountains Susie Ann (Austin-Bergere) — Guitar and Mouth Harp . George Reneau The Blind Musician of the Smoky Mountains Odeon Records (RECORDED IN EUROPE) 3098 Madame Butterfly — Fantasie, Part I (Puccini) — Orch Michailow and His Orch. Madame Butterfly — Fantasie, Part II (Puccini) — Orch Michailow and His Orch. 3099 Kol Nidrei— Part I (Bruch)— Orch., Marek Weber and His Orch. Kol Nidrei— Part II (Bruch)— Orch., Marek Weber and His Orch. 5041 Parsifal — Oh, Wunden-Wundervoller Heiliger Speer! (Oh, wounding, wonderful and hal- lowed spear!) (Wagner) — Basso, with Orch. Accomp. (Sung in German) . .Michael Bohnen Parsifal— Titurel, Der Fromme Held (Titurel, the pious Lord) (Wagner) — Basso, with Orch. Accomp. (Sung in German) . .Michael Bohnen Okeh Records DANCE RECORDS 40101 Christine (Amy Loposer-C. E. Murphy) — Fox- trot (Recorded in New Orleans), Original Crescent City Jazzers Sensation Rag — Fox-trot (Recorded in New Orleans) Original Crescent City Jazzers 40106 From One Till Two (I Always Dream of You) (Joe Hoover) — Fox-trot, Chubb-Steinberg Orch. of Cincinnati Walking, Talking Dolly (Harold Robe)— Fox- trot Chubb-Steinberg Orch. of Cincinnati 40107 Blue Evening Blues (Art Kahn-Vic. Burton)— Fox-trot. .Chubb-Steinberg Orch. of Cincinnati Horsey! Keep Your Tail Up (Keep The Sun Out of My Eyes) (Walter Hirsch-Bert Kap- lan)— Fox-trot, with Singing Chorus, Chubb-Steinberg Orch. of Cincinnati 40111 Big Boy! (Jack Yellen-Miiton Ager) — Fox-trot, Vocal Chorus by Billy Jones — The Lanin Orch. Oh Baby (Don't Say No, Say Maybe) (Bud De Sylva- Walter Donaldson) — Fox-trot, The Lanin Orch. 40112 Adoration Waltz (Frank Magine)— Waltz, Green Brothers' Novelty Band Oriental Love Dreams (Earl Burtnett-Henry Miller) — Fox-trot, Green Brothers' Novelty Band 40113 Frankie and Johnny — Fox-trot (Recorded in New Orleans). . .Fate Morables Society Syncopators Pianoflage (Roy Bargy) — Fox-trot (Recorded in New Orleans), Fate Morables Society Syncopators 40117 You Don't Know My Mind Blues (Clarence Williams-Virginia Liston-Sam Gray) — Fox-trot, Jamaica Jazzers West Indies Blues (Edgar Dowell-Spencer Wil- liams-Clarence Williams) — Fox-trot, Jamaica Jazzers 40123 After the Storm (Jack Nelson) — Fox-trot, Vincent Lopez and His Hotel Penn. Orch. For-Gct-Me-Not (Means Remember Me) (Art Conrad-Harry Hanbury-Frank Gillen) — Fox- 10 10 12 12 12 12 12 12 10 10 10 10 10 10 10 10 10 10 10 10 10 10 10 40124 40125 40114 40126 40127 40128 trot, v'incent Lopez and His Hotel Penn. Orch. Georgia Blues (Billy Higgins-W. Benton Over- street) — Fox-trot. . Lanin s Arkansaw Travelers Lost-My-Baby Blues (Ray Hibbeler) — lox-trot, Lanin s Arkansaw Travelers The Hoodoo Man (i\acio Herb Brown) — rox- trot Lame Elkins and' His Orch. Jealous (Jack Little) — 1 ox-trot, Eddie Llkins and His Orch. VOCAL klCOKds Back in Hackensack, New Jersey (Art L. Beiner- Dan A. i\.usso> — lenor Duet, with Ukulele Accomp. Dy narry Keser, Vernon Dalhart-Ed. Smalle Red Nose (Where Did iou Get Tnat i\ose) (Lew Brown-Morris Davidson-Leo Scott) — lenor Solo Accomp. by .frank lerera Ino, Billy Jones 40115 Love Has a Way (Victor L. Schertzinger) — Xenor Solo Accomp. Dy Justin King Irio, Juan Harrison Just for Remembrance (Bring Me a Red, Ked Rose) (Mitcneil I'arisn-Lieanor Voung-Harry D. Squires J — lenor Solo Accomp. by Justin Ring ino Vernon Dalhart 40116 What's lo-uay (Jot to Do Vvitii lo-morrow? (Waiter uuuamsun) — Baritone Solo Accomp. by Justin King Ino i>ernard Ferguson Waiting ior the Dawn and You (Irving caesar- Leo Edwards) — Uaritone Solo Accomp. Dy Justin King irio Bernard lerguson 40122 The Unky unky Sextette Band (King-Hager; — Male quartet Accomp. by Banjo and Drums, National Male Quartet Street Corner Quartet (National Male Quartet — Male yuartet national Male Quartet Any Uld lime at All (Dave Kingie) — Male Quar- tet, witn Ukulele Accomp. by Harry Keser, Shannon .tour Swanee River Rose (Frank Davis-bam Braver- man) — Male yuartet, with Ukulele Accomp. by Harry Reser Shannon lour A Man .Never Knows When a Yvoman s Gonna Change Her Mind (Cliff Friend) — Baritone Solo, with Ukulele Accomp. by Harry Reser, Lrnest Hare Somebody Stole My Gal (Leo Wood) — liari- tone-TenOr Duet, with Ukulele Accomp. by Harry Keser Jack Kauiman-Johnny Ryan What Has .become ot Hinky Dinky Parlay Voo? (Al Dubin-Jimmy McHugh-lrving Mills-Irwin Dash) — 1 enor-JJaritone Duet, with Orch. Ac- comp Billy Jones-Ernest Hare Old lamiliar laces (Billy Rose-Uus Ldwards) — Tenor Duet, with Orch. Accomp., Vernon Dalhart-Ed. Smalle 40129 Hula Lou (Milton Cnarles- Wayne King) — Con- tralto, with Orch Sophie Tucker Red Hot Mama (Gilbert Wells-Bud Cooper-Fred Kose) — Contralto Solo, Piano Accomp. by Ted Shapiro Sophie 1 ucker INSTRUMENTAL RECOKDS 40110 Bonapaices j^ccreat — liddling Solo. .A. A. Gray Merry Widow Waltz (Franz Lehar) — Fiddling Solo A. A. Gray 40119 The Cat Came Back— Fiddling Solo, Vocal Chorus liddlin' John Carson I Got Mine — Fiddling Solo, Vocal Chorus, Fiddlm' John Carson 40120 Double Headed Train — Harmonica Solo, Henry Whitter The Weepin' Blues — Harmonica Solo, Henry Whitter Dansopation (Martin K. Mortensen) — Piano Solo, Willie Eckstein Putting on the Dog (Ted Shapiro) — Piano Solo, Willie Eckstein COMIC DIALOGUE RECORD The Raid (Miller-Lyles) — Dialogue. . Miller-Lyles Travelling (Miller-Lyles) — Dialogue. .Miller-Lyles RACE RECORDS Everybody's Blues (Irene Scruggs-Clarence Wil- liams)— Contralto Solo, Piano Accomp. by Clarence Williams Irene Scruggs Why He Left Me I Don't Kaow (Richard A. Bunch, Jr.) — Contralto Solo, Piano Accomp. by Clarence Williams Irene Scruggs Dark Alley Blues (George McClennon) — Fox- trot George McClennon's Jazz Devils Box of Blues (George McClennon) — Fox-trot, George McClennon's Jazz Devils 8144 Underworld Blues (Sippie Wallace-George W. Thomas) — Contralto Solo, Piano Accomp. by Clarence Williams. Sippie Wallace Caldonia Blues (Sippie Wallace-George W. Thomas) — Contralto Solo, Piano Accomp. by Clarence Williams Sippie Wallace 8145 Ghost of the Blues (Tim Brymn-Sidney Bechet) — Contralto Solo, Accomp. by Clarence Wil- liams' Harmonizers Eva Taylor When You're Tired of Me (Just Let Me Know) (Thomas Waller-Andrea Razaf) — Contralto Solo, Accomp. by Clarence Williams' Har- monizers Eva Taylor Gennett Lateral Records hi 10 10 10 10 10 10 10 10 10 10 10 10 10 10 10 10 10 10 10 10 10 10 10 40121 40118 8142 8143 10 10 10 10 10 10 111 10 10 10 10 10 10 10 10 10 111 10 10 10' 10 10 10 10 10 10 10 10 10 10 10 10 10 10 10 5443 5465 S-5450 5451 5453 5455 S-5460 S-5462 S464 5466 5469 When I'm With You (Robison)— Tenor, Ambrose Wyrick My Old Home of Days Gone By (Walter Mel- rose)— Tenor Ambrose Wyrick Mother (Wyrick) — Tenor Ambrose Wyrick Battle Hymn of the Republic (Howe), Criterion Quartet La Casita— Baritone Luis Zanindio El Carro Del Sol — Soprano M. Magana Moran's Hornpipes (Plains of Boyle-Leitrim Fancy) — Hornpipes and Irish Pipes, Michael J. Gallagher Medley of Reels (Lucy Campbell — The Cup of Tea) — Hornpipes and Irish Pipes, Michael J. Gallagher Oh Baby (De Sylva-Donaldson) — Fox-trot, Wolverine Orch. Copenhagen (Davis) — Fox-trot ...Wolverine Orclfc Blarney Roses — Irish Counties — Foggy Dew — Irish Medley Two-step, McNamara's Emerald Orch. Boys of Kilkenny — Tanyard Side-^lrish Med- ley One-step McNamara's Emerald Orch. M6rida Cabaret (Paso-Doble) (Raimundo Nu- nez S.) Orquesta Texana Formalito (Paso-Doble) (Raimundo Nunez S.), Velez y su orquesta La Casita (Danzon) (A. M. Rios) . Orquesta Texana Beso De Luna (Moon Kiss) (Vals) (F. Vas- quez) Orquesta Texana La Paloma (Chevalier De Yradier), Ferera's Hawaiian Serenaders Sefiora (Nathan-Feist), Ferera's Hawaiian Serenaders When (Sprangle-Roderick) — Fox-trot, Bernie Cummins and His Orch. St. Louis Blues (Handy) — Fox-trot, Bernie Cummins and His Orch. Blarney Roses — Tenor Shaun O'Farrell The Darling Girl From Clare (Percy French) 10091 5470 C-2 C-3 5471 5473 G-2543 1-5474 10092 P-5479 5480 5483 5484 5482 — Tenor Shaun O'Farrell Praeludium (Jarnefelt) .. .Gennett Symphony Orch. Journeying Homeward (Heimwarts) (Grieg), Gennett Symphony Orch. Driftwood (Kahn-Gold) — Fox-trot, Naylor's Seven Aces Say, Say, Sadie (Conrad-Coslow) — Fox-trot, Naylor's Seven Acqs Valse Bluette (Miche)— Violin Robert PeruU Zapateado (Sarasate) — Violin Robert Perutz Valse Caprice (Wieniawski) — Violin. Robert PeruU Swing Song and From the Canebrake (Barns- Gardner) — Violin Robert Perutz Wait'll You See My Gal ( Sullivan- Wilber)— Fox-trot Bailey's Lucky Seven I Can't Get the One I Want (Handmas-Rose- Ruby) — Fox-trot Bailey's Lucky Seven Red Hot Mama (Wells-Cooper-Rose) — Fox- trot Miami Lucky Sevan Heart-Broken Rose (Hagen-Goold) — Fox-trot, Miami Lucky Seven Mein Liebling — Waltz, Original Frankische Bauern Kapelle Lustige Madln (Landler), Original Frankische Bauern Kapelle Gigolette La Danza Delia Libellule — Fox-trot Shimmy Velez y su Orquesta Occhi Di Giovinezza (Youthful Eyes) (Arturo Tolentino) Orquesta Texana Mary of Argyle (Jefferys-Nelson) — Tenor, Henry Moeller Loch Lomond (Old Scottish Melody) — Tenor, Henry Moeller Dziadus' Oberek Polish Orch. Babuna Oberek Polish Orch. Select Airs From Grand Opera — Part I (The Prophet) (Aida) (Hungarian Dance) (Moses- Tobani). . .Lieut. Matt's Famous 106th Inf. Band Select Airs From Grand Opera — Part II (Fack- eltanz) (Walther's Traumlied) (William Tell) (Moses-Tobani), Lieut. Matt's Famous 106th Inf. Band Hinky Dinky Parlay Voo (Al Dubin-Irving Mills-Jimmy McHugh-Irwin Dash) — Duet, Kaufman-Ryan Oh Sarah (Won't You Please Pull Down That Shade) (Clarence Goskill) Jack Kaufman You Know Me, Alabam' (Yellen-Aher) — Fox- trot Howard Lanin and His Orch. June Night (Baer-Friend) — Fox-trot, Howard Lanin and His Arcadia Orch. Mandalay (Burnett- Lyman-Arnheim) — Fox-trot, Duke Yellman and His Irene Castle Orch. Step! Henrietta (De Sylva-Meyer)— Fox-trot, Duke Yellman and His Irene Castle Orch. Pathe Phono & Radio Corp. 10 032054 032056 032057 032058 032059 032060 032061 .021120 036103 !0 036104 10 10 036105 036106 036107 036108 036109 036102 036110 036111 036112 036113 021121 021122 021123 (Needle Cut Records) POPULAR VOCAL RECORDS Hard Hearted Hannah (Ukulele and Voice), . Cliff Edwards (Ukulele Ike) When My Sweetie Puts Her Lovin' On (Uku- lele and Voice) Cliff Edwards (Ukulele Ike) Hinky Dinky Parlay Voo? Maureen Engltn Foolin' Me Maureen Englin There's Yes! Yes! In Your Eyes. . .Sargent-Marvin Big Boy Sargent-Marvin Norseen (My Irish Queen) Charles Warren I Wonder If She's Waiting Frank Sterling In a Rendezvous Frank Wright-Frank Bessinger Believe Me Frank Wright-Frank Bessinger A New Kind of Man With a New Kind of Love for Me Ernest Hare It's About Time (You Forgot All the Others), Billy Jones Land of My Sunset Dreams Billy Jones Memory Lane Charles Warren-Frank Sterling HAWAIIAN GUITARS AND VOICES Aloha Oe MacDowell Sisters One, Two, Three, Four MacDowell Sisters DANCE RECORDS Hinky Dinky Parlay Voo? — Fox-trot, Nathan Glantz and His Orch. Arroganaise and Simple Confession — Fox-trot, Van Eps Trio Oh, Sarah (Won't You Please Pull Down That Shade) — Fox-trot — (Vocal Chorus — Vernon Dalhart) Nathan Glantz and His Orch. Bagdad — Fox-trot Lanin's Arcadians Maytime — Fox-trot Lanin's Arcadians Your Charm — Fox-trot Casino Dance Orch. Burning Kisses — Fox-trot, Nathan Glantz and His Orch. Happy Moments — Fox-trot. .. .D. Onivas and Orch. Innocent Eyes — Fox-trot Lanin's Arcadians Chamson Sans Parole and Paderewski's Minuett — Fox-trot Van Eps Trio Red Nose Pete — Fox-trot; (Vocal Chorus — Vernon Dalhart. ... Nathan Glantz and His Orch. Parting — Fox-trot Casino Dance Orch. You Know Me Alabam — Fox-trot, Golden Gate Orch. The Clocks Story of Love — Fox-trot, D. Onivas and Orch. I Can't Get the One I Want — Fox-trot, Lanin's Arcadians Operatic Medley — Fox-trot Golden Gate Orch. San — Fox-trot Lido Venice Dance Orch. When Things Go Wrong (from "Flossie")— Fox-trot Lido Dance Venice Orch. Mexicali Rose — Waltz Lenox Soviety Orch. Dreams — Waltz Lenox Society Orch. Goodnight Moonlight — Waltz, Harry Barth's Novelty Orch. When You're Many Miles From Home — Waltz, Casino Dance Orch. Where Is That Old Girl of Mine ?— Fox-trot, Golden Gate Orch. The Girl I Adore — Fox-trot, Harry Barth's Novelty Orch. INSTRUMENTAL RECORDS Swedish Waltz — -Part I... Royal Scandinavian Orch. Swedish Waltz — Part II. .. Royal Scandinavian Orch. The Girl That Broke My Heart — Irish Reels, Shamrock Trio The Humors of Ennistymon — Irish Jigs, Shamrock Trio Old Time Reels— Part I (Ukulele and Har- monica) Uncle Eph Old Time Reels— Part II (Ukulele and Har- monica) Uncle Eph Emerson Records MID-SUMMER SPECIALS 10770 To-night's the Night I Should Be With You, Glantz and His Orch. Driftwood — Fox-trot Emerson Dance Orch. 10769 Please — Fox-trot California Melodie Syncopators Jealous — Fox-trot Pennsylvania Syncopators 10759 Don't Blame It All on Me— Tenor Solo, Orch. Accomp Billy Jones June Night — Baritone and Tenor Due^, Orch. Accomp Sloane-Mitchell 10767 Why Don't You Smile? — Fox-trot, Bennie Krueger's Orch. July IS, 1924 THE TALKING MACHINE WORLD 161 The Missing Link — Fox-trot, Ray Miller's Black and White Melody Boys 10766 Three O'clock in the Morning — Waltz, Erdody and His Orch. Love Sends a Little Gift of Roses — Waltz, Glantz and His Orch. Banner Records DANCE RECORDS 1372 Jealous — Fox-trot, Fletcher Henderson and His Orch. You Know Me, Alabam — Fox-trot, Fletcher Henderson and His Orch. 1373 Wait'll You See My Gal— Fox-trot, Fletcher Henderson and His Orch. Sioux City Sue — Fox-trot Original Memphis Five 1374 Where Is That Old Girl of Mine— Fox-trot, The Chiclet Orch. Never Again — Fox-trot The Chiclet Orch. 1375 Oh, Eva, Ain't You Coming Out To-night?— Fox-trot Fletcher Henderson and His Orch. A Man Never Knows When a Woman's Gonna Change Her Mind — Fox-trot, Original Memphis Five 1376 Please — Fox-trot Lucky Strike Dance Orch. Innocent Eyes (from "Innocent Eyes") — Fox- trot Sam Lanin's Dance Orch. 1377 Memory Lane — Waltz Imperial Dance Orch. Adoration — Waltz Imperial Dance Orch. POPULAR VOCAL RECORDS 1378 I Wonder What's Become of Sally— Duet, Orch. Accomp Robert Craig-George Bronson Land of My Sunset Dreams — Duet, Orch. Ac- comp Robert Craig-George Bronson 1379 Shine — Tenor Solo, Orch. Accomp Billy Jones 1379 Hide Me Away in the Hills of Va.— Tenor Solo, Orch. Accomp Vernon Dalhart 1380 June Night — Tenor Solo, Orch. Accomp., Billy Burton Old Familiar Faces — Duet, Orch. Accomp., Vernon Dalhart-Ed. Smalle 1381 Jump Fritz, I Feed You Liver — Comedy Solo, Arthur Hall & Co. Wait'll You See My Gal — Banjo-Ukulele Ac- comp Arthur Fields 1382 Hinky Dinky Parlay Voo— Male Quartet, Broadway Quartet You'll Never Get to Heaven With Those Eyes — Tenor Solo, Orch. Accomp Arthur Hall 9668 9669 9670 9671 9672 9673 9674 9675 9676 9677 9678 Regal Records Where Is That Old Girl of Mine— Fox-trot, Nathan Glantz and His Orch. You Know Me, Alabam' — Fox-trot, Fletcher Henderson and His Orch. Please — Fox-trot Hollywood Dance Orch. Never Again — Fox-trot Hollywood Dance Orch. Innocent Eyes (from "Innocent Eyes") — Fox- trot Roseland Dance Orch. A Man Never Knows When A Woman's Gonna Change Her Mind — Fox-trot, Original Memphis Five Memory Lane — Waltz Continental Dance Orch. Adoration — Waltz Continental Dance Orch. Oh, Eva, Ain't You Coming Out To-night? — Fox-trot Fletcher Henderson and His Orch. Sioux City Sue — Fox-trot. ... Original Memphis Five Jealous — Fox-trot. .Fletcher Henderson and His Orch. Wait'll You See My Gal— Fox-trot, Fletcher Henderson and His Orch. VOCAL Shine — Tenor Solo, Orch. Accomp Billy Jones Jump Fritz — Comedy Solo Arthur Hall & Co. I Wonder What's Become of Sally — Duet, Orch. Accomp Craig-Bronson Hide Me Away in the Hills of Virginia — Tenor Solo, Orch. Accomp Vernon Dalhart June Night — Tenor Solo, Orch. Accomp., Hugh Donovan Old Familiar Faces — Duet, Orch. Accomp., Dalhart-Smalle You'll Never Get to Heaven With Those Eyes- Tenor Solo, Orch. Accomp Arthur Hall Land of My Sunset Dreams — Duet, Orch. Ac- comp Craig-Bronson Hinky Dinky Parlay Voo?— Male Quartet, Orch. Accomp Broadway Quartet Wait'll You See My Gal — Baritone Solo, Orch. Accomp Arthur Fields Domino Records DANCE RECORDS 352 June Night — Fox-trot, Clarence Sherman's Dance Orch. Never Again — Fox-trot, Clarence Sherman's Dance Orch. 353 Where Is That Old Girl of Mine— Fox-trot, ; Lucky Strike Dance Orch. Memory Lane — Waltz Lucky Strike Dance Orch. 354 Jealous — Fox-trot Club Alabam Orch. Innocent Eyes (From "Innocent Eyes") — Fox- trot Gotham Dance Orch. 355 Please — Fox-trot Gotham Dance Orch. You Know Me, Alabam' — Fox-trot, Club Alabam' Orch. 356 I Can't Get the One I Want— Fox-trot, Rialto Dance Orch. Wait'll You See my Gal— Fox-trot, Club Alabam Orch. VOCAL RECORDS 357 Jealous — Tenor Solo, Orch. Accomp. .Edward Clarke Wait'll You See My Gal— Baritone Solo, Uku- lele Accomp Lee Knight 358 I Wonder What's Become of Sally— Duet, Orch Accomp Edward Blake-Chas. Graham Hide Me Away in Hills of Virginia— Tenor Solo, Orch. Accomp Ha""y Brltt 359 Jump Fritz, I Feed You Liver — Comedy Solo, Orch. Accomp Allen Craig & Co. You'll Never Get to Heaven With Those Eyes —Tenor Solo, Orch. Accomp Allen Craig 365 Tune Night— Tenor Solo, Orch. Acc... Harry Stuart Hinky Dinky Parlay Voo — Male Quartet, Orch. Accomp Domino Quartet VOCAL BLUES RECORDS 360 Jail House Blues Flora Dale and Her Boys Kiss Me Sweet Flora Dale and Her Boys 361 Mama's Gone Good-bye— Guitar Accomp. by Melville Ames Bessie Williams Plug-Ugly — Piano Accomp. by Clarence Nelson, Mae Harris 362 How Come You Do Me Like You Do?— Piano Accomp. by Emmet Taylor Bessie Williams Tain't a Doggone Thing But Blues— Piano Ac- comp. by Clarence Nelson Mae Harris 363 You Don't Know My Mind— Guitar Accomp. bv Melville Ames Bessie Williams Buzzin' Round — Piano Accomp. by Emmet Ta_v-_ ]or Bessie Williams CONSTRUCTIVE ARTICLES IN THIS ISSUE OF THE WORLD Ready Reference for Salesmen, Dealers and Department Heads Swat the Summer Slump by Sales Effort 4 Don C. Preston's Effective Financing Plan 8 Thinking and Acting on Summer Busi- ness 10 Best Methods to Adopt in Radio Mer- chandising 10 Proof of Stability of Talking Machine Industry 11 Arousing Public Interest in Your Product 11 How a Live Retailer Cashes in on Radio 12 Advertising Is the Key to Portable Sales 14 Definite Publicity Campaign Builds Sales 16 Creating Sales Among the Foreign- born 19 How Luscher Creates "Selling"' Win- dows 20 Keeping Down the Cost of Radio Service 22 "Expansion" Is Advertising Founda- tion 24 How Two Live Merchants Are Attracting Public Attention to Their Products 27 Clever Window Display of the Fitz- gerald Music Co 28 How Dealers May Utilize Victor Ex- hibition Salons in New York and Atlantic City 28 Making Repeat Record Patrons by Service . . . 30 Victor Talking Machine Co. Prepares Factory Exhibit of Radio Appara- tus 32 Telling the "Story" of the Records and Increasing Sales Through the Windows 35 The Now and How of Radio Mer- chandising 38 Revolutionary Method of Merchan- dising Records 42 How Progressive Methods of the Jones Music Store Have Built Large Business 44 54 56 82 Knowledge of Radio Necessary in Selling 44 Eldridge R. Johnson, of the Victor Co., Finds European Situation Much Improved 51 Radio Portables Open Way for Trade to Garner Summer Business Otto Heineman Predicts Steady Sales Gains During Year on Eve of Sailing . Radio Manufacturers Gather at Atlan- tic City for Their Third Annual Meeting 58-59 How Bill Sold Three Machines Simul- taneously 66 Growing Sales of Portables Increase Business Volume in Boston Terri- tory 79-82 Southern California Association Adopts Standard Radio Guarantee and Trade-in Allowance Retail and Wholesale Trade in Quaker City Preparing for Busy Season Ahead 95-97 Radio Corp. of America Announces New Plan for Financing Radiola Dealers 104 Important Trade Topics Discussed in Mid-West Point of View as Well as in Comprehensive Chicago Corre- spondence 108-1 19 Brunswick Co. Planning Sales Confer- ences for New York and Chicago . . Featuring the Musical Possibilities of the Talking Machine 126 Dealers to Derive Many Benefits From Marking Retail Prices on Sheet Music 133 Gleanings From the World of Music 133-136 Growing Interest in Music in Schools Opens Big Musical Merchandising Field for the Dealer 141 In the Musical Merchandise Field. 141-146 Late Patents of Interest to the Talk- ing Machine Trade 156-157 Advance Lists of Talking Machine Records for August 158-161 1 1 7 CORRESPONDENCE FROM LEADING CITIES Kansas City, 44 — Milwaukee, 46 — Toledo, 52 — Detroit, 62 — Brooklyn, 64 — Indi- anapolis, 68 — Cincinnati, 70 — Baltimore, 72 — Cleveland, 74 — San Francisco, 76 — Boston, 79-81 — Richmond, 83 — St. Louis, 84 — Pittsburgh, 90 — Akron-Canton, 92 — Philadelphia, 95-97 — Buffalo, 98-99 — Minneapolis, 102 — Los Angeles, 106 — Chicago, 109-119 — Dallas, 130 — Atlanta, 138 — European News From The World's European Office, 154-155. 364 I Don't Know and I Don't Care Blues— Piano Accomp. by Emmet Taylor Bessie Williams Clearing House Blues — Piano Accomp. by Em- met Taylor Bessie Williams A Clever Mail Stunt a printed statement telling why the establish- ment is an exclusive Victor agency and stating that since 1910 the Victor products have fully satisfied every musical need and desire. Greenville, Ky., July 8.— The Roark Estate, Victor dealer of this city, is utilizing the address side of the Victor weekly mailing cards for those cards which are mailed in envelopes by Southern Victor. Wholesalers RICHMOND VIRGINIA'. TEST IT. OUR VICTOR Record Service has a reputation for efficiency. Suppose you try it. E. F. DROOP & SONS CO. 1300 G. STREET. WASHINGTON. D. C. 231 N. HOWARD STREET. BALTIMORE. MD. 162 THE TALKING MACHINE WORLD July 15, 1924 V • E J3 *J H • K 9 a ?•] Adler Mfg. Co 73 Aeolian Co. ^ 65 Alto Mfg. Co 110 American Felt Co 24 American Mica Works 50 American Talking Machine Co 64 Andrea, F. A. D 17 Andrews, Curtis N 98 Artophone Corp 84 Atlas Phono. Parts Co 128 Atlas Plywood Corp 26 Atwater Kent Mfg. Co 63 Audak Co 25 Bacon Banjo Co 145 Baldwin, Inc., Nathaniel 88 Baltimore Phono. Distributing Co 61 Barnhart Bros. & Spindler 110 Berlin, Inc., Irving 134 Blackman Talking Machine Co 105 Blood Tone Arm Co 115 Brand & Co., Arthur 70 Brilliantone Steel Needle Co 39 Bristol Co 28 Broadcaster Corp 118 Bruno & Son, Inc., C ..87, 146 Brunswick-Balke-Collender Co Insert following page 34 Buescher Band Instrument Co 141 Capitol Distributing Co 51 Carryola Co. of America 124, 125 Chappell-Harms Co 134 Cheney Talking Machine Co 127 Claravox Co 140 Claremont Waste Mfg. Co 82 Classified Want Ads 153 Cohen & Hughes ?2 Columbia Phonograph Co., Inc., Insert following page 18 47, 89 Conn, Ltd., C. G ■ • 143 Consolidated Talking Machine Co 113, 116 Corley Co 161 Crosley Radio Corp ." 93 Davis Mfg. & Sales Co 68 Ditson & Co., Chas. H 79 Ditson Co., Oliver 79 Dodin, Andrew H 157 Doehler Die Casting Co 20 Doerr-Andrews-Doerr 6.1 Domino Record Corp 53 Droop & Sons Co., E. F 161 Duo-Tone Co 1°2 E Eastern Talking Machine Co 79, 80 Eby Mfg. Co 82 Eclipse Musical Co 74 Edison, Inc., Thos. A 36, 37, back cover Eight Popular Victor Artists 12 Emerson Recording Laboratories 50 Empire Phono Parts Co 42 Everybody's Talking Machine Co 13 Excel Phonograph Mfg. Co... 114 Favorite Mfg. Co 29 Federal Tel. & Tel. Co 103 Feinbau, M. A. G 46 Feist, Leo, Inc 130, 133, 135, 136, 140, 158 Fletcher -Wickes Co 121 Fulton Talking Machine Co 126 Garrick Music Sales Co 136 Gem Phono. Co 96 General Phonograph Corp., Inserts following pages 26 and 66 22, 48, 66 General Phonograph Corp. (New York Distributing Division) 44 General Phonograph Corp. of New England 80 General Phonograph Mfg. Co 148 Gerson, Louis Jay.... 150 Gibson-Snow Co., Inc 61 Goldschmidt Corp., Th Insert following page 50 Greater City Phonograph Co 61 Guarantee T. M. Supply Co 97 Guden & Co., H. A 16 Gulbransen Co 23 H Hall Mfg. Co 120 Hazeltine Corp 71 Hohner, M 142 Horton-Gallo-Creamer 80 Howe & Co., C. W 116 Illinois Phono. Corp... Ilsley, Doubleday & Co. Iroquois Sales Co Italian Book Co Jewel Phonoparts Co ' Jewett Radio & Phono. Corp. Junod & Co., L. 61 94 98 32 31 69 30 K Kennedy Co., Colin B 15 Kent Co., F. C 90 Kiefer-Stewart Co 61 Kimball Co., W. W 115 Kor-Rad Corp 30 Kraft, Bates & Spencer, Inc 81 Krasco Mfg. Co 109, 117 Lakeside Supply Co 114 Latham Co., E. B 40 Lee & Pollak 137 Leedy Mfg. Co 144 Lesley's Chemical Co 157 Lind, Inc., S. E 62 Long Island Phonograph Co 61 Ludwig & Ludwig 142 M Magnavox Co 85 Marshall Co., C. L 62 McKinley Phonograph Co 55 Mellor Co., C. C 90 Mermod-& Co 126 Miller Rubber Co. of New York 151 Modernola Co 52 Moore-Bird & Co 61 Morrison Laboratories 54 Multiple Elec. Products Co 99 Music Master Corp 91 Mutual Phono. Parts Mfg. Co 132 N National Metals Depositing Corp. National Publishing Co New England Phono. Dist. Co... New York Album & Card Co.... 26 18 61 4 Ohio Musical Sales Co 61 Ohio Talking Machine Co 70 Original T. M. Hospital...: 64 Oro-Tone Co Inside Back Cover Orsenigo Co 139 Outing Talking Machine Co 149 Pathe Phonograph & Radio Corp 101 Peabody Co., Henry W k 129 Pearsall Co., Silas E 21 I'eckham Mfg. Co...: 56 Peerless Album Co 9 Philadelphia Badge Co 97 Phonomotor Co 82 Pitts Co., F. D 78 Pittsburgh Phono. Distr. Co 61 Plaza Music Co 33 Plywood Corp 3g Polk Co., Inc., James K 61 138 Polymet Mfg. Corp J22 Pooley Co .• 62 R Radio Corp. of America 41 Radiolamp Co Insert following page 42 Radiomaster Corp 77 Radiotive Corp 128 Radio Stores Corp 19 Reinhardts, Inc 61 Rene Manufacturing Co 86 Reproducto Mfg. Co 35 Rex Gramophone Co 155 s Sanders, Inc 43 Sel-Si-On Motor Co 123 Shelton Electric Co 100 Sherman, Clay & Co jj Silent Motor Corp 34 Sleeper Radio Corp 45 Smith Co., C. D 61 Sonora Phonograph Co., Inc Inside front cover, 32, 60, 61 Southern Drug Co 61 Spartan Elec. Co 147 Spruce Diaphragm Co 8 Starr Piano Co 14, 75, 131 Stead & Co., Ltd., J 154 Steinert & Sons Co., M 81 Stylus Bar & Mfg. Co 38 T Talking Machine Co., Philadelphia 95 Talking Machine Supply Co 80 Texas-Oklahoma Phono. Co. 130 Thomas Mfg. Co 56 Thompson Mfg. Co., R. E 57 Times Appliance Co 92 Toledo Talking Machine Co 140 Tonofone Co 112 u Udell Works 43 United Mfg. & Distr. Co 119 United States Music Co 159 V Val's Accessory House, Inc 94 Van Veen & Co 104 Vega Co 146 Victor Talking Machine Co Front cover, 5, 7 Vincennes Phono. Co 67 Vitanola T. M. Co Ill Voltron Co 76 W Wall-Kane Needle Mfg. Co 106 Walthall Music Co 61 Ward's Sons Co., Edgar T 50 Wasmuth-Goodrich Co.... 27 Westphono, Inc 83 Weymann & Son, H. A 96, 145 White Co., H. N 145 Wil-Mer Corp 61 Wisconsin Phono. Repair Shop 46 Wolf Mfg. Inds 107 Workrite Mfg. Co . 49 World's Radio Fair 6 Y Yahr & Lange Co 61 z Zimmerman-Bitter Con. Co 59 THE TALKING MACHINE WORLD PORTOTYPES Compare the tone! Compare the materials! Compare the workmanship! THEN compare prices! Oro- I one Portotypes challenge the field. The Oro-Tone Junior and the Oro-Tone De Luxe stand unequalled in quality, appear- ance and beauty of tone repro- duction. When you sell Oro- Tone you deliver satisfaction to your customers and build good will for your store. No. 200 ORO-TONE DeLUXE Size 7H x 12 x 17. Weight 20 pounds. All hardware brass, nickel-plated. Cabinet the strongest made. Four finishes— Golden Oak, Mahogany, French Grey, Black Leatherette. Equipped with American-made double spring motor, largest concert automatic Oro- Tone Radio tone arm, automatic self-adjusting re- producer and self-closing needle cup. Plays three sides of a ten-inch lateral-cut record and two sides of an Edison record with one winding. No. 250 ORO-TONE JUNIOR Size llX x x 15. Weight, 15 pounds. All hardware nickel-plated. Long piano hinge. Cabinet exceptionally strong. Durable black leatherette cover. Plays either lateral or vertical-cut records — two sides of a 10-inch record and more than one side of an Edison record at one winding. HEAR the Oro-Tone! Hearing is the test that proves the genuineness or falsity of advertising claims. Have your customers judge the value of the Oro-Tone. Experience has already proved that these Portotypes are first in demand and therefore greatest as builders of sales and profits. Send for SAMPLE on APPROVAL today. Usual Discounts to the Trade Samples on 15 Days Approval on Co. 1000-1010 George St. Chicago, 111. and now you may hear Prihoda whenever you wish! VASA PRIHODA, newest star in the musical firmament! Playing to great concert audiences; play ing Dvorak's "Humoreske" in the intimacy of your own home — the magic of his artistry is the same. Wherever seen, wherever heard, the New Edison wins public approval — which is but another way Y 3 , of saying that the Edison Franchise is a valuable asset for dealers. There's a message for you on pages 36 and 37, inside. | % j;'-f^lBfl THOMAS A. EDISON, Inc. Orange, New Jersey Jobbers of the New Edison, Edison Records, the Edison Diamond Amberola and Blue Amberol Records CALIFORNIA Los Angeles— Edison Phonographs, Ltd. San Francisco — Edison Phonographs, Ltd. COLORADO D:rver— Edison Phonograph Distributing Co. GEORGIA Atlanta— Phonographs, Inc. - ^ J^Vf^ ILLINOIS Chicaao— Edison Phonograph Distributing Co. Wm. H. Lyons (Amberola only). INDIANA Indianapolis — Phonograph Corporation of Indiana. IOWA Des Moines— Harger &. Plish. LOUISIANA New Orleans— Diamond Music Co., Inc. MASSACHUSETTS Boston— Pardee-EUenberger Co, Iver Johnson Sporting Goods Co. (Amberola only). MICHIGAN Detroit— Phonograph Co. of Detroit. MINNESOTA Minneapolis— Laurence H. Lucker. MISSOURI Kansas City — The Phonograph Co. of Kansas City. . St. Lcu:s— Silverstone Music Co. MONTANA Helena— Montana Phonograph Co. NEBRASKA Omaha— Shulu Bros. NEW JERSEY Orange— The Phonograph Corp. of Man- hattan, NEW YORK Albany— American Phonograph Co. Syracuse— Frank E. Bolway &. Son, Inc. W. D. Andrews Co. (Amberola only). OHIO Cincinnati— The Phonograph Co. Cleveland— The Phonograph Co. OREGON Portland— Edison Phqnographs, Ltd. PENNSYLVANIA Philadelphia— Girard Phonograph Co. Pittsburgh — Buehn Phonograph Co. Wllllamsport— W. A. Myers RHODE ISLAND Providence —J, A. Foster Co. (Amberola only). TEXAS Dallas — Texas-Oklahoma PhonogTSoh Co. UTAH Ogden— Proudfit Sporting Goods Co. VIRGINIA Richmond— The C. B. Haynes Co., Inc. WISCONSIN Milwaukee — The Phonograph Co. of Milwaukee. CANADA St. John— W- H. Thorne & Co., Ltd. Toronto— R. S. Williams &. Sons Co., Ltd. Vancouver— Kent Piano Co., Ltd Winnipeg— R. S. Williams & Sons Ccu Ltd. Babson Bros. (Amberola only). VOL. XX NO. 8 SINGLE COPIES. 25 CENTS PER YEAR. TWO DOLLARS makers jv sellers of talking^ machines Published Each Month by Edward Lyman Bill, Inc., at 383 Madison Ave., New York, August 15, 1924 The test-known trademark in ihe world designating the products of theMctor Talking Machine < Entered as second-class matter May 2, 1905, at the post office at New York, N. Y., under the act of Congress of March 3, 1879. THE TALKING MACHINE WORLD "Clear as a Bell " G) o o THI ONSTRUMINT ©IF ©UAILITV attar; CLIAia AS A ©ELL SPEAKER Wth Concealed MWoodWorn IV Sonora's Past Record Assures Perfect Speaker Performance THE Sonora Radio Speaker, merely because it is a Sonora sound repro- ducing product, is going to incite immediate widespread curiosity and inter- est. Thousands know of Sonora's beautiful tone. They realize that a leading phono- graph company, with years of experience in tone production, would develop a won- derful radio speaker when it once entered the radio field. And when they come to your store for a demonstration, their ears will quickly convince them of Sonora's overwhelming superiority! It will require very little selling or advertising effort to put over this superior speaker in your territory. This means low selling expense, which in turn, coupled with our remarkably liberal discount, makes the Sonora Radio Speaker a most profitable speaker to handle. Try out the merchandising possibilities of this Speaker for yourself! Send your order for one Speaker today. Invoice for $30, less our regular discount, will come along later. Sonora Phonograph Co., Inc., 279 Broadway, New York City Makers of Sonora Phonographs, Sonora Radio Speakers and Sonoradios Canadian and Export Distributer: C. A. Richards, Inc., 279 Broadway, New York The Talking Machine World Vol. 20. No. 8 New York, August 15, 1924 Price Twenty-five Cents A. J. Heath New Manager H. G. Gooley Made Sales Philadelphia Columbia Go. Manager of the Outing Go. Succeeds H. E. Gardiner, Resigned — Connected With Columbia Co. for Many Years — Has Wide Merchandising Experience A. J. Heath W. C. Fuhri, vice-president and general sales manager of the Columbia Phonograph Co., Inc., announced on August 1 the appointment of Albert J. Heath as man- ager of the Philadelphia branch of the company, succeeding H. E. Gardi- ner, who has resigned from the company's serv- ice. In announcing Mr. Heath's appointment to this important' post Mr. Fuhri stated that he is ideally qualified for the position because of his wide acquaintance throughout the Philadelphia territory and the high esteem in which he is held by the trade everywhere. Mr. Heath, although a young man in point of years, is one of the "veterans" of the talking machine trade, having joined the Philadelphia branch of the Columbia Co. fourteen years ago. He was appointed to the traveling staff and was a material factor in opening many impor- tant accounts during the year that he visited the trade in this territory. About a year later he was transferred to the Columbia executive offices in New York as a traveling representa- tive for the general sales department, assisting salesmen in the various branches in the estab- lishment of new accounts and dealer good will. In 1912 Mr. Heath became interested in the retail end of the business, operating two large retail establishments in Brooklyn, N. Y., where the Columbia product was handled exclusively. After three years of successful retail activities, Mr. Heath rejoined the Columbia organization, accepting the position of manager of the Balti- more branch, remaining there until October, 1917. At that time Mr. Fuhri, occupying the post of district manager, appointed Mr. Heath manager of the Philadelphia office, and his inti- mate knowledge of merchandising conditions and the problems confronting the dealers en- abled him to produce exceptional results in this post. In 1919 Mr. Heath resigned from the Columbia organization to organize a wholesale concern known as A. J. Heath & Co., with offices in Philadelphia and Baltimore and built up a sub- stantial and growing business. Mr. Heath, how- ever, had kept in close touch with Columbia activities, and was delighted to accept the oppor- tunity to rejoin his "alma mater" in the phono- graph industry, particularly in view of the fact that he numbers among his friends dealers throughout the Philadelphia territory. Mr. Heath is recognized generally as a keen student of wholesale and retail merchandising, and since assuming his new duties on August 1 he has received letters and telegrams of congratulation from dealers everywhere who are giving him a cordial and hearty welcome upon his return to the Columbia organization and wishing him suc- cess in his new post. Attended Ad Convention Raymond Bill, vice-president of Edward Ly- man Bill, Inc., publisher of The Talking Machine World, The Music Trade Review and other business papers, returned from Europe the first of this month. While abroad he at- tended the convention of the Associated Adver- tising Clubs of the World, which was held in London. Popular Talking Machine Man Will Do Much to Advance Interests of This Company A. J. Cote, president and general manager of the Outing Talking Machine Co., Mt. Kisco, N. Y., manufacturer of Outing portables, an- nounced this week the appointment of H. C. Cooley as sales manager of the company. Mr. Cooley has already assumed his new duties and is making his headquarters at the company's factory and executive offices in Mt. Kisco. The appointment of H. C. Cooley as Outing sales manager will be welcome news to the H. C. Cooley company's jobbers and dealers throughout the country, as he is ideally qualified for his new work. For many years Mr. Cooley was a mem- ber of the Columbia sales organization, occupy- ing the post of assistant manager at the New Haven and Philadelphia branches. More re- cently he was sales manager of the Spruce Dia- phragm Co., Cleveland, O., and in this capacity established important jobbing connections in the leading trade centers. He is familiar with all phases of the talking machine industry, and numbers among his acquaintances dealers and jobbers throughout the country. The Outing portable has been a signal suc- cess since it was introduced to the trade sev- eral years ago, and at the present time it is being merchandised by representative whole- salers everywhere, and is also being distrib- uted through Columbia branches. Under Mr. Cooley's direction it is expected that Outing jobbers and dealers will receive increased serv- ice and co-operation, and Mr. Cooley is plan- ning to spend the greater part of his time visit- ing the trade and assisting in the development of Outing sales. Arthur Walsh's Clever Article In connection with the National Art and Industry Exposition, now being held at Atlantic City, a book is being published by the National Art and Industry Association and will be issued in the near future. In this important volume an article appears entitled "The Home Where Artists Dwell." It is written by Arthur Walsh, musical director and advertising manager of Thos. A. Edison, Inc., and constitutes a very impressive description of the influence of music in the home, and of the musical possibilities of the phonograph. Lyon & Healy to Represent Cheney Line at Retail Prominent Chicago Music House to Become Cheney Retail Representative September 1 Chicago, III., August 11. — The Cheney Talking Machine Co. announces that on September 1 the eminent house of Lyon & Healy will become a retail representative for the entire line of Cheney phonographs. Commenting upon this very important move in the local retail field, A. C. Harper, president of the Cheney Talking Machine Co., spoke as fol- lows to the representative of The Talking Ma- chine World: "Naturally, the Cheney Talking Machine Co. is proud to be able to say that the great house of Lyon & Healy has decided to take on the retail representation of the entire Cheney line of phonographs in Chicago. To be represented by this great institution is in itself no mean -honor and we need hardly say that we look forward to a most dignified retail position for the Cheney as a result of the new connection. "The Cheney Talking Machine Co. during the last year or so has been steadily adding to the number of its unusually fine accounts, which may be denominated, and the name of Lyon & Healy comes as a fitting capstone to the pyra- mid of great retail names associated with our product. "The new double resonator models, we are assured, will have specially fine representation in the Lyon & Healy store and at the hands of the competent sales staff of that eminent house. In these models we feel that the last word to date has been said in respect of phonograph construction and it is fitting that the principal local activity in connection with their retail sell- ing should be centered in the big institution at the corner of Jackson and Wabash." W. F. Roche, manager of the retail talking machine department of Lyon & Healy, con- firmed Mr. Harper's statement. "Yes," he said to The World representative, "we are taking on the entire Cheney line and will begin retail operations with it on September 1. Adequate preliminary announcements will be made in the newspapers and equally adequate arrangements within the store to give to this line a complete and satisfactory showing. "A special Cheney room will be prepared in which the regular line will be shown and in the Art Room, along with art models of the Victor and Brunswick, will be placed the special art models of the Cheney. "We reached the decision to incorporate the Cheney with our line upon various considera- tions. We were partly actuated by considering the great popularity the Cheney has acquired locally. Its very great acoustical merits, now so fully acknowledged everywhere, likewise weighed with us, while we were not unmindful of the extremely fine workmanship and design which are shown in the Cheney casework and general construction. Lastly, we gave due weight to the very great prestige which the Cheney has acquired owing to the vastness of the financial interests which stand behind it. We fully expect our association with the Cheney Talking Machine Co. to be both pleasant and mutually profitable." New Gotham Zenith Jobber Benj. Gross, president of the Radio Stores Corp., of New York, well-known radio jobber, announced this week that his company had closed arrangements with the Zenith Radio Corp., of Chicago, whereby Zenith radio sets would be distributed by his company. This im- portant deal was closed at the New York office of the Zenith Radio Corp. See second last page for Index of Articles of Interest in this issue of The World 4 THE TALKING MACHINE WORLD August 15, 1924 Sales and Prospects Through Fair Exhibits County and State Fairs Give Retailers Opportunity of Bringing Their Lines Before Many Live Prospects at the Right Time Just about this time each year we begin to see an unfailing sign of the approaching Fall in the announcements of the county and State fairs held annually in practically every section of the country and to which particular attention is given in the country and semi-rural districts where farmers welcome such affairs as a me- dium for entertainment after the monotonous grind of planting and harvesting the year's crop In fact, the farmer in most cases welcomes the county fair as affording him an opportunity oi spending some of the money realized from his Summer's effort, and with cash available he is likely to make important decisions as to what he is going to buy during the Fall and Winter. Talking machine dealers, and for that mattei dealers in musical instruments generally, have found that county fairs afford them an unusu- ally favorable opportunity for getting in touch with the prospects in their localities under con- ditions that are most desirable. Music invari- ably has an appeal and the talking machine dealer, through the frequent playing of records with due regard, of course, for his neighboring exhibitors, can usually keep the space in front of his booth as well as the booth itself well crowded with interested listeners. Holding the Interest of the Visitors There are numerous ways of holding the in- terest of visitors, not alone by the playing of records but by the placing of comfortable chairs about the booths so that the foot-weary visitor can rest himself or herself while enjoying a demonstration of the records. The idea is to make the visitor comfortable and in a receptive mood and experience has shown that a surpris- ing number of those who take the opportunity of resting in the booth can be developed into immediate buyers while the majority of the remainder make the best sort of prospects. It is not always possible to get sufficient booth space to provide room for any great number of chairs, but at the majority of the county fairs such space is easily available and should be secured wherever possible, for the reason that those who are compelled to stand any length of time in a crowd lose interest and if the attendance is large are liable to be pushed along the aisle and away from the display be- fore the dealer or his salesman can make con- tact with them. An instance in point occurred some time ago in New York, where at one of the exhibitions in Madison Square Garden a concern had a par- ticularly interesting and appealing display of women's wear. The attendance at the show was of the record-breaking variety and as a result of the thousands of women who stopped at the booth to examine the articles and enthuse over them with every desire to purchase, only a very small percentage were able to make that purchase before being forced along the aisle and away from the booth by the crowd. Had the space been large enough to accommodate a few chairs the result would have been dif- ferent. The Value of the Fair Exhibit The fair exhibit is regarded by many dealers who have had successful experiences with it as a very excellent means of securing prospects, any number of schemes being used to persuade the visitors to register. A simple method which is also very effective is that of offering an at- tractive souvenir free to all those who will register on cards provided for the purpose. Even should the souvenir, which naturally will bear the dealer's imprint, cost in quantities as much as ten or fifteen cents, it is a worth-while investment if a card is turned in for each souve- nir and undesirables, such as small children, kept politely but firmly away from the registra- tion desk. Even though the exhibit is regarded simply as a means of getting prospects for future de- velopment and although some sort of guessing contest is used to arouse interest and encour- age registration, that does not excuse the dealer for not seeing to it that the exhibit is properly manned with sales people who are competent to talk shop, for, properly handled, there are scores of prospects to be closed on the spot during the course of the show and who, once outside the building, might possibly get into the hands of a competitor. Discouraging the Non-buying Element It is all very well to have members of family and friends congregate in the booth to admire its arrangement and listen to the music, but the dealer should no more encourage the practice than he would encourage the same non-buying element making a lounging place of his store and blocking the doorway. If the exhibit is worth while it is likely to cost enough to make earnest effort essential as a dividend getter. The various accessories to closing of the sale should be on hand at the booth, such as con- tracts, sales slips, order blanks, etc., and, in the event that the prospect has been brought to the buying point but does not see a model that appeals to him, it will be found worth while to keep a car parked nearby in which to whisk him to the main store for the purpose of closing the deal. At every fair there are three classes to be interested, the men, the women and the children. The first, as a rule, offers the best material on which to concentrate sales effort, for they gen- erally produce the money with which to buy. The women are the ones who help fill prospect cards, for they are generally very willing to sign up and give necessary information in ex- change for a souvenir. For the children there should be provided some suitable top or puzzle, hundreds of which are available at small cost and many of them supplied by talking machine manufacturers and designed to carry the name of the product and dealer's imprint as a perma- nent advertisement into the home. Results From County Fairs Are Fivefold In any event the county fair should not be overlooked by the talking machine dealer, for its value has been amply demonstrated by ex- perience. The results are fivefold. First, an opportunity of displaying and demonstrating the dealer's products under favorable condi- tions; second, an opportunity to provide for the comfort of fair visitors and gain their good will; thirdly, a genuine opportunity for making sales; fourth, an excellent chance for compiling a live mailing- list and, fifth, an opportunity for demonstrating to the masses that the talking machine can provide worth-while entertainment. Building Nears Completion Oceanside, Cal., August 7.— Construction has been under way for the past month or so on the building which is being erected at Second street near Freeman street and which when com- pleted will be occupied by a music store con- ducted by Ellis Redel and a radio shop to be conducted by Ronald Johnson. I 1 TWO HEADQUARTERS Famous Albums Hi The NYACCO Line is Complete No matter what your requirements in record albums are, we have just what you want. Save Time and Freight Charges Our two factories not only make our leadership in the album field unquestionable, but save the dealer time and freight charges if he sends his order to the nearest factory. New York Album & Card Co., Inc. NEW YORK 23-25 Lispenard St. CHICAGO 415-417 S. Jefferson St. Pacific Coast Representative: Munson-Rayner Corporation i 643 South Olive Street, Los Angeles, Calif. { 86 Third Street, San Francisco, Calif. August IS, 1924 THE TALKING MACHINE WORLD Victor supremacy is the supremacy of performance Victrola IX, $75 Mahogany or oak Victrola No. Ill $225 Electric, $265 Mahogany, oak or walnut Mahogany, oak or walnut Victrola VI, $35 Mahogany or oak And with its sphere of influence constantly ex- panding, the Victor offers ever-increasing opportunities to every dealer in Victor products. Victrola No. 125 Mahogany, $275; electric, $315 Walnut, $325; electric, $365 1 I Victrola No. 240 $125 Mahogany, oak or walnut Victrola No. 405 $250 Electric, $290 Walnut F There is but one Victrola and that is made by the Victor Company— look for these Victor trade marks 'HIS master's VOICE" nco w g off t==f I p II vs» i======l ssr » ....... — .. !>. — V.. W.,.,.. ^SM,\>.\v«wmv««™ « ....v.xw.\\s^ ..........vjjS 5 DISTRIBUTING depots & YOUR CONVENIENCE 12 THE TALKING MACHINE WORLD August 15, 1924 Who Says There Is No Summer Business? Proof That the Calamity Howlers Are Wrong in Their Assertion That Business Flies When Summer Comes — Work Always Wins The Summer is with us and the pessimists are in their glory. Business is conspicuous by its absence and there are only breakers ahead. Everybody is away and there is no one left at home to buy, and so the sad story goes. But — there is always a but, you know — now and then a bright ray of optimism penetrates this sea of gloom, driving through the murk like a sharp sword, pointing a moral and exposing to the light of day a great truth, which the pessimists too often apparently ignore. Who Says There Is No Summer Business? That bright ray is the refutation of the weary wail of the pessimists by dealers who are actu- ally enjoying a fair volume of business and show their books to prove it. Articles in The World during the past month or so have de- scribed how a few of these dealers are over- coming the undeniable lethargy induced by vaca- tion plans, and the drowsy Summer days. Rave on, pessimists, but first read the following: The talking machine department of the Bat- terman store in Brooklyn is canvassing the countryside for business and getting it. Public demonstrations followed by a clean-up canvass- ing campaign are bringing home the bacon for this live concern. Who says there is no Summer business? The talking machine department of Hahne & Co., Newark, N. J., reports a 33^ per cent in- crease in business the first six months of this year over the same period of last year. The comparative sales records of the concern vouch for the truth of the story. Keeping on the job and letting slide not a single opportunity for closing a sale in spite of the heat is how it is done. Who says there is no Summer business? Up in Stamford, Conn., there is a dealer a considerable distance removed from the main shopping district of the city who is finding that the canvassing route is the best road to con- tinuous good business. He goes after the for- eign-born people of the city and adjacent towns, a class of trade too often neglected, and his sales are large enough to prove the soundness of his judgment and the mistake other dealers are making in overlooking their opportunities. These people do not go away during the Sum- mer and they like music. That's an unbeatable combination in favor of the dealer who really wants business in the Summer badly enough to go after it. Are you overlooking a similar op- portunity for a few extra sales during the "dog" days? Who says there is no Summer business? Another live retailer in the Middle West finds the Summer a good time to push sales of used instruments which have accumulated as trade- ins, repossessions, etc. An advertising cam- paign tied up with a window display of these instruments resulted in the sale of close to forty instruments. Furthermore, he has automobile trucks canvassing the country districts, and these salesmen dispose of an average of one machine a day, also a considerable number of records. Who says there is no Summer business? The Victor Co. is removing one of its old buildings in Camden to make room for a new ten-story skyscraper to be used for manufactur- ing— increasing Victor production even more. The company also has announced that its plans include a 48 per cent increase in production of instruments this year over 1923. There is a rea- son in back of this and that reason is that many retailers handling the Victor line are doing a good business the year around, whether it be Winter, Spring, Summer or Fall. Work Never Fails to Win The foregoing simply proves again that the chair warmer and inactive dreamer is the one who has the greatest cause to complain. The chap who is energetic enough to go out with the grim determination to dig up business and prospects during the Summer months has no time to complain and does not do so if he has the time for the very simple reason that there is no reason for complaining. Everybody does not go away during the Summer. Look about you and see the swarms of people who are forced to secure their pleasure in the old home town and who are lucky to even get away for the usual two weeks' rest. People are still buy- ing talking machines and records, despite all reports to the contrary, and then, too, there is radio. The fact is that the talking machine re- tailer today is in a better position than ever before to secure business during the Summer months. He has a greater variety of instru- ments and better and more appealing products to merchandise than he has ever had in the past. There is still a market for the beautiful console and upright instruments, from the cheapest to the most expensive. And for those who are restricted by limited purses there are always portable talking machines and used instruments, and for the fortunate persons who intend to go on auto trips, camping expeditions, or to the seashore or mountain cottage the portable talk- ing machine or radio is now almost a. necessity to the complete enjoyment of the vacation. Merchandising vs. Storekeeping The great difference between the dealers who complain of slack business and those who do not is that the former rest on their oars and drift along waiting for the automatic improve- ment in demand which he fondly hopes will come soon, and the latter works harder than ever before to bring up sales volume. In short, the former is a storekeeper and the latter is a merchandiser. Who says there is no Summer business? Display Cards Feature the Victrola Radio Models The Musical Instrument Sales Co. has just prepared a set of four display cards, featuring the four Victrola specials — radio models, 215, 400, 405 and 410. These cards measure 16 inches high by 11 inches wide, are painted in five colors and easeled for standing. The company has received quite a number of requests from its dealers for this series of cards which are being used to feature these Victrola specials. New "Talker" Tax in Japan Washington, D. C, August 6. — A duty of 100 per cent ad valorem is to be imposed upon all phonographs, graphophones and other talking machines imported into Japan under a bill which is now before the Japanese Diet, it has been reported to the Department of Commerce through the Japanese Embassy. A large number of commodities are to be sub- jected to this heavy duty with a view towards curtailing the importation of luxuries, encourag- ing thrift and balancing foreign trade. Open Music Departments Kansas City, Mo., August 5. — M. C. Schoenly, talking machine wholesaler, reports a number of new accounts, the most prominent of which are a new music department at the Christman Department Store, Joplin, Mo., the talking ma- chine department opened at the Home Furni- ture Co., Sand Springs, Okla., and a similar department opened at the Tussendorf Furniture Co., Onaga, Kan. Telletone Go. Chartered The Telletone Co. of America, New York, was incorporated to manufacture radio appara- tus, at Albany recently, with a capital stock of $25,000. The incorporators include R. R. and A. Spira and L. Ellison. EIGHT POPULAR VICTOR ARTISTS In Concert and Entertainment Personal Appearance of Eight Popular Favorites on One Big Program A live attraction for live dealers and jobbers Bookings now for season 1924-1925 Sample program and particulars upon request PHILIP W. SIMON Manager 1674 Rrnadway N»w York Citv Popular Ensembles including Campbell &»Bnrr - Sterling Trio • Peerless-Quartet August 15, 1924 THE TALKING MACHINE WORLD 13 HONEST QUAKER Afazn Sjo rind's arte/ Repair Materials BUSINESS 'Ow BUSINESS — - — %Ve$ Lasting ' Business is Founded on the Solid Rock q/ OUR CREED: Never shall any item be illustrated in our catalogue unless we are in a position to fill your orders promptly. Never shall any of our mer- chandise be other than exactly as illustrated, and never shall anyone in our organization be authorized to make any statement that is not authentic, consistent with proper and good business deal- ings and such as we would expect from you. REPLACEMENT PARTS FOR EVERY Never Claiming Per- fection but forever seeking it we offer a Service to the Phonograph Indus- try that is used by successful mer- chants in every part of the world. MOTOR, TONE ARM and REPRODUCER 14 THE TALKING MACHINE WORLD August 15, 1924 Business-Killing Radio Fallacies Refuted No Revolutionary Developments in Radio in Sight, Says Charles C. Henry, Radio Engineer for the Sonora Phonograph Co., Inc. We hear so many say that radio is still un- developed. That there are to be new instru- ments available, which will revolutionize the industry. That some new static eliminator will filter out all Nature's needle noise. That Mar- coni will yet produce radio which we will carry around on our hats or some such thing. That smoother operation will result when balloon- tired antennas are perfected. That the house telephone line will again become a potent source of entertainment. That loud speakers will be- come a part of the refrigerator, the hat-rack and the medicine-chest. Good vacuum tubes will be sold regularly for 50 cents with bargain sales at 39 cents each, and that the $25 receiving set of the future will be able to provide soothing entertainment for a mammoth country home with enough air energy left over to amuse the neighbors for miles around. Radio Transmission Over Twenty Years Old Let us indulge in reminiscence and observe how sensibly and gradually communication de- vices really develop. Some of you are old enough to remember years ago when writers prophesied that every telegraph instrument in the country would be silenced in the course of a few months by the new infant, the telephone. Yes, we were going to carry a telephone instru- ment in our pocket, so that when our bicycle threw a tire from too much "scorching" we would telephone the nearest service station for a spare. And every railroad car and locomotive was to be equipped with an intercommunication telephone. Even hungry but industrious farmers in the field would attach their pocket phones to the nearest fence to ask friend wife if the meals were ready. Do you remember what a scare holders of cable company stocks underwent when the early transatlantic radio telegraph tests were under way? The publicity agents for the "wireless" ("radio" is preferable, being more "ritzy") com- panies predicted dire ruin for the cables. The radio telegraphic transmission of the letter "S" from Newfoundland to England in 1900 prefaced a long-drawn-out period of uneasiness for sellers of cable stocks. There was a flutter in the mar- ket in the Spring of 1903 when President Roose- velt sent a radiogram to King Edward via Cape Cod. Doctor DeForest little realized what a host of prophets he would inspire when he received his patent for the vacuum tube in 1906. When Prof. Fesscnden radio broadcasted from Brant Rock, Mass., to Washington, D. C. (600 miles), in 1908 it is unlikely that he was able to foresee the time sixteen years later when people would consider radio a prodigy. Those radio fans who listened to the navy radio telephones installed on warships in 1914 have been prolific to say the least. I wonder if Major Armstrong ever, even in his wildest dreams, foresaw the time when, ten years after his regenerative patent was granted, a million people would speak fluently in terms of "heterodyning" and "feed-back" and "regenera- tion." While the vacuum tube was a fully grown and powerful instrument in 1914 it did not really get into the "gyp" market until about 1916 when price slashing was a thing to be reckoned with. When the Arlington, Va., radiophone station broadcasted to Paris, Panama and Honolulu in 1915, and when that operator with the regen- erative receiver in Honolulu 5,000 miles away cabled in "Program coming in fine," it is said that he recognized the voice of his friend speak- ing at Washington. By 1916 every amateur who pretended to be "anybody" had a 175 to 16,000-meter regenerative receiver. OUI at Berlin was the favorite radio telegraph broadcasting station. No one cared much for his war "hokum," but always "hung" onto his wave long enough to get his call letters. The "radio bug" changes little. He wanted dis- tance in spite of static and the two or three dozen . controls. Then, as now, the sets all started out simple enough, but by the time all the advertised accessories were added the owners didn't know whether they were operating some undiscovered circuit or not. The second-hand Ford spark coil market reported a scarcity with prices variable in those same years when , fans were building audio amplifying equipment. At- tics were even then being searched for petal type talking machine horns. Phonograph Records Broadcast for Seven Years When the radio fans joined the colors in 1917 it was the thrill of a lifetime to be able to tune a real engraved panel, regenerative receiver with engraved dials and to have all the A and B batteries and vacuum tubes one could use fur- nished by Uncle Sam. And were not the more plutocratic crews and companies itching for a chance to broadcast the latest records oyer the Army and Navy radiophones to their less for- tunate comrades from the much-prized portable phonograph? If your ship was in the vicinity of Boston in 1919 the radio operator could almost blow the captain off the bridge with "jazz" from WGI after putting the stuff through his wartime five-tube audio amplifier in the radio cabin. Do you New York fans remember the im- promptu phonograph concerts broadcast from warships in the Victory Fleet which lay in the Hudson in May, 1919? After the Armistice it was a common thing for one ship to phone to another and request that a certain record be played. It wasn't until KDKA at Pittsburgh got under way in 1920 that the radio conflagra- tion really got out of control. While Boston fans tried to tune out WGI and get KDKA, the Pittsburgh fans were trying to get WGI through KDKA. About that time the local station axioms were coined. They are "it is the height of stupidity to admit enjoying local sta- tions" and "a broadcasting station must be closer to some people than others." No Danger of Obsolescence in Radio Is it any wonder that veteran radio men show signs of uneasiness when after all these years they hear such expressions as "they are going to sell radio sets for one-third the present price in a few months." "I believe that radio is only in its infancy and at ahy time we are likely to find on the market a set that will make all pres- ent equipment obsolete." He has heard such statements for so many years that they grate. A good radio set sold for only a little more in 1916 than it does now. There is no evidence that the price scale of radio sets will be pre- cipitously lowered. That there is and has been a slow and continuous reduction of production costs is realized, but not so rapid as to warrant any one's missing the present joys of radio. This same thing is true of the automobile. Each year we get detail refinements in all cars, but in general motors depreciate from use and not obsolescence. The press tries to print the kind of news- that the public likes to read, but the public will soon get their fill of headlines to the effect "new invention to revolutionize radio" — "Nemogil Conimar discovers revolutionary radio beams." This is one of the most effective ways to entice money to the curb for stock in Conimar's com- panies. Accordingly the "news value" of such articles varies inversely with the radio intel- ligence of the reader. In brief, the publicity departments of radio corporations should attempt to forestall ambi- tious copywriters and reporters and to present their plans and disclosures in" their true light. Much of the present propaganda aimed at cer- tain ambitious objects requiring the good will of the public is needlessly scaring away certain prospects who without real reason fear for an early obsolescence of any set purchased, i The truth of the matter is that any of the many thousands of radio telegraph receiving sets in use on ships, at shore stations and in the "amateurs" homes as early as 1913 might be used very effectively to-day for broadcast radio- phone reception. In fact, some of them are in daily use for this purpose. Most of the radio sets purchased three or four years ago are in active use to-day. Sets sold this year will be in use five and even ten years hence, particularly the better receiving sets. There will be perfections in detail. Cabinets will be improved in design and finish. Good tone quality will be better appreciated. The transmitting stations will use more power and become more reliable for Summer and daylight reception. Vacuum tube? will use less power and have a longer life. Batteries will constantly get better. Battery substitute devices taking their power from the lighting circuit will be built for the present sets. Some of the new sets will have these battery substitutes built in. All these changes will be merely detail de-: velopments aimed largely at better appearance, easier maintenance and simpler operation. The prospect who puts off his purchase of a radio set for fear of obsolescence is no more logical than the man who is postponing the purchase of an automobile for the same reason. STARR PIANOS STARR PHONOGRAPHS GENNETT RECORDS Represent the Hiqhert oAttainmint in oMurical QVbrth We STARR PIANO COMPANY Established 1872 Richmond. Indiana August IS, 1924 THE TALKING MACHINE WORLD MODEL XV An ultra-selective receiver. See our announcement next month or write for advance information IS Kennedy advertising . the benefit of Kennedy dealer Attention of Victor Dealers Complete Kennedy three and four-tube radio units can now be supplied without cabi- nets, but fitted with panels to insert in Victor models 215, 400, 405 and 410. These radio units can be placed in the Victor models named without cabinet work. Also adaptable for other makes. Write for full information. NATIONAL magazines used in the Kennedy advertising cam- paign will have a real story to tell. They will assure the public that dealers who display the Kennedy are trustworthy radio merchants. And that the Kennedy is a musi- cal instrument' — not merely a mech- anical novelty. Kennedy models are standardized ■ — when new models are added to the line to meet a particular desire of the public, the new model does not suddenly supersede the old. Kennedy laboratories originate — we do not imitate. Kennedy created the sloping panel for easy tuning — now widely copied. Every Kennedy circuit and method of construction is so advanced that the Kennedy is always a few steps ahead of the field ■ — ■ and the field never catches up. Merchants in good local standing are invited to become Kennedy dealers THE COLIN B.KENNEDY COMPANY KEN Saint Louis Uhe (Royalty E D 05103 16 THE TALKING MACHINE WORLD August 15, 1924 Stock Control and Its Relation to Profits How, What and When to Order to Avoid Tying Up Money in Slow- Moving Stock — Daily Record Inventory — Methods of Two Dealers "Have I a great deal of money tied up in slow-moving stock which could be used to bet- ter advantage and which is slowing turnover and cutting into the profits I should make, or have I brought my investment down to the minimum commensurate with good business practice, permitting me to meet the demands of my customers?" That is the question every talking machine retailer should ask himself and if analysis discloses inefficiency in buying steps must immediately be taken to clear the shelves of the "dead" or slow-moving stock. In the case of records particularly the dealer must watch the trend of demand closely and order accordingly. It is foolish and dangerous for the merchant to order quantities of all popular numbers on the records in the hope that the demand will be sufficiently large to absorb the stock. It is better to order sparingly and fre- quently so that if the demand for a particular number suddenly drops off, as is often the case in popular music, the dealer will not have a quantity of practically unsalable merchandise on -his shelves which he is compelled to dispose of in some way — either by taking advantage of the record exchange plans inaugurated by the vari- ous companies or by other means which may entail a loss. How Gotham Dealer Controls Record Stock One of the largest stores in Greater New York, which normally carries a record stock in the neighborhood of 20,000 numbers, has a system of stock control in its record department which is both efficient and economical and has an important bearing on the success which the firm enjoys. In the first place this concern, while it boasts that it handles practically every popular record and all of the standard and classical numbers released by one of the leading record manufacturers, has reduced the chances of becoming loaded up with records which will not sell to a minimum simply by ordering never more than five of the various standard and classical numbers and of keeping in close touch with the popular song hits and ordering accord- ingly. Each morning the three record clerks of this department make a hasty inventory of that portion of the record stock which has been allotted to them and in cases where certain numbers were sold the day before a memoran- dum is made of this fact and an equal number is ordered immediately. This applies to all records but in the case of popular numbers of the "hit" type a three-day supply is kept on hand at all times. The manager of this concern pointed out that the dealer must be especially careful in gauging the demand for popular numbers in view of the fact that often selections which show every indication of becoming headliners from the standpoint of sales fail to achieve the wide- spread popularity expected. This experienced talking machine merchandiser also declared that one of the most dependable ways of determining whether a popular selection will become a big seller is to watch how it is received at the various theatres, stating that show music is in continuous demand. The reason for this is that the retailer gets the advantage of the wide- spread publicity accorded the numbers in this manner. This applies with equal force to re- tailers outside the large cities because vaude- ville road troupes and other road shows are bringing this music to all parts of the country. Even rural dwellers are reached by these shows for the reason that it is now a simple matter to jump into the family automobile and take a pleasant ride to the nearest city where there is a vaudeville show or other good theatre. Reduces Investment During Slow Season Several months ago in The World there ap- peared-an article describing the methods which have built a large and successful business for Earl Poling, leading talking machine dealer of Akron, O. Brief mention was made of the fact that Mr. Poling reduces his record stock from 20,000 at the peak of the business season tc a minimum of 8,000 records when business is' normally at the bottom. During the Winter months, and especially around the holidays, the stock is at its highest point, but during mid- Summer when there is a natural decline in the demand for certain kinds of records the stock is gradually brought down to a minimum. Each week Mr. Poling receives from the manager of the record department a statement of the sales of each number during that period and through comparison with sales of each week previous and with the same period the year before he is able to determine with a fair degree of accuracy what type of records will be in greatest and least demand and re-orders of old numbers and orders for new releases are placed only after careful analysis of these reports. Pitfalls to Avoid There is danger that the retailer may bring his stock down too low and may lose sales by it. If a record is not entirely obsolete it is better to have one in stock so that if there happens to be a call for that number the customer can be supplied. If, as often happens, the dealer is out of a record he has only one course to pursue and that is to secure the desired record for the customer with the least possible delay. Earl Poling sends as far as Cleveland for a single record for a customer and although he may lose money on that particular sale the good-will thus built up and the repeat sales to the same cus- tomer make this form of good-will building a paying proposition in the long run. Turnover It is an elemental business principle that the more times a business man can turn his stock in a given period at a fair profit the greater will be his profits. But the problem is how to accomplish this highly desirable result. One of the greatest obstacles in the way of maxi- mum turnover with minimum investment is the lack of stock control. Certainly it is easy to understand how, say, a thousand almost non- movable records, with the money investment involved, and the valuable space they occupy can seriously affect profits. This same number of quick selling records would boost the margin of profit in an astonishing manner. Landau Sponsors Wilkes- Barre Victor Concerts Wilkes-Barre, Pa., August 5. — Through the generosity of Hyrnan Landau and Harry Mich- losky, of Landau's Music and Jewelry Store, in this city, well-known Victor dealer, concerts during the Summer at the Irem Temple will be continued. When Leo Long resigned as con- cert manager of this popular course, fear was expressed that the course would necessarily be abandoned, because of the lack of management, but Mr. Landau and Mr. Michlosky stepped into the breach in order that the musical programs might be continued, and under their manage- ment excellent programs have already been ar- ranged. Among the artists who have been en- gaged are the following: Paul Whiteman's Band, with Paul Whiteman appearing person- ally; Jascha Heifetz, violinist; Reinald Werren- rath, baritone; Margaret Matzenauer, con- tralto; Cecelia Hansen, violinist, and Sergei Rachmaninoff, pianist. All of these famous artists record exclusively for the Victor library, and it is expected that John McCormack, cele- brated Irish tenor, will be signed for an appear- ance in October. The Eight Popular Victor artists will probably appear on the program dur- ing early Spring. Masterola Go. Chartered The Masterola Mfg. Co., of New York City, was recently granted a charter of incorporation under the laws of New York State to manufac- ture radio products. The concern, which is cap- italized at $50,000, was chartered by R. Coen, B. Goldman and H. Sandler. FULL LINE of HARDWARE FOR UPRIGHT, CONSOLE AND PORTABLE PHONO- GRAPHS. IN NICKEL, GOLD AND SPECIAL FINISHES. Radio Cabinet Hardware INVISIBLE HINGE PORTABLE NEEDLE CUP We have been catering to the hardware needs of the talking machine and radio industries for a number of years. Consequently we are in a position to give attention and service of the highest calibre. H. A. GUDEN CO., Inc. 227 CANAL STREET NEW YORK, N. Y. August IS, 1924 THE TALKING MACHINE WORLD mi* ■« „t \c so duct ate \ at *e ?pn da^ard^ V aeaie1 taVe^ et £~ ^ ^to t^6 to Vx° %ua t&u tee -tea tt^a a^0 Alb-year- More than a million and a half Brandes Head- sets andrJable~7alkers are today doing valiant service ! With each sale this time-tried guarantee assumes new strength and meaning. It is an old pledge", that bespeaks the unlimited confidence of the manufacturer in his products — a confi- dence based on the continued acceptance of Brandes products by an alert public. —praricte Superior ^Matched Tone Headset $7 'n Canada ) C.Brandes, In.c-,1924 Wlhename to know in 18 THE TALKING MACHINE WORLD August 15, 1924 David Grimes, Inc., Formed to Manufacture Radio Sets Firm Headed by David Grimes, Inventor of Super Reflex— Sales Manager, E. P. H. Allen- Factory in Jersey City — Plan National Drive David Grimes, the well-known radio technical expert and inventor of the Famous Grimes Sys- tem (The Super Reflex), is one of the organizers David Grimes of David Grimes, Inc., occupying executive offices at 1571 Broadway, Strand Theatre Build- ing, New York City, with a plant and laboratory E. P. H. Allen at 141 Morgan street, Jersey City, N. J., an eight-story modern building equipped with the most efficient labor-saving devices obtainable. The new company will produce a line of radio instruments, using the Grimes system, promis- ing new and distinctive advantages in radio, re- ception and will be known as the David Grimes. The object of the company, which has as its officers prominent members of the music and radio industry, is to produce the Grimes system, embodying modern features at a popular price. District sales offices will be maintained in Chi- cago, New Orleans and San Francisco, and officials of the company state that deliveries will be effected on their new line within thirty days. The general sales manager, E. P. H. Allen, formerly with The Radio Corp. of America and for many years a prominent figure in the music trades, states that very substantial orders have been received for the new product, and exten- sive plans of merchandising are well under way. The company is planning a national advertis- ing campaign and dealers' sales service bureau. Mr. Allen and Mr. Grimes have made an ex- haustive study of the requirements of the radio merchant and the David Grimes instruments are receiving marked attention from many in the trade who have seen the first set. The company will manufacture a general line of radio instruments and parts. W. G. Fuhri on Visit to Columbia Pacific Branches W. C. Fuhri, vice-president and general sales manager of the Columbia Phonograph Co., Inc., left New York August 7 for a five weeks' trip to the Pacific Coast. Mr. Fuhri will visit all Columbia branches en route to the Pacific Coast, and on this trip will discuss sales and market- ing plans for the coming Fall. Before leaving on this trip he commented optimistically upon the business outlook, stating that Columbia branch managers as a whole and Columbia deal- ers who have visited the -executive offices in New York are unanimous in stating that the coming Fall season will be a prosperous one. Norman H. Cook in New Post With S. E. Lind, Inc. Detroit, Mich., August 7.— S. E. Lind, presi- dent of S. E. Lind, Inc., of this city, factory representative for Royal phonographs and Royal neutrodyne products in Detroit and Cleveland territory, announced this week the appointment of Norman H. Cook as general manager of the company's Cleveland office, with headquarters at 1535 West Twenty-fifth street. Mr. Cook is popular throughout the Cleveland territory, as he is a competent and capable sales executive who during his experience in the talk- ing machine trade has been associated with such well-known houses as the W. F. Frederick Piano Co., Pittsburgh, Pa.; Boggs & Buhl, Pittsburgh, Pa.; Eclipse Musical Co., Cleveland, O., and Halle Bros., Cleveland, O. New Royal Phonograph Models Shown in Boston Simultaneous Displays in Shepard, White and Henderson Stores Attract Much Attention Boston, Mass., August 5. — The Royal phono- graph, manufactured by the Adler Mfg. Co., made its initial appearance in the Boston retail market this week when it was shown simul- taneously on the floors of the Shepard Stores, R. H. White Co. and Henderson's, 22 Boylston street. While the instruments were -featured by each store management as a distinctly new phonograph in design and were demonstrated for their tonal values and distinctive cabinet designs, capital was made of the fact that each machine is equipped for radio installation. That the public is still greatly interested in phono- graphs was demonstrated by the attention the new models attracted. Sales results were more than satisfactory. The Royal line is also scheduled to appear in the phonograph department of R. H. Hovey and in Henderson's Park Square Store, thus giving the line representation in three of Boston's great department stores and two na- tionally known music shops. The Royal Line Sales Corp., which is under the direction of P. A. Ware, is receiving many visitors from the New England trade at its showrooms, at 218 Tremont street, as a result of the showing made by the line in the Boston stores. Radio Service Laboratories and Gilfillan Bros, to Merge Los Angeles, Cal., August 6. — Arrangements recently completed provide for the merging of the Radio Service Laboratories, Asbury Park, N. J., a license under the Hazeltine Neutro- dyne patents and a member of the Independent Radio Manufacturers, Inc., with Gilfillan Bros., Inc., -of this city. The Gilfillan interests enter the radio field as an authorized manufacturer of Neutrodyne products, and H. M. Lewis and M. S. Moore, well-known radio engineers, have developed a new type of radio set which will be known as the Gilfillan Neutrodyne set. Gil- fillan Bros., Inc., are well known throughout the commercial world on the Coast, and have three points of manufacture, Los Angeles, Kansas City and Asbury Park, N. J. A compre- hensive sales plan involving the use of jobbers and dealers has been completed for the sale of the new set. Renew Vocalion Contracts The Aeolian Co. announces that contracts have been renewed with both the Ambassadors Orchestra and Ben Bernie's Orchestra, whereby these popular dance organizations will continue to record exclusively for Vocalion Red records. National Record Albums are Good Albums Nationally known because they give real satisfaction. They require less selling effort. Made to contain all makes of disc records including Edison. Write for our list of 1924 styles and prices NATIONAL PUBLISHING CO., 239 S. American St., PHILADELPHIA, PA. NEW PORTABLE ALBUM THE. PERFECT PLAN The Talking Machine World, New York, August 15, 1924 •THE MOST- PERFECT RADIO SET ^AMERICA. The Talking Machine World, New York, August 15, 1924 A Universal Set — meets all condi- tions both in sales and installation MONOTROL REG. U.S. PAT. OFF. Meets Every Sales Requirement Many sets which operate successfully are built without consideration for the ease with which they may be demonstrated in a showroom or the appeal they make to passing customers. In appearance, for example, they may fail to attract the eye — the first step in creating inter- est. The SLEEPER MONOTROL is built to "sell on sight." Or perhaps a set is the type which needs an aerial. In this case you can only demonstrate one set at a time, while the SLEEPER MONO- TROL is built to operate on aerial, or loop, or ground alone. You can demonstrate any num- ber of these sets in different booths at one and the same time. That means more sales in less time. It's a set which any customer can try himself. With a single revolution of the single tuning dial he gets immediate results upon all stations broadcasting within range. He receives these stations with an ease in selec- tivity, a purity of tone and a control of volume which he has never before experienced. You can offer to let your customer compare this set in every way with any other set he knows. You can offer to install it in his home on trial. For metropolitan use or local reception any- where, ground wire only often suffices for good reception, or use a loop or short aerial. Instal- lation is simple and inexpensive, and once in the home, the Monotrol will stay there. Answers Every Question Your Customers May Ask \ou do not have to give evasive answers to any question about aerials, or batteries, or tubes, distance, selectivity, tone quality, volume, porta- bility, beauty, workmanship, quality of mate- rial, maker's guarantee, horn or ear phone reception or any other point which makes a set worth purchasing. A customer may ask if he can use a loop, for instance. You can tell him "Yes." He may question you about the batteries. You can tell him to use either storage batteries or dry cell tubes of any standard make. You can tell him that his set will give results wherever he employs it. You can guarantee him absolute purity of tone quality and the absence of tube noises and microphonic sounds. You can guarantee dis- tance^— selectivity — a set improved in so many ways — so universal and so completely rounded out — that it literally answers every question any customer can ask. The Talking Machine World, New York, August 15, 1924 Twenty-four Improvements help you sell the MONOTROL REG. U.S. PAT. Of I 1 — 3 stages of tuned radio frequency com- bined with the advantages of the Inverse Duplex System. 2 — All the selectivity of the hest tuned cir- cuits, yet with only one tuning dial. * 3 — The Sleeper Synchronized Dual Con- denser, operating tuning condensers on a single shaft. 4 — Universal operation using any kind of loop, or aerial, or ground wire alone, de- pending on location. 5 — Operates from either wet or dry cell bat- teries with either type of tube. 6 — Tremendous power with fewer tubes — rectification, 3 stages of tuned radio fre- quency and 3 stages of audio amplifica- tion from only 4 tubes. 7 — Use of efficient Sleeper Reetiformer in place of the usual noisy detector tube. 8 — Exceptionally pure tone due to new prin- ciple of audio amplification with Sleeper Audoflex Transformers. ** 9 — Socket block floating on aeroplane rub- ber, eliminating microphonic noises. 10 — Recessed coil springs under each leaf contact. 11 — A novel system of stabilizing radio fre- quency. 12 — A novel in-put circuit, using same bind- ing posts for aerial or loop. 13 — Local-to-Distance Switch, controlling vol- ume without affecting tuning. 14 — New intensity control, saving current from all batteries. 15 — Metal panel and framework, eliminating body capacity effects. 16 — Improved type of filament switch. 17 — Beautiful cabinet of solid inlaid African Mahogany — Sheraton Period. 18 — Natural or 30° eye-to-hand slope, increas- ing visibility of dial readings and making operation more convenient. 19 — Satin finish panel, etched in oxidized bronze. 20 — Self-containing compartments for "B" batteries and dry cells. 21 — Tuning dial calibrated in wave lengths as well as numbers. 22 — Utilization of common ground, eliminat- ing unnecessary wiring connections. 23 — Improved construction, using the famous Doehler Die Castings throughout. 24 — All battery connection wire coded in color. The Sleeper Floating Socket Block- Sleeper Synchronized Dual Condenser The Talking Machine World, New York, August 15, 1924 iggiiBI H PS mm . I ilIHiiB The factory and men behind the -w- MONOTROL REG. U.S. PAT. OFF. Gordon C. Sleeper President and General Sales Manager. H. C. Doyle Treasurer and Production Manager. Designer Type 54 Monotrol. Formerly Produc- tion Manager Thomas-Morse Aircraft Corporation, Ithaca, N. Y. David Grimes Consulting Engineer. Inventor of the Inverse Duplex Sys- tem. Edw. McCambridge Superintendent. Formerly of Western Electric Company and Dictograph Products Corporation. J. L. McWeeny Manager of Chicago Branch. Formerly of the Radio Cor- poration of America. •THE MOST- PERFECT RADIO SET ^AMERICA A PERSONAL SERVICE is available to Community Dealers direct from the Executives and associates of the SLEEPER Radio Corporation. These men, each an expert in his field, co-operate and counsel in any dealer's problem confiden- tially submitted by the dealer to the SLEEPER Personal Service Department. All departments contribute to this service: Research, Engineering, Production, Adver- tising, Demonstration, Sales, Service and Finance. A. S. Lindstrom Manager of San Francisco Branch. F. A. Klingenschmitt Vice-President in Charge of Service. Formerly of Inde- pendent Wireless Tel. Co. and American Marconi Com- pany and Radio Corporation of America. Boyd Phelps Research Engineer. Formerly Research Engineer of the C. D. Tuska Company. G. D. Peters Purchasing Agent. Clifford Norberg Chief Tester. Formerly of Robbins & Myers, Inc. Philip Kobbe Advertising Counsellor. Pres- ident Philip Kobbe Company, Inc. The Talking Machine World, New York, August 15, 1924 Our Plan to Help You Sell the MONOTROL REG . U .S. PAT. OFF. YOU ARE FIRST APPOINTED AS AN AUTHORIZED COMMUNITY DEALER When our Zone Distributor finds that your standing and reputation in the community assures adherence to ethical sales and advertising methods, and that you are willing to cooperate and able to feature the SLEEPER MONOTROL in a truly effective way, on his recommen- dation you are appointed as an Authorized Community Dealer. WHICH ENTITLES YOU TO A SPECIAL DISCOUNT AND TO PARTICIPATION IN A SALES PLAN THAT INCLUDES: SLEEPER TIME PAYMENT PLAN— enabling you to sell the Monotrol and accessories on lenient terms through financing. AUTHORITY TO GUARANTEE every Monotrol you sell under our one-year service guarantee. MANUAL ON "HOW TO BUY A RADIO RECEIVER"— a most interesting booklet, sup- plied in quantity for distribution to your customers. DIRECT RETURNS FROM SLEEPER ADVERTISING— which will be run on an exten- sive scale in national publications as well as in local newspapers. The inquiries that we receive are forwarded to you. NEWSPAPER ELECTROTYPES AND COPY SUGGESTIONS— to cooperate with Sleeper advertising when advertising in your own behalf. A FULLY PREPARED MAIL CAMPAIGN — including personalized letters and suggestions for printed follow-up material with which to circularize your mailing list. STRIKING WINDOW AND STORE DISPLAY MATERIAL— fresh displays supplied at least once in every two months. EXHIBITIONS, DEMONSTRATIONS AND RADIO LECTURES— staged for your benefit by Monotrol District Travelers. A PERSONAL SERVICE by the executives of the Sleeper Radio Corporation whenever you require such service from the Research, Engineering, Production, Advertis- ing, Demonstration, Sales, Service or Finance Departments. 1. For a more detailed description of the new Sleeper Monotrol and of the plan by which we help you sell it (including proofs of Sleeper advertising) write for our Campaign Plan Book. 2. For a demonstration of the set itself, get in touch with your regular jobber or write for a list of the Sleeper Zone Distributors. 3. For much interesting information on the basic principles of radio salesmanship and for reasons why the Sleeper Monotrol, Type 54, is the most universally salable set yet developed, write for the manual — "How to Sell a Radio Receiver." SLEEPER RADIO CORPORATION Established 1919 436 Washington Ave. CHICAGO 110 South La Salle St. Long Island City, N. Y. SAN FRANCISCO 111 New Montgomery St. Write for a Complimentary Copy of our Campaign Plan Book and for the Manual — "How to Sell a Radio Receiver" •THE MOST- PERFECT RADIO SET 'AMERICA The Talking Machine World, New York, August 15, 1924 Embodies twenty-four improvements in the Grimes Inverse Duplex Circuit Attractive cabinet of inlaid African mahogany with a panel of etched bronze. Operates on loop, aerial or ground alone, depending on local conditions. Retains the advantages of single dial control. Write to us for information and plan your Fall radio campaign in the Summer. You will find our service an invaluable aid. TIMES APPLIANCE CO. {Wholesale Only) 33 West 60th Street New York Telephone Columbus 7912 The Talking Machine World, New York, August 15, 1924 The New CJ MONOTROL TYPE 54 REG. US PAT. OFF. WHAT WE AS DISTRIBUTORS FOR THE SLEEPER RADIO CORPORATION HAVE TO OFFER THE DEALER The Set Operates on any type of aerial, loop or will work on ground wire only. Employs only four tubes, gives three stages of Tuned Radio Fre- quency, and three stages of Audio Frequency. Retains the advantage of the single dial control, which is a feature of the Sleeper Monotrol. The Service The Community Dealer plan which the Sleeper Radio Corporation has to offer through D. W, May, Inc., as a distributor will aid the dealers' sales materially. The service D. W. May, Inc., offers to dealers leaves nothing to be de- sired. Place your orders for Fall requirements now. D. W. MAY, Incorporated WHOLESALE DISTRIBUTORS Thompson Neutrodyne, Thompson Speaker, Crosley Radio Products, Herald Loud Speaker, Philco Storage A and B Batteries, Ray-O-Vac B Batteries and Dry Cells, Brach Lightning Arrestors, Electron Battery Chargers, Murdock Phones and Plugs, All American and Jefferson Star Transformers and all other well-known radio products 325 Central Avenue Wholesale Only Newark, N. J. The Talking Machine World, New York, August 15, 1924 You Now Need a Distributor For The New TYPE 54 MONOTROL REG. US. PAT. OFF. And Your Logical Jobber is Call, Write or Wire for Details to NYRAD DISTRIBUTING COMPANY, INC Wholesale Exclusively Specialists for 24 Years in Phonograph Merchandising 250 West 108th Street Phone Academy 5251 New York City ALSO MUSIC MASTER PRODUCTS, EVEREADY BATTERIES, ETC., ETC. August 15, 1924 THE TALKING MACHINE WORLD 19 Portable Drives Prove Sales Stimulators How Progressive Dealers Are Adding Materially to Their Sales Volume by Going After Portable Business — Quick and Easy Sales The talking machine dealer who is neglecting to push his sale of portables to the fullest pos- sible extent is undoubtedly losing a big source of revenue. It might be that a dealer best knows his own territory and feels that the peo- ple to whom he caters are not logical prospects for this type of machine, but with business rather slack, as it is at the present time, there is no reason why the dealer or his salesmen should not invade the nearby bungalow colonies or Summer resorts in an effort to sell the Summer residents a portable, or, failing in this, to in- crease his record sales. An interesting example of cashing in on this type of selling is the expe- rience of the F. F. Hermann Talking Machine Corp., of Port Richmond, Staten Island, N. Y. There are scattered about Staten Island a num- ber of Summer resorts and bungalow colonies and during the Summer this enterprising dealer sent a clerk with a number of portable machines and a stock of the latest records to visit these sections. With a Victrola No. 6 in a light delivery truck the salesman would make his rounds and, stopping in the center of a busy street, would play several of the latest releases. Aside from the number of portables sold through this method, the record sales were in themselves amazing, Fred Hermann stating that on Saturdays it was not an unusual occurrence to dispose of eighty to a hundred dollars' worth of records. When it is taken into account that this business was strictly on a cash basis, it can be seen that the Summer was a profitable one. Door-bell Ringing Sells Portables That the sale of portables can be made equally profitable for the dealer in the city is shown by a conversation which the writer had with an outside man connected with the talking machine department of a large department store. On the preceding day this salesman had made a house- to-house canvass in certain districts of Astoria, Long Island, with the result that he disposed of six portable talking machines and, while the writer was speaking to him, a lady with whom he had discussed the purchase of a machine on the previous day called at the store and pur- chased a regular Victrola. Asked as to whether he encountered difficulty in being admitted to demonstrate the instrument, this salesman stated that, with the exception of large apartment houses and tenement houses in the city, the average housewife does not object to admitting the canvasser, thus giving him an opportunity of selling her on the proposition of buying a machine. Every Family a Prospect "Few dealers realize that the reception granted the canvasser is in nine cases out of ten a pleasant one," stated this salesman. "If at the beginning the housewife declares that she owns a talking machine and is not interested in own- ing a portable, it is easy to gain admittance by stating that you wish to demonstrate a new style of needle or to play several new releases. The owner of a talking machine is always ready to lisen to any proposition that will enable her to gain better entertainment from the ma- chine and it is to people who already own Victrolas or other styles of machines that 1 make most of my sales. A family which has an expensive machine and contemplates going to the seashore for a month or two does not wish to be deprived of the pleasure which it is accustomed to from listening to the machine and do not wish to go to the trouble of shipping their instrument to the country .or seashore home. Thus, when a portable at a reasonable price is offered the chances are greatly in favor of a sale. Out of the six sales which I made yesterday in Astoria, four of them were to peo- ple who already owned machines. It is surpris- ing also to see the number of people one meets in going about who, although not interested in purchasing a portable, express themselves as being interested in purchasing a large instru- ment. I have secured a number of good leads which I will follow up and which I feel sure will result in sales. While a number of people state that they are interested and will call at the store to close the deal I make every possible effort to close the sale when the prospect is enthused over the demonstration." It is entirely within the province of every dealer to try this means of adding to his Sum- mer business and should he be in a position where he be hesitant about tackling the project in a big way, let him go himself and on foot and see if his immediate vicinity will not yield results. A selected list of names taken from the store's mailing list could be called upon in odd moments and even though the portable sales would not be of such a volume that would cause astonishment, it is certain that the canvasser could secure orders for records that would be demonstrated that would more than repay for the time and trouble taken. The name of the Boyer-Smith Music Shop, of Lancaster, O., has been changed to the Burk- Smith Music Co. John A. Burk has purchased a half interest in the establishment. This Coupon will help build your RADIO DEPARTMENT j ADIO receiving sets are, like talking ma- chines, musical instruments. That's why more and more people are going to talk- ing machine stores to buy radio apparatus. Such standard sets as Zenith, the Fada Neutrodyne and the Colin B. Kennedy displayed in your window in conjunction with high- grade accessories, as Music Master loud speakers and Brandes Table Talkers and Headsets will bring new customers into your store. Cunningham tubes, Eveready "A" and "B" batteries, Electrad antenna equipment and Harkness Reflex Kits are other "best sellers" in radio. We are prepared to make quick de- liveries on all the supplies mentioned as well as on adapters, plugs and other standard makes of sets, parts and accessories. We Specialize in Establishing Complete Radio Departments . . . .^M. - ' -*» k. P Dept. T.M.W. 824. 218-222 West 34th Street, New York, N. Y. 20 THE TALKING MACHINE WORLD August 15, 1924 Store Door Playing Menace to Radio Sales Unthinking Dealers Who Arrange "Public" Demonstrations in the Windows and Doors Create Nuisance and Deliberately Kill Sales The practice of many retailers of hooking up a radio in the window or near the door of the store to which is attached a loud speaker, osten- sibly to attract the attention of passing pedes- trians to the fact that radio is handled, is becom- ing a menace to radio sales, according to leading members of the trade, who declare that the uncontrolled and raucous noises issuing from un- regulated and unattended radio sets are giving the public a false impression of what really excellent results can be obtained from a radio set. Furthermore, it has been pointed out that this practice is creating a nuisance in that the annoyance caused is resulting in considerable indignation on the part of other business men in the neighborhood and persons residing within hearing distance of the continual noise. No Way to Demonstrate The radio receiving set is an extremely sensi- tive instrument and to get the best results care- ful adjustment is necessary. Loudness is often achieved at the expense of clarity and pleasing tone. And that is the great trouble with* most retailers who are trying to attract public atten- tion to their wares in this way. A talking machine man who also handles radio told the writer that recently he visited a little town in the State of New Jersey and when he alighted from the train he heard a puzzling noise coming apparently from the business district. Having some time to spare he decided to trace the sound to its source and after walking four or five blocks was astonished to discover that it emanated from a music store in the entrance of which was placed one of the largest amplifiers he had ever seen. A few doors away on the same block was a radio store and this dealer for his own information decided to make some inquiries re- garding the amplifier. He evidently touched the radio dealer on a sore spot for in response to his inquiry this chap declared: "No, we haven't any and we don't want to handle any of the d things. Isn't that noise enough?" That is the general attitude of most people who have something of this character inflicted upon them day after day. Live Merchants Against Practice All intelligent retailers interested in the progress of radio are firm in their opinions that this practice of setting a loud speaker in the window or door of the store so that every- one within a block or two can hear is extremely harmful to business. This attitude of the pro- gressive type of dealer was exemplified at the last meeting of the Talking Machine and Radio Men, Inc., at the Cafe Boulevard, New York City, when Irwin Kurtz, president of the Asso- ciation, came out in strong and unmistakable terms against the practice. Mr. Kurtz did not mince words and he stated that already some action was contemplated by city officials to pro- hibit all playing of talking machines, radio, etc., in front of stores so that the sound reaches to the street in such a manner that it becomes offensive. One thing is sure, the warning against this short-sighted practice cannot be sounded too strongly. Murdering Business The dealers who create a nuisance in this manner, whether it be in connection with talking machines or radio, are simply murdering their own business, to put the matter bluntly. The neighborhood dealer who depends upon the people residing near the store for the bulk of his business certainly cannot afford to antag- onize his customers and prospects against the store and the product he is so noisily and in- effectively trying to attract attention to. Neither the radio nor the talking machine business is a circus proposition and the ballyhoo methods of the circus will not get any results, but on the contrary the animosity aroused by too loud store door playing is premeditated murder of sales opportunities and the development of the radio and talking machine business on a sound, stable business. Alternative in Demonstration of Radio There is a better way of demonstrating radio. Briefly, by staging public demonstrations in the store with an attendant in charge of the outfit at all times, a man who has the ability and knowledge of radio which are so necessary in the successful merchandising of this product. The dealer can use his mailing list to good advantage in this respect and thus secure the attendance and attention of the people who are most likely to be prospects for this merchan- dise. One dealer sends out a letter setting forth the most interesting parts of the program on the night of the store demonstration and wind- ing up with an invitation to come in and hear this entertainment. There is no suggestion of commercialism in the letter and the people come, for his store is always crowded with eager listeners on these evenings. Mention of other dealers who have found this manner of demon- strating exceedingly successful has been made from time to time in The World. At any rate, this is the dealer's best bet if he wants to place his radio business on the dignified and profitable plane it deserves. It is the one really effective way in which the true merits of the radio as a medium for entertain- ment can be brought home in a forceful manner to the public. Instead of retarding it promotes sales and not only does the dealer profit but the business as a whole progresses. On the ether hand, the store door method has an exactly opposite effect. In short it kills sales and drives away prospects and customers for both radio and talking machines. When a prac- tice such as this results in complaints on the part of the public and officials begin thinking of taking direct action to prohibit this form of "advertising" the moral should be so clear and simple that it should be realized by even the dullest and most short-sighted dealers in the business. Ray Miller Scores With Atlantic City Visitors Ray Miller and His Brunswick Orchestra are achieving signal success in the Cafe Beaux Arts at Atlantic City, where this popular orchestra leader and exclusive Brunswick artist is ful- filling a Summer engagement. A feature of the impromptu entertainment provided by Ray Miller is "Brunswick Night," when every lady present is presented with a Brunswick record, which is a recording by Ray Miller and His Orchestra. Every Thursday night is "Clown Night" and many well-known vaudeville and moving picture stars are usually present. In addition to Ray Miller and His Orchestra, the Cafe Beaux Arts presents the Mound City Blue Blowers, a unique organization discovered by Ray Miller, which also makes Brunswick records exclusively. Real Portable Phonograph "Money Maker" For Alert Dealers This machine is in every way an instrument extraordinary — in purity of tone, musical quality and volume of sound. Light and takes up very little room. The demand for this model will be big, because it is ideal for pic- nics, outings, camps and cottages, yet with its clear, distinct, mellow tones and pleasing appearance it is equally suitable for the home. A medium priced machine that will make you money. Order at once. Manufactured by MODERNOLA CO. Johnstown, Pa. Write for our Special Catalog MODERNOLETTE Case, except panels, is made from solid black walnut, rubbed and highly polished wax finish. Twelve-inch felt- covered turntable. Heineman double-spring motor. Weighs twenty-two pounds. $21.00 to dealers. Retail price, $35.00. August IS, 1924 THE TALKING MACHINE WORLD A Recipe! VlCTOfWKTOR NO. M NO. VICTOR NO. ZIO An August Bracer Prepare your punch before the company comes. Ask any Pearsall dealer he'll tell you. 'Desire to serve, plus ability." Wholesale Only 10 EAST 39th ST. NEW YORK CITY SILAS E. PEARSALL COMPANY THOS. F. GREEN 22 THE TALKING MACHINE WORLD August is, 1924 Now Is the Time to Clean House for Fall Spare Time Now Can Be Utilized to Make Preparations for the Fall Business Campaign — Check-up on Mailing List Important With the Summer months at hand, when to a certain extent the talking machine trade has slackened up, the dealer should use the spare moments which are accorded him to "put his house in order." This is not to be taken as meaning that the Summer season is a time for the dealer to lessen his sales efforts. Quite the contrary. But there can be no doubt that with the average dealer trade is more quiet during July and August than at any other time of the year. With this condition existing these months are appropriate for the dealer to prepare for a good Fall business and to so have his stock in order that a brisk demand in September will find him prepared. There are a number of things which the dealer can do to clean house. His stock of machines and records should be overhauled and dead stock should be pushed to clear the store of this accumulation. The collection accounts should be gone over and the past due reduced to the minimum. An inten- sive selling campaign should be inaugurated and the end of the Summer should see the prospects on the dealers' list catalogued either as satisfied customers or thrown into the dis- card as being worthless. There is no reason why any prospect should be considered "live" for more than six months at the outside. An- other feature of the business which should be given attention during the Summer is the mail- ing list. A careful check-up of this list will cut out an amount of deadwood which is costing the dealer money and time. With the weekly releases of records the postage costs of mail- ing record bulletins to a large mailing list amounts to a considerable sum and in many cases such money is absolutely wasted. Checking Up the Mailing List There are several methods of making an ef- fective check-up of the mailing list, the one most commonly used consisting of the sending out of a form letter accompanied by a return card requesting the customer to state whether or not he desires to receive the bulletins, and to indicate whether the address to which the letter was sent was correct. The dealer can state that the reason for the letter was the complaints of several customers that they had not received bulletins and, as the sending of such lists was a part of the service which the store rendered, he wished to remedy this fault, fn this way the dealer not only receives the information which he is seeking, but he also builds up his prestige by impressing his cus- tomers with a desire to serve them. Live Dealer Gets Complete Data A method utilized by Albert Bersin, a Brook- lyn dealer, recently proved most effective and satisfactory in that it not only provided for a successful check-up of his mailing list but it also gave the store desirable prospects for ma- chines, radio sets and pianos. A reproduction of the card sent out is shown herewith. This Do you desire to receive the Vic- tor and Brunswick Record sup- plements? yes □ no □ Do you desire to receive the monthly booklet on radio? yes □ no □ Have you a radio set? yes □ no □ Do you desire to purchase a radio set? yes □ no □ Do you desire to purchase a piano? yes □ no □ Do you desire to install a radio set into your own phonograph cabi- net? yes □ no □ Do you desire to exchange your phonograph for a radio set? yes □ no □ Do you desire to exchange your phonograph for a new one? yes □ no □ Address card was sent out together with a letter an- nouncing the discontinuance of a branch store and soliciting the continuance of the customer's trade at the main store which is situated in the same neighborhood. Invites Patrons to Visit Store As can readily be seen the postcard covered the entire field and supplied the dealer with all the facts which he wished to know concerning the customer's needs and preferences. The ac- companying letter was most informative, giving the full line of talking machines and phono- graphs carried by the store, as well as those radio receiving sets which are carried in stock. It also stressed the store's facilities for con- verting the customer's talking machine into a combination talking machine and radio and con- cluded with a cordial invitation to visit the store and listen to the radio concerts and to the weekly releases every Friday of Victor and Brunswick records. Results of the Check-up The result of this letter was that the mailing list which formerly consisted of more than 1,600 names was cut down by some hundreds, which means the saving of at least a hundred dollars a year in postage. It must be taken into consideration that there are a number of people who are desirous of receiving announcements, but who through carelessness or some other reason failed to return the postcard. The en- tire list of names which have been compiled is being saved by the store and any special an- nouncements will be sent them, but the regular bulletins such as record releases will be sent only to those who expressed a desire to receive them. A large number of live leads for radio sales and combination units was also a result of this letter. Handsome Starr Catalog Is Introduced to Trade This Volume Describes and Illustrates Starr- Made Phonographs in Most Interesting Way Richmond, Ind., August 6. — The Starr Piano Co. of this city, manufacturer of Starr phono- graphs and Gennett records, has just issued a very attractive catalog, featuring Starr-made phonographs. This catalog has been mailed to the company's dealers throughout the country, all of whom are keenly enthusiastic regarding its appearance and its value as a sales stimulant. The opening pages of this new publication, giving a brief resume of the distinctive qualities of Starr-made phonographs, call attention to the use of Silver Grain Spruce as the singing throat and sounding board horn of the Starr phonograph, which it is stated is responsible for the splendid tone quality of these instruments. Under the heading of "Starr Mechanical Per- fection" there are briefly illustrated and de- scribed the following features of Starr-made phonographs: Starr singing throat, reproducing diaphragm and tone arm, filing system, tone modifier and motor. Following these several pages there are shown the various models included in the Starr line, one page being de- voted to each instrument with considerable de- scription. Among the phonographs presented in this way are the following: Style J^, XI, XIV, XVII, XVI, XXIV, XIX, XIX-A, XXI, XVIII, XXII, XXIII and XV. This line com- prises one table model, four uprights, seven con- soles and one instrument, the XIX-A, which is the same as the style XIX console except that it has in addition a loud speaker unit and may be radio-equipped. This very interesting and attractive catalog was prepared under the direction of R. C. Ball, advertising manager of the Starr Piano Co., and its completeness and typographical arrangement are in accord with the standing and prestige of Starr-made products in the music trade. Courtesy recalls the customer and invites a new one; discourtesy drives away those you have and keeps away others. NATHANIEL BALDWIN RADIO PHONOSPEAKER Uses the Phonograph Horn for Radio ^fil^ Amplification The instrument tl at delivers all the radio set will get, with full vol- ume and without distortion. NATHANIEL BALDWIN INC. Radio-Speakers, Headphones, Units, Phone-Speakers SALT LAKE CITY, UTAH Eastern Branch Office, 227 Fulton Street, New York City, N. Y. August 15, 1924 THE TALKING MACHINE WORLD Why Advertise a Registering Piano in a Phonograph Journal? For just this reason: we are able to present a product with an active, profitable market, merchandised on much the same lines as are talking machines. Your merchandise, generally speaking, is nationally adver- tised. So is the Gulbransen. Your merchandise, generally speaking, is nationally pricedo So is the Gulbransen. Your merchandise, generally speaking, is at a point where the service expense is so small as to be practically negligible. The same is true of the Gulbransen. Your merchandise opens a way to continued profit from the original transaction through the sale of records. So does the Gulbransen. Your manufacturers, generally speaking, concentrate on few styles, requiring minimum investment in stock of machines, by the dealer. So do we, making four models only. In the phonograph field are some of the world's greatest "human interest" trade marks. The Gulbransen also has such a trade mark — the famous Baby that means "Easy-to-Play". These are a few reasons why the Gulbran- sen "fits in" with the average retail talking machine business, and why it is now handled in so many stores of this type. Many merchants heretofore handling talk- ing machines exclusively have changed their policy on account of the Gulbransen opportunity. You may find that there are many points of similarity in your own case — enabling you to sell Gulbransens at a very slight increase in overhead. M-O-T-I-O-N in your window Here is the type of up-to-date moving window display de- vice that phonograph merchants are accus- tomed to. A moving Baby. The Gulbran- sen trade- mark in action. I 1 GULBRANSEN COMPANY 3236 W. Chicago Avenue, Chicago Gentlemen — Tell us how the Gulbransen "fits in" with a talking machine business. Name — Addre City . I Why not find out? We'll gladly send the full details to any dealer in commun- ities where representation is available. Just fill in the handy coupon. GULBRANSEN COMPANY 3236 W. Chicago Ave., Chicago (Pronoun rrr) GrJ-DRAN-SCO) nULBRANSEN V_jThe Hegistering Piano 24 THE TALKING MACHINE WORLD August 15, 1924 How Hahne & Co. Profit by Direct Mail Post Card Featuring Record by a Leading Artist Brings 18 Per Cent Return — One-Third Gain in Summer Sales Tells the Story Simple and inexpensive little stunts often have an important bearing on sales. A case in point is a plan tried by the talking machine depart- ment of Hahne & Co., Newark, N. J., depart- ment store, which mailed to a thousand cus- tomers a return post card on which was fea- tured one of Reinald Werrenrath's Victor rec- ords. Now the important point in all this is that in spite of the fact that this period is the so-called dull season an 18 per cent return of the post cards resulted from the mailing. The message on the card was as follows: REINALD WERRENRATH America's Great Baritone, sings When You Were Sweet Sixteen Can't You Hear Me Calling, Caroline on one Victor $1.50 Record Here is one of the most beautiful records ever made. It is accompanied by a male quartet of unusual merit. If you cannot call to hear this number by all means mail this card to us to-day! HAHNE & CO. Send me Mr. Werrenrath's Record No. 991, price $1.50, also the following Victor Records: Charge . . . C. O. D. Name. . . Address. On the reverse side was the printed address of the Victrola department of Hahne & Co., so that all the customer had to do was to drop the card into the nearest mail box and the desired records would be delivered without loss of time. Stuffers Prove Their Worth Another stunt of a somewhat similar nature which also brought satisfactory returns in sales consisted of stuffers which were inserted with statements to patrons, included in literature sent to prospects and also mailed with the weekly record supplements. This stuffer fea- tured a record by Henry Burr on one side and Wendell Hall on the other. A sufficient num- ber of sales resulted to make this form of rec- ord promotion very much worth while. Thirty-three and One-third Sales Gain The methods of increasing business described above assume growing importance when the re- cent statement of A. R. Filante, manager of the department, that business thus far this year rep- resents an increase over the same period of last year of 33^ per cent is considered. Another important point is that this increase has ieen the result of a steady gain in sales month after month and not the result of large business dur- ing the last weeks of Winter and Spring off- setting dull Summer months. There is a reason why some dealers can point to good business every month throughout the year, and the germ of that reason is indicated in the brief account of how Mr. Filante is boost- ing record business. Another angle of his methods which point a moral is that every live prospect is followed up by personal visits of a member of the sales organization until there is no hope of closing a deal. This is done, no matter how warm it is outdoors and no matter how strong the inclination is to ease up on work. That the heat may affect the prospect in such a manner that interest in a talking ma- chine for the time being is suspended is not even considered. A Two Cent Stamp and the Sales Message Sending a definite sales message via the two cent stamp route is one of the cheapest methods of stirring up business, as Mr. Filante and other progressive dealers have found, but, strange as it may seem, there are many retailers who seldom send out anything more than the record supplements and some of them even think this an unnecessary expense. One dealer com- plained to the writer recently that his returns in actual sales of records resulting from the sending out of record supplements were so small that the mailing represented an unwar- ranted expense. Questioning disclosed the fact that he had not checked over his prospect list in several years. The reason for the lack of returns is obvious. To call a mere list of names a prospect list is a misnomer when those names consist largely of people who are not interested in records and who will not buy. Many dealers hesitate to take names off the so-called prospect list, but it is better to have a hundred names on a prospect list, all of which represent sales possibilities, than a thousand names with no chance of selling the nine hundred. If you have "CAN'T BE BEAT" Like our illustrious Yale crew we are Best by Every Test and "can't be beat."— Always insist on DE LUXE NEEDLES (BEST BY EVERY TEST) Perfect Reproduction of Tone No Scratching Surface Noise Plays 100-200 Records May We Send You Sample ? Duo-|one Company, Incorporated Sole Manufacturers of De Luxe Needles ANSONIA, CONN. Price 3 for 30 Cents Liberal Trade Discounts such a list take out the "dead" names and save money. That is one way of making direct mail pay dividends in sales. Waste of Good Literature Those dealers who are making good use of the great quantities of expensive and really effective publicity matter which is constantly being supplied by manufacturers are on the right road to better business. This material is prepared by experts and for a definite reason, but many dealers apparently do not realize the importance of this sort of advertising, and in- stead of taking advantage of this wealth of sales- producing literature they cast it aside and it is forgotten. There are the windows, walls of the store and booths where much of this publicity material could be used to advantage, and even if only one sale resulted from the use of a piece of this free advertising the dealer would be well repaid for his effort in placing it in some con- spicuous place in the store. A wise man once said that that which is free is not appreciated, and unfortunately this seems to hold true with many retailers. At any rate, Hahne & Co. have found the use of this publicity good business, and it cannot be emphasized too strongly that other dealers who make use of it will also find that it pays. Paul Specht to Supply Orchestras for Gunard Line Popular Columbia Artist Sails for England to Close Deal to Supply American Orchestras for the Palatial Cunard Ships Paul Specht, popular dance orchestra leader and exclusive Columbia artist, sailed recently on the "Berengaria" for London, England, at the invitation of Cunard officials, with whom he is to sign a contract to supply American orchestras for the fleet of fifty steamships be- longing to the Cunard line. Sailing with Mr. Specht was the Carolina Club Orchestra, a band of young college students who are the first unit to play for the English steamship line under the Specht management. This orchestra sup- plied the music for the representatives of the American Law Association aboard the "Beren- garia" who sailed for the Exposition at Wembly. The employment of Paul Specht American Orchestras aboard the Cunard boats breaks an eighty-five year old precedent established by British boat owners who have heretofore em- ployed only English musicians. While abroad Mr. Specht will also supply orchestras for Stoll & Moss, Empire Music Hall Circuits in Eng- land, at the Claridge Hotel in Paris and at the Winter Garden in Berlin. Mr. Specht at the present time has some two score orchestras, supplying the music at the Alamac Hotel, New York, and other hostelries. Helpful Merchandising Plans The Kor-Rad Co., Inc., New York City, sole distributor of the Lafayette Neutrodyne radio set and the Lafayette reproducer, although in existence five months, has already attained a wide distribution for these products and is achieving pleasing success in the development of its sales activities. The company adopted some time ago a very liberal sales policy, a co-opera- tive dealer service and a practical merchandis- ing plan that has met with the hearty approval of the trade. The company has established its line with well-known phonograph dealers in the leading trade centers, and Lafayette radio products are being featured to excellent ad- vantage by these dealers. August 15, 1924 THE TALKING MACHINE WORLD 2 5 "Better than a Phonograph" Style 40, Mahogany or Walnut The marvelously natural and beautiful quality of tone repro- duced by the Duo-Vox Bush & Lane universally enthralls and enraptures. The esteem and enthusiasm of the many Duo- Vox Bush & Lane representatives for the Duo-Vox Bush & Lane line of sound reproducing instruments bespeak with eloquence, au- thoritative and sincere, the overwhelming individuality and perfection of tone reproduction constituent in the Duo-Vox Bush & Lane. The Duo-Vox Bush & Lane, with its separate and patented reproducers, one for lateral and one for hill and dale, has a range of performance, serviceability and appeal that is un- equalled. Full line of console, upright and radio models. Write for Agency Data BUSH & LANE PIANO COMPANY HOLLAND MICHIGAN 26 THE TALKING MACHINE WORLD August 15, 1924 Better Packing — Lower Cost The use of Atlas Plywood Packing Cases will show a material saving in your freight charges. They weigh only about one-half as much as the ordinary wooden box, but their carrying capacity is greater and they give greater protection due to scientific con- struction. Their resiliency enables them to withstand rough usage which would ruin the ordinary lumber case. Atlas Cases save freight, carry heavier loads, give greater protection, make a better appearance and cost less. Thorough investigation will undoubtedly show you the advisability of adopting this up-to-date packing case for your shipments. Ask for quotations on your requirements. Atlas Plywood Corp. PARK SQ. BUILDING BOSTON, MASS. Largest Manufacturers of Box Shook in New England A. A. Fair Now With the Colin B. Kennedy Corp. Widely Known Talking Machine Man Appointed Assistant Sales Manager of Manufacturer of Popular Radio Receiving Sets St. Louis, Mo., August 6. — B. R. Hassler, sales manager of the Colin B. Kennedy Corp., of this city, manufacturer of the Kennedy radio re- ceiving sets, announced this week the appoint- ment of A. A. Fair as assistant sales manager of the company. Mr. Fair will make his head- When the Jewett Phonograph Co. was organ- ized Mr. Fair was appointed sales manager, and while occupying this important post spent prac- tically all of his time visiting the dealers and jobbers throughout the country. He brings to his new work an exceptional knowledge of mer- chandising conditions and a thorough familiar- ity with dealer problems that should enable him to achieve signal success with the Colin B. Ken- nedy organization. A. A. Fair quarters in St. Louis and will do a limited amount of traveling throughout the territory in order to work in close contact with Kennedy distributors. This announcement will be welcome news to Kennedy dealers everywhere, as A. A. Fair is one of the most popular members of the whole- sale talking machine industry. His experience dates back many years when he started as a traveling representative for Grinnell Bros., of Detroit, Victor wholesalers. He was later ap- pointed a member of the traveling staff of the Columbia Phonograph Co.'s Detroit branch, from which he was transferred to the Columbia headquarters in New York. He was subse- quently associated with the Aeolian Co., of Chi- cago, as right-hand man to the general manager. Sonora Officials Have Very Narrow Escape Three Sonora officials, S. O. Martin, presi- dent; Joseph Wolff, first vice-president, and L. C. Lincoln, advertising manager, had a very narrow escape from possible death when the Broadway Limited, the Pennsylvania crack twenty-hour train, was very nearly wrecked twenty miles south of Chicago on Monday afternoon of last week. The train was speeding at about sixty miles an hour when it struck a heavy commercial truck, loaded with bags of cement. The driver of the truck was killed instantly. The cowcatcher of the engine was badly bent and twisted, and dragged along the roadbed over a distance of two train-lengths, ripping the ties. Mr. Lincoln, when comment- ing on the accident, stated that he does not understand what ever kept the train on the rails. The fine powder of cement from the bags was scattered around in a veritable cloud, entering the coaches and covering everything with a thick coating of dust. However, Mr. Lincoln states he and his companions cheerfully dusted off the cement from their persons and belong- ings, grateful indeed that they escaped with nothing worse than a cement shower. Bird's Shop in New Home Beverly Hills, Cal., August 4. — Bird's Bruns- wick Music Shop, which was located on Beverly Drive for about a year, recently moved to 8919 Santa Monica Boulevard, Sherman. The new quarters are more centrally located in view of the fact that Mr. Bird has many customers in West Hollywood and Crescent. National Metals Depositing Corporation Factory: 34 East Sidney Avenue, Mt. Vernon, N. Y. MASTERS MOTHERS STAMPERS For Phonograph Records We deposit the FINEST COPPER in the World Omr IMPROVEMENT: all stampers have HIGHLY POLISHED MACHINE BACKS Art Kahn and Orchestra Signed by Columbia Go. One of the Most Popular Musical Combinations in Middle West to Make Records Exclusively for the Columbia Co. The Columbia Phonograph Co., Inc., an- nounced recently that Art Kahn and His Orchestra, of Chicago, had signed a contract to make records for the Columbia library ex- clusively. Mr. Kahn is well known throughout the Middle West as one of the most successful Art Kahn orchestra directors in that part of the country, and he has a host of followers among dance devotees, who will be delighted to know of his Columbia contract. Some nine or ten years ago when the world war started Art Kahn had already attained great success among dance orchestra leaders, and dur- ing the war he put in his time entertaining the boys, both in American and French canton- ments. Upon his return he joined the Lubliner and Trinz Orchestra in Chicago, controlling twenty-two moving picture theatres in that city and vicinity. Mr. Kahn was appointed a direc- tor in one of the theatres and his success was so impressive that he made rapid progress until to-day he personally conducts the orchestra in the largest Lubliner and Trinz theatre and supervises the music in each of the other twenty-one theatres. In addition to these ac- tivities Mr. Kahn has composed several selec- tions which have been quite successful, and he is personally recognized as one of the most capable pianists in the popular music field. If we devote our time disparaging the prod- ucts of our business rivals, we hurt business, reduce confidence and increase discontent. The Talking Machine World, New York, August 15, 1924 MOTOR No. 66 Examine the Motor! That's the important thing If you were purchasing an automobile, what would be the controlling factor? The motor of course! And it should be the deciding factor when you purchase phonographs. You should insist on re- liable equipment — that means Heineman Motors — And here are some reasons why Each and every Heineman Motor is given the same painstaking, detailed care that has made Heineman Motor Equip- ment a byword in the Industry. For the Heineman standard has always been "ACCURACY" first, last and all the time. Every motor part, from the iron casting to the winding gears ; from the smallest screw to the solid steel driving shaft, must be as mechanically perfect as engi- neering skill can make it. And these are only some of the many "reasons why" it will pay you to insist on — HEINEMAN QUALITY MOTORS General Phonograph Corporation, N. Y. OTTO HEINEMAN, Pres August 15, 1924 THE TALKING MACHINE WORLD 27 Magnavox Go. Announces New Vacuum Tube to Trade New Product to Be Known as Magnavox Radio Vaccum Tube Type A — National Advertising Campaign to Be Started at an Early Date The Magnavox Co., of Oakland, Cal., manufac- turer of Magnavox radio reproducers and am- plifiers, is announcing to the trade the develop- ment of a new storage battery vacuum tube to be known as the Magnavox radio vacuum tube Type A. This tube has been designed by Mag- navox engineers and in its development follows The Magnavox Vacuum Tube and Container an entirely new principle of construction which, the company states, represents a distinct ad- vance in tube design with corresponding in- crease in efficiency. The announcement of the company to the trade says: "The Magnavox tube departs rad- ically in every respect from the construction of previous tubes, especially in that it does not make use of a grid or any other kind of elec- trode interposed between the filament and plate. The effect of this new principle of con- struction permits the electrons to take an un- obstructed passage between filament and plate. By means of a new and better method of electron control the Magnavox tube gives not only higher amplification with greater sensitive- ness, but also purest reproduction. Exacting tests imposed upon the Magnavox vacuum tube in all standard circuits have yielded results of great interest to the radio user. "The elimination of the grid allows the spac- ing between electrodes to be much greater than in ordinary tubes and still maintain the same resistance, with the result that Magnavox tubes have less than one-half the internal capacity of other tubes of similar type. The Magnavox tube is not critical of adjustment either as to plate or filament. The filament consumption is only one-quarter of an ampere. When used as a detector the Magnavox tube gives sharper tun- ing with extreme sensitiveness. A grid leak is unnecessary, but its use does not affect results. This is a six-volt tube with standard base and requires no circuit changes. "The Magnavox tube, with the sole exception of the glass blowing, is manufactured complete in the Oakland plant, recently enlarged to permit the installation of a separate tube department. There are only four stamped metal parts in the Magnavox tube in addition to the quarter-ampere filament. The control electrode, unlike the highly intricate weave of fine wire common to previous tubes, consists of a single stamping of metal which is exceedingly solid and firmly fixed in position. The two plates are so firmly bound together that only a shock strong enough to break the tube itself would dislodge them. The entire inner assembly of the Magnavox tube represents a degree of rugged strength never before attained in a vacuum tube. "The base of the Magnavox tube has no por- celain to crack or absorb water, nor molded material to stick in the sockets. The base is made with insulation of the highest quality of cloth-inserted bakelite, especially resistant to losses. A special method used in pumping the Magnavox tube gives a stable vacuum which can be uniformly reproduced in quantity pro- duction. The undesirable gases are removed by a most efficient vacuum process. "To insure delivery in perfect condition to the ultimate consumer Magnavox tubes are packed in individual wooden boxes with double seal. Each tube is tested by the dealer at the time of sale and the box re-sealed in the presence of the customer. As shown in the above photo- graph the Magnavox tube has a distinctive ap- pearance, its shape having been carefully worked out with a view to resisting as much as Columbia Go. Delivers Records to Coast by Plane Aeroplane Carries Shipment of Special Records From New York to Los Angeles Los Angeles, Cal., August 4. — Calderon Bros., successful Columbia dealers, of this city, special- ize in serving the Mexican trade in their local- ity. The other day their attention was called to the growing popularity of a certain selection among the Mexicans and the sales opportunities this selection afforded, provided it could be sec possible accidental breakage while it is in use." Announcement of the new Magnavox tube type A will be made to the radio public in an extensive list of national magazines published September 1 and details of Magnavox tube ad- vertising and selling helps will be supplied by either the New York or San Francisco Mag- navox offices. These enterprising dealers wired the Colum- bia Phonograph Co.'s recording laboratories in New York regarding the matter and after re- ceiving the wire it was only a matter of hours for the Columbia Co. to make its best record- ings of the selection and these tests were rushed through the factory, proceeding to Los Angeles by aeroplane. The mail plane running on schedule time enabled the post office to place the test records in the hands of Calderon Bros, within two days from the time the records left New York City. Calderon Bros, immediately approved the test record, wired a rush order for a substantial shipment and the records arrived ured on Columbia records promptly. on the Coast in time to take care of the demand. Quality Alone That's what sells PAL Portables 25— retail/ DEALERS' PRICE $15oo F. O. B. N. Y. City The all-year-' round phonograph PLAZA MUSIC CO., 18 W. 20th St., N. Y. 28 THE TALKING MACHINE WORLD August 15, 1924 J. W. Scott, Old-time Phonograph Man, Dies Field Supervisor of Jewel Phonoparts Co. Passes Away After Short Illness — Widely Known and Popular Throughout the Trade. The many friends in the trade of J. W. Scott, familiarly known to thousands of dealers as "Scotty," will learn with regret of the death of J. W. Scott this popular talking machine man. Mr. Scott, who was ill only for a few days, died at his home in East Orange, N. J., on July 17 of pneumonia, and the funeral services were held on July 19. For nearly two years prior to the time of his death, Mr. Scott w~as 6eld supervisor for the Jewel Phonoparts Co., Chicago, manufacturer of Jewel tone arms and attachments. He had achieved phenomenal success in this important work, and under the direction of A. B. Cornell, treasurer of the company, had steadily increased the scope of his activities. "Scotty," as he was known to dealers and Jobbers everywhere, was one of the pioneers of the talking machine trade. For more than a quarter of a century he was identified with Thos. A. Edison, Inc., and during this long pe- riod of years, visited Edison jobbers from one end of the country to the other. Possessed of a most pleasing personality and thoroughly familiar with every phase of phonograph mer- chandising, Mr. Scott won and retained the good-will and esteem of dealers and jobbers everywhere. Over a period of eighteen months as field supervisor for the Jewel interests he had further enhanced his prestige and standing as one of the industry's most popular execu- tives, and his death will be keenly regretted by the members of the phonograph trade from Coast to Coast. He is survived by a widow, son and daughter, who received hundreds of telegrams and letters of condolence from his friends everywhere. Sells Edison Business Pueblo, Colo., August 4. — O. P. Jones, manager of the Pueblo Phonograph Co., Edison dealer, has sold the agency for the Edison phonographs to the Crews-Beggs Dry Goods Co., which on August 1 opened a modern phonograph depart- ment. This department of the store is located on the third floor. Mr. Jones has disposed of his business in order to take over the management of the phonograph department of the Denver Dry Goods Co., Denver. A temporary music store, carrying talking machines and pianos, has been opened at Fort Bragg, Cal., by J. H. Thomas, representing Kohler & Chase of San Francisco. Edison Tone Test Held by Live Melbourne Dealer Wills & Paton, Pty., Ltd., The Edison Shop, Melbourne, Australia, Boosts Sales by Tone Test and Window Tie-up Melbourne, Australia, July 25. — Wills & Paton, Pty., Ltd., the Edison Shop, one of the most progressive phonograph houses here, which has been featuring the Edison line of phono- graphs and records in various ways with excellent results, has been conducting tone test recitals at the Masonic Hall, featuring Stella Edison Tone Test Window Tie-Up Power and Violet McGregor in direct compari- son with their records played on an Edison phonograph. The Edison Shop gave the event widespread publicity. Handsomely printed pro- grams were distributed to those present, and the company followed this up with an equally attractive small booklet in which were reprinted the favorable comments of leading critics. Later a window was also arranged (reproduced herewith) featuring the Edison and Miss Anna Case, famous Edison artist. The figure of Miss Case was painted in oils on beaver board, the whole display being lit at night by a flood light, all other window lights being out, so that the display stood out with cameolike clearness. The tone test resulted in widespread interest in the Edison, and the window display some time later revived this interest, all of which brought in considerable business, according to C. M. Phillips, of Wills & Paton, Pty, Ltd. Steen Heads Radio Week Window Display Committee Clyde P. Steen, secretary of the Window Dis- play Advertisers' Association, a national or- ganization of window display -men, has accepted the post of chairman of the window display committee for International Radio Week which will be held November 24 to 30, 1924, accord- ing to announcement from headquarters for Radio Week, at 1133 Broadway, New York City. "Window displays for Radio Week will be certain to bring larger sales to retailers," Mr. Steen's statement said. "A number of radio men are already members of our Association and we believe that through the co-operation of our organization many radio windows will ap- pear this year in cities where our members are able to co-operate, or where the Radio Week committees are active. Local chairmen for the window display com- mittee will be appointed in a short time. Inter- national Radio Week is being conducted by an executive committee headed by Powel Crosley, Jr., of the Crosley Radio Corp., working under the auspices of the National Radio Trade Asso- ciation and affiliated bodies. Sells Used Instruments Casper, Wyo., August 6. — The Music Shoppe has been utilizing the Summer months to dispose of slow-moving stock and has been successful in moving a large number of used talking ma- chines and pianos. Catalogs containing the prices of new and used talking machines and pianos have been sent out and this brought many customers into the store. TtmWesMM Lmr#es£ Produoar of The purchase of a die-casting is an investment in service-ability — the returns upon which will appear in the manner in which that part performs its functions. Its ability to perform properly— to render the service expected under the conditions encountered— is de- termined by the fore-knowledge of these conditions which its designer and producer has or can secure by cooperation with its users. Each Doehler-Die-Casting has— incorporated within it —that comprehensive knowledge of how best to use, as well as how best to make, die-castings which can be expected from the world's largest producer of die- castings. BROOKLYN. N.Y". TOLEDO. OHIO. POTTSTOWN. PA BAT AVI A. N.Y. August 15, 1924 THE TALKING MACHINE WORLD 20 The above Loud Speaker Unit was developed especially lor 5 tube Neutrodyne sets To Talking Machine Makers Installing Radio Units Before you decide on any radio sound-producing unit, consult America's leading organization of sound-engineers. This consultation is free; and incurs no obligation. EVERY talking machine manufacturer, installing radio units in his product this Fall should bear this vital fact in mind: The sound-producing device is the crux of satisfactory radio-performance. It makes no difference how efficient the receiving set; it is a dumb and helpless thing until the "sound-producer" is hooked onto it. It isn't safe business to buy sound-producing devices, like granulated sugar, as a staple commodity, without regard to individual and varying requirements. A two-tube set needs different consideration from the standpoint of a sound-reproducer, than a six- or eight- tube set. Before you settle definitely on any sound-producer unit, put your requirements up to men who have been study- ing sound-producing problems for 2o years; men who know your sound-producing needs better than any other organization. The Dictograph Products Corporation, makers of the famous Acousticon for the deaf; the Detective Dicto- graph for the law; and the Loud Speaking Interior Tele- phone for big business, are better equipped to provide you with the right Phono Radio sound-units — both as to price and quality — than any other concern in America. Get the proof. It's waiting for you. The practical advice of practical men — men who are seasoned and successful veterans in this highly specialized field of sound instrument manufacturing — is yours for the asking. Isn't the problem big enough, important enough to warrant talking it over with the premier scientists in the field- — when there is no obligation whatever! Write us. Jobbers and Dealers Carry in Stock THE STANDARD DICTOGRAPH PHONO -UNITS With Adjustable Air Gap and Made to Fit All Phonographs Operate on any set using 3 to 8 tubes. No extra Batteries Dictograph Products Corporation 220 West 42nd Street New York City 30 THE TALKING MACHINE WORLD August 15, 1924 Profiting by Unusual Merchandising Ideas W. Bliss Stoddard Describes Clever Summer Window — Secures Aid of Public in Writing Ads — New Instalment Plan — Kiddie Tie-up The majority of up-to-date talking machine dealers are now stocking radio as well, realizing that they complement each other very effec- tively. Radio is like a newspaper — -it gives the up-to-the-minute news of the world, the speeches, songs and utterances of the day; but the phonograph is like a standard book, it gives the best of the world's songs and stories — music and utterances that improve with time and hearing. People need both books and newspapers; they also need both phonograph and radio. This idea was very effectively brought out by the Southern California Music Co., Los Angeles, Cal., in a recent display. This is the season when everybody is taking a vaca- tion, and the firm's window showed a modern camp in the woods. Eucalyptus branches were banked in the rear, and in one corner was an umbrella tent, beneath which was a cot, on which was a book and a portable talking ma- chine. Close beside it was a camp table, with aluminum dishes on one end and a De Forest 6 things that make a perfect radio The Matchless Lafayette Neutrodxnc. Price of 5-tube set alone $125. Lafayette Reproducer, $28.00. Solid Mahogany Cabinet, $35.00. These are the 6 essentials to a perfect radio set : (1) The abil- ity to get the desired station each time with the same dial position. (2) Absence of all squeals and noises. (3) Great range. (4) Volume without dis- tortion. (5) No interference from other stations when "lis- tening in." (6) The Lafayette Reproducer. DEALERS — Write for proposition THE KOR-RAD CO., Inc. Sale Distributors 151 East 58th St., New York ^ (SjEUTRODYNf Licensed under Hnr.ettlnc Pat. No. 1-1C0080 Much, by R. E. Thompson Mfi[. Co. Jersey City, N. J. wireless outfit on the other. On the ground was a camp stove and beside it a portable Bruns- wick. A card suggested "Enjoy the music and the news of the day in the bustling cities amid the cooling breezes of the mountains or sea- shore— You can do it with a portable Bruns- wick and a De Forest wireless." Public Writes Phonographic Ads Eatons, the big store of Toronto, Canada, found a means of stimulating interest in phono- graphs during the hot, supposedly dull season, by inviting the public to write ads for this de- partment. One of the conditions of the contest was that the ad writers must come into the store and examine the machines and records be- fore attempting to advertise them. This per- sonal inspection created a desire for the articles and increased the sale of these lines. Such a contest also built up good will for the firm. The rules for the contest were simple, but effective: The ads must be written about the phonographs in Eatons' store. Those entering the contest must see the articles, so as to know how to describe them accurately. Any one in the department will be glad to tell any of the writers any- thing he wishes to know about the machine or records. The ad must not be longer than 150 words. It can be as brief as the contestant desires. Ads must be written to occupy a space 4 inches wide and 5 inches deep. Illustration may be suggested if contestant desires. All ads must be written in ink on one side of the paper only, with the contestant's full name and address written distinctly on a separate piece of paper attached to the copy. The advertisements were judged on the fol- lowing points: Absolute adherence to truth about the advertised goods; effective statements as to the good value of the merchandise, orig- inality, headings, correct English, layout and neatness. The fact that "truthfulness of ads" counted the highest impressed the public with the fact that the store ads are prepared with this fact in mind. In its News Weekly the store published the names and photos of the winners of the first and second prizes in the contest. Abraham & Straus' Easy Payment Plan "The convenient payment plan," a new type of deferred payment, has been introduced by Abraham & Straus, Brooklyn. It is applicable only to electrical appliances, radio sets and phonographs. The customer makes a cash pay- ment of 20 per cent and is allowed eight months in which to pay the balance. A carrying charge amounting to about 5 per cent is added to the price. It was announced to a specially selected list, which the credit department had compiled for the purpose of solicitation of charge ac- counts, by mailing out a booklet describing the merchandise which could be purchased under the new plan. B. A. Farrell, credit manager, said the response had been highly gratifying, and the store was particularly pleased with the type of women who had responded. They were mostly shrewd housewives, with a definite amount allowed them for household expenses each week, and thus were able to include the regular payments in their household budget; whereas the typical instalment house customer, who buys everything on the dollar-down-dollar- a-week plan, whom they had no desire to annex, was deterred from taking advantage of this new convenient payment plan by the unusually large initial payment required before delivery of the instrument is made. Interesting Youngsters in Victrolas There is one group of patrons which is seldom given sufficient consideration, and that is the juniors — the school children and even the youngsters in the nursery. J. W. Jenkins' Sons, Topeka, Kans., is one firm that has remedied that. In the latter days of Summer, when school loomed in the not far distance, they came out with an ad showing a group of kiddies dancing to Victrola music, the announcement being captioned: IS THERE A VICTROLA IN YOUR NURSERY? In the modern home a Victrola is as necessary as toys, books or dolls. Modern education teaches a child by means of play. Get your boy or girl a phonograph to aid in studying languages, learning to dance, learning to sing, as well as playing the music for nursery games. They had a space fitted up as a nursery in their phonograph department, and on a certain Saturday afternoon they sent out invitations to several hundred patrons to enjoy a nursery con- cert. The pupils of a private kindergarten were the performers and aroused much enthusiasm by the manner in which they sang and danced to the music of a Victrola. Then several French and Spanish records were placed on the ma- chine, and a half dozen older children showed how proper pronunciation was learned from these records. But all work and no play makes Jack a dull boy, and as a good example of the purely amusement feature of the phonograph several stories from the Bubble Books were inserted on the machine and the various char- acters of Mother Goose sang charming little songs, which were greeted with much applause by the kiddies. The people who heard the con- cert were much impressed with the possibilities of the machines from an educational stand- point, and the way in which they talked it up among their friends was the most valuable ad- vertising that could have been secured. Kenneth C. Mills in Europe Kenneth C. Mills, manager of the wholesale department of the Columbia Phonograph Co., New York, sailed for Europe on Saturday, July 19, on the S.S. "Majestic." Mr. Mills sailed in the interests of the company and will pro- ceed immediately to London for a series of conferences with Louis Sterling, of the Colum- bia Co., of London. His further itinerary is undecided, as is the length of his stay abroad. Keys Music Go. Opens Branch Weston, W. Va., August 6. — The Ira B. Keys Music Co. is establishing a branch store at Clarksburg, where a complete line of musical instruments will be carried. The company also operates a branch store at Middlebourne. Bankruptcy Petition The Melody Shop, Inc., 1440 Broadway, New York, recently filed a petition in bankruplcy, with liabilities of $7,580 and assets of $8,000, consisting of stock and fixtures. E Recording — Plating — Pressing Finest Work. Reasonable Prices Commercial Recording Professional and Amateur Recording Estimates and Samples furnished on request 206 FIFTH AVENUE NEW YORK August 15, 1924 THE TALKING MACHINE WORLD 31 Reproducer ^Tone Arm Jewel Reproducers and Tone Arms are a quality product designed to give the manufac- turer a dependable and highest grade equipment that it is possible to make and the dealer a powerful and invaluable sales argument. Is the throw-back type. Plays all records and the original equipment designed to play Edison and Pathe records with a fibre needle in actual Edison position with Reproducer facing the record. JEWEL COMBINATION RADIO AND PHONOGRAPH TONE ARM Send for a sample equipped with or without phonograph loud speaker unit. Tone arm and Reproducer have the same natural reproducing qualities and great volume that all Jewel products have. Its only difference being equipped to take a loud speaker unit. Your phonograph tone arm and chamber makes the logical and best loud speaker. JEWEL NEEDLE EQUIPMENT FOR THE NEW EDISON [ A 1 Our Datented slotted Sty- l*~*J lus bar takes the place of all imitation spring adjustments, making it permanently and pos- itively non-rattle and non-vibrat- ing. fTJl Our patented indestructible NOM- L-lJj Y-KA diaphragm has proven through years of use to have given the truest tone and greatest volume of any diaphragm yet produced — which, like an old violin, improves with age. [tf~M Our patented positive automatic L^— 'J adjustment always holds repro- ducer in proper position, thus doing away with all unnecessary screws that can be tampered with and easily gotten out of order. The Jewel Needle Equipment for the New Edison Phonograph has been used so many years as their standard by Edison Dealers, that it requires no description, except for those who have recently started to handle the Edison Phonograph. To those we would state it reproduces lateral-cut records with that full, rich, round tone that only our patented NOM-Y-KA Diaphragm and other patented and exclusive features can give — its heavy center and very light and flexible edges render both heavy and light tones with their true musical values, bringing out all of the beautiful overtones. It plays all records, and we originated the idea of playing Edison records with a fibre needle with the reproducer facing the record in the only proper Edison position. It is simple, inexpensive, automatic and fool-proof. Compare it with all others and you will see the difference, and use it as your standard and the best selling aid you can get. — Fully and unqualifiedly guar- anteed in every way. — Don't take a chance on any attachment that has not passed the test of long usage and time. JEWEL PHONOPARTS CO. 150—160 Whiting St., Chicago, 111., U. S. A. 32 THE TALKING MACHINE WORLD August IS, 1924 New SONORA 24-sheet poster now being distributed Selling Helps for the Sonora Dealer SONORA Dealer Service for in- creasing 1924 Summer Business is unusually effective. Two new Sell- ing Aids are described here. Let us tell you about this service in detail. Sonora Poster Summer prompts most people to seek the out-of-doors and, whether motoring or walking, this colorful poster will attract and sell them SONORA for the home or SONORA Portable for the camp. Sonora Road Sign The convenient size of this attrac- tive sign multiplies its uses. Splen- did for sides of auto trucks, side- walks in front of stores, walls of buildings, barns and fences in the country. We cooperate with dealers in placing this sign. Write for information about the complete SONORA service. Sonora Phonograph Co.,Inc New York Canadian and Export Distributor: C. A. Richards, Inc., 279 Broadway, N. Y. /^"^Tlie INSTRUMENT OF CL4LIT jgonor C*\S CLEAR AS A BELL I The Sonora Shop 1715 Euclid Ave • Cleveland Ohio, New SONORA outdoor sign of heavy metal, enameled in four colors. Size 28x48 inches. Practical Methods of Digging Up Live Prospects and Keeping List Up to Date Development of the Talking Machine Dealer's Business Depends Largely on His Prospects and His Success in Selling Them — Sources of Prospects — Things to Avoid in Compiling List The question as to the best means of build- ing up the mailing list of the talking machine dealer is always a live one, for the reason that much of the present and a far larger percentage of future business depends upon such a list — it is the key to the development of a list of actual prospects. Things to Avoid Dealers have had at various times costly ex- periences in this direction. It has been found that to send out canvassers "cold," as it were, with a view to digging for prospects alone is a long, expensive process; to wait for customers to bring in names of a sufficient number of friends to make up a working list is slow and unsatisfactory, although the aid of the customer is not to be despised. The average city direc- tory is practically useless, for there is no guide as to the standing of the individual, and, al- though the telephone directory can be made to yield some good names for the prospect list, the separating of the sheep from the goats among telephone subscribers also is an ex- tremely costly proposition. Sources of Live Prospects The main thought is to put on the mailing list the names of those who are most likely to be in a position to buy talking machines or records or who for one reason or another should be in a buying mood. Perhaps one of the best sources for digging up a live list is found in checking up the marriage licenses. In many cases the granting of licenses, together with the names of the contracting parties, are published in the newspapers daily. The great proportion of li- censes mean that new homes are to be estab- lished and that there should be a place in those new homes for the talking machine and its accompanying records. The real estate records form another treas- ury from which many valuable names may be taken. Like the marriage records, they are open to public inspection, and one has only to copy the names and addresses wanted. The records of purchasers of new houses are espe- cially valuable to dealers, as here again the pur- chaser is very likely to be in the market for additions to his home accessories. Most people who are building a new house postpone the buy- ing of a new sofa, a new table or a new talking machine until they are ready to occupy the house — so you will find these people in a con- venient frame of mind for your approach. It has been pointed out that many dealers have found it pays them to make arrangements with real estate men in the vicinity to compile for them lists of new tenants and lessees moving into the neighborhood. Still others, through the good will of apartment hotel managers, are supplied with a list of new tenants at regular intervals. Prospects for Art Models The dealer who devotes special attention to pushing the elaborate and expensive art models and machines built to special order will do well to get in touch with leading architects and in- terior decorators in his territory, show them what he has to offer in the matter of special period models that will fit into particular deco- rative schemes and then enlist their support in his work of placing the instrument in the homes. Next to compiling the list, the important mat- ter is to keep it alive, to have the addresses correct and to cut off the names of those who have moved to other sections or who otherwise become unavailable as prospects, thus avoiding waste sales effort. J. D. R. Freed Serenaded by Radio on Honeymoon Joseph D. R. Freed, president and chief engi- neer of the Freed-Eisemann Radio Corp., Brook- lyn, N. Y., sailed recently on the S. S. "Ma- jestic" for a honeymoon in Europe. As a mark of special attention "Roxy" Rothafel, famous broadcaster and managing director of the Cap- itol Theatre, New York, serenaded the couple from Station WEAF. Mr. Freed carried with him a five-tube Freed-Eisemann receiver, spe- cially designed so that no exterior wires were necessary to pick up the programs through which he was serenaded. The programs were easily received on the S. S. "Majestic" when it was about 800 miles out at sea, and it is said that this was the first time in history that a honeymoon couple on a transatlantic liner was serenaded from a radio broadcasting station. It is an interesting fact that the serenading itself might have been heard by nearly half the civilized world. In addition to this unique plan the engineer- ing department of the Freed-Eisemann Radio Corp. arranged a special microphone and public address loud speaker which was installed on a launch which conveyed the steamer down the bay. With Mr. and Mrs. Freed standing on deck, they clearly heard the amplified greetings of friends in the launching party. upon high carbon Swedish steels imported by the company and produced by the Munkfors Works Uddleholm Co., Ltd. This steel, because of its constituent qualities and the care with which it is produced, has a large market among the manufacturers of delicate apparatus, includ- ing the talking machine, electrical and jewelry lines. The Edgar T. Ward's Sons Co. has been identified with this type of product for nearly half a century and has six large warehouses located at Boston, Newark, N. J., Philadelphia, Cleveland, Detroit and Chicago. It also stocks and distributes a great variety of other steel specialties that are required for high-class man- ufacturing, such as strip steel, spring steel, mu- sic wire, spring wire, fine drill rod, cold drawn seamless steel tubing, and cold finished steel bars. The company also conceived and created the line of cold rolled and cold drawn strips and bars made of Armco ingot iron which is especially adapted to electrical work. The gen- eral offices of the company are located at the new warehouse plant at 400 Frelinghuysen ave- nue, Newark, N. J. Ad Drive on "Steel Deluxe" The Edgar T. Ward's Sons Co., pioneer im- porter and distributor of "steel deluxe," is arousing considerable interest in the talking machine and electrical trades with a newly in- augurated promotional campaign for its prod- ucts. Advertisements placed in a number of leading national magazines lay special emphasis 1 magna AND iT^ti ^rol Distributed by ITALIAN BOOK CO. 145 Mulberry St. New York, N. Y. MONTHLY RELEASES Out-of-Town Agants Wanted August 15, 1924 THE TALKING MACHINE WORLD 3c Spray proof pents Acid Tight Sealing Diamond Grid Plate Philco Retainer. Quarter Sa toed Separator High and olu Water Leuels Clear Glass Container Charge Indicator Faknestock Spring Terminal Clips Philco Type UD86 Battery for standard 6 ■•volt lubes oroet all you ever knew about radio batteries No more need for big, cumbersome batteries in the cellar. The new Philco Rechargeable Radio Batteries — in small, compact, acid-tight GLASS cases — are the only batteries safe for use inside the finest cabinet. Equally important — you carry them on your shelves and sell them as easily as victrola records. They are shipped charged but absolutely DRY. Their life starts when the electrolyte is poured in. No charging equipment is needed. The new Philco Radio Batteries have other big advantages. They have a visible Charge Indicator — an exclusive Philco feature — that eliminates guess-work charging or fussing with the old-fashioned, sloppy hydrometer. With the new Philco Chargers, recharging is done at a throw of a switch — so simple and safe a child can do it. No odor — no noise — no danger of overcharging. Philco Sales Engineers will gladly cooperate with you in designing storage battery equipment for any type of cabinet, or for any radio purpose. Order at once through your wholesaler, or fill out the coupon below and mail to us. The Philadelphia Storage Battery Company Philadelphia CONSUMER PRICES Philco Type UD86 Battery for standard 6-volt tubes. f\f\* Guaranteed 2 years.- y>10. UU Phil co Type UD44 Battery for lo w- voltage peanut tubes, wq r\r\* Guaranteed 2 years dJO.UU *East of the Mississippi River BATTERIES Philadelphia Storage Battery Co. Ontario 8C C Sts., Philadelphia SIRS:— I am interested in learning more about the new Philco Rechargeable Storage Batteries for radio. Name Business *iy City State r 34 THE TALKING MACHINE WORLD August 15, 1924 Annual Sales Conference of G. Brandes, Inc., Marked by Optimism Over Outlook Representatives of the Company From Leading Points in United States, Toronto, Canada, and Lon- don, England. Gather in New York — Visit New Plant in Newark, N. J. — Entertained. Window Displays Boost Sales in Hagerstown, Md. The Talking Machine Shop Finds Unusual Dis- plays and Advertising Tie-up Most Effective Manner of Stimulating Record Sales The annual sales conference of the Brandes companies was held at the Advertising Club, New York, recently and was marked by a feel- ing of optimism over the coming year's busi- ness. Representatives were present from C. Brandes, Inc.; Canadian Brandes, Ltd., Toronto, and Brandes, Ltd., London, England, and dis- trict men from the Brandes offices in San Francisco, Chi- cago, New York, Washington and Boston, including David S. Spector, manager at San Francisco; Harold F. Tideman, Chicago; William A. Eaton, Washington; Frank R. Van Sant, New York. The meetings were in charge of M. C. Rypinski, vice- president and sales manager. It was reported by those present that Representatives of C. the prospects for business this Fall and Winter are excellent, and in general the consensus of opinion was that there would be an increase in business of at least 50 per cent over the year just passed. Manager Byers, of Canadian Brandes, Ltd., and Wallace A. Bartlett, man- aging director of the Brandes interests in Eng- land, announced that the Brandes outlook in the Dominion and in Europe is most encour- aging. The opinion was expressed that the Summer radio campaign carried on by the Brandes Co. had greatly increased the company's prestige with the trade generally and had aided mate- rially in depleting the stocks being carried by the dealers and jobbers to the point where it is anticipated that the Fall season will start a month earlier than last year. A gold watch was Brandes, Inc., Present at Sales Conference presented to Manager Eaton, of the Washing- ton office, for having made the best sales show- ing of all the offices. The representatives on the first day of the conference made a tour of inspection of the new Brandes plant in Newark, N. J., and on the following evening attended the performance of the Brandes Minstrels and the "Matched Tone" Orchestra, which featured the reception given by President Dietrich to celebrate the comple- tion of the new factory. Hagerstown, Md., August 8. — Unusual window displays and advertising tie-ups are proving ef- fective sales stimulators for the Talking Ma- chine Shop, of this city, which is under the able management of Norman B. Kurzenknabe. The window displays by this live talking machine man in which the Victor line is featured have attracted widespread attention, and the public here and in the surrounding communities is always on the lookout to see what the next display is like. A recent display featured a Paul Whiteman record on one side of which was the number "Discovered" and on the other "Last Night on the Back Porch" and during the brief period this display occupied the window more than 600 of these records were sold. Of course, it is impossible to trace many of the sales direct to the window display, but the fact that the demand jumped so tremendously as soon as the window had been arranged is significant. Another win- dow display by this firm made the record "Sleep" the central theme and sales of this number reached about the same figure. These windows are tied up with newspaper advertising and that doubles their effectiveness, according to Mr. Kurzenknabe. While "Last Night on the Back Porch" was being featured the Talking Machine Shop inserted cleverly worded little readers in the local papers and on each Victor record delivery envelope stickers advertising this record were placed. The Hill Piano Co., of Huntington, W. Va, recently moved to its new quarters at 921-923 Furth avenue. An increased line of pianos and phonographs is made possible by the change. NEW EMPIRE COMBINATION Tone Arm (Ball Bearing) Reproducer Loud Speaker for Radio and Phonograph Combination Radio and Phonograph Tone Arm We invite a personal test. There k, nothing more convincing. Order a sample arm and test it out. It will win you on merit only. Our prices are low and the quality second to none. 1 Write or wire us for samples and quotations and give us an outline of your requirements. Send for sample of out new Tone Arm for Portable Machines and Edison Attach- ments. EMPIRE PHONO PARTS COMPANY EitablithmJ in 1914 2261 East 14th St. Cleveland, O. Talking Machine World, New York, August 15, 1924 Columbia has the Ted Lewis and His Band Paul Specht and His Hotel Alamac Orchestra California Ramblers Leo F. Reisman and His Orchestra Art Kahn and His Orchestra Model 550 $200 The New Columbia Phonograph is a worthy product of the organization which made it. It is a new and better medium for the music of the world. It is better musically. It is better mechanic- ally. It is better artis- tically. To the true lover of music the New Columbia is a delight to hear. To the pro- gressive dealer the New Columbia is a pleasure to sell. A complete range of phonographs is offered at prices from $50 to $600. HERE is a remarkable quintet of dance or- chestras combining in their individual style of playing, all types of dance music. And every one of them plays exclusively for Columbia. Columbia has Ted Lewis and His Band. These masters of syncopated music have thrilled thousands throughout the country with their irresistible style of playing. Columbia has Paul Specht and His Hotel Alamac Orchestra, who combine the sym- phonic with the popular music in a way to win the favor of the patrons of this fashion- able Broadway hotel. Columbia has the California Ramblers, whose lively and melodious dance music has made their inn the mecca of New York motorists. Columbia has Leo F. Reisman and His Orchestra, Boston's biggest contribution to the dance. Reisman's style is a sweet, lilting one, sure to entrance the most sophisticated dancer. Columbia has Art Kahn and His Orchestra — noted in Chicago for their novelty effects, wonderfully blended with harmony. A representative group, to be sure! And with these orchestras playing exclusively for Columbia, it means that Columbia Dealers everywhere can have dance records to offer that are always in demand. You will also get a big call for Columbia Records by The Georgians, a little jazz or- ganization assembled from Paul Specht and His Orchestra. Then, as a new feature, the "Little Ramblers," from the California Ramblers, offer sparkling records this month for the first time. Stock the records of all of this brilliant Co- lumbia family. Feature them and you'll sell them fast enough. The dealer who takes on the Columbia line is aware of a whole-hearted and aggressive support constantly. COLUMBIA PHONOGRAPH CO. 1819 Broadway, New York INC. The Talking Machine World, Nezv York, August 15, 1924 )ance Orchestras! Leo F. Reisman and His Orchestra New records by these brilliant orchestras Ted Lewis and His Band. June Night. I Wonder What's Become of Sally. 157 D San. She Is Everybody's Sweetheart. 122 D Paul Specht and His Hotel Alamac Orchestra. I Can't Get the One I Want. Mandalay. 160 D From One till Two. Forget-Me-Not. 135 D Art Kahn and His Orchestra. Glad. There's Nobody Else but You. California Ramblers. Where the Dreamy Wabash Flows. You Know Me, Alabam'. 153 D It Had to Be You. Shine. 127 D Leo F. Reisman and His Orchestra. Before You Go. Tell Me, Radio. 152 D Driftwood. Spain. 134 D Write to Atlanta, Ga., 561 Whitehall Street Boston, Mass., 1000 Washington Street Chicago, 111., 430-440 South Wabash Ave. Cleveland, Ohio, 1812 East Thirtieth St. Dallas, Texas, 2000 North Lamar Street Kansas City, Mo., 2006 Wyandotte Street Los Angeles, Cal., 809 S. Los Angeles St. New York City, 121 West Twentieth St. Philadelphia, Pa., 40 North Sixth Street Pittsburgh, Pa., 632 Duquesne Way San Francisco, Cal., 345 Bryant Street Toronto, Ont., Canada, 1244 Dufferin St. the Columbia branch or distributor Buffalo, N. Y., 700 Main Street Detroit, Mich., 439 East Fort Street Minneapolis, Minn., 18 North Third Street Montreal, Canada, 246 Craig Street, West Seattle, Wash., 911 Western Avenue COLUMBIA WHOLESALERS, Inc. 205 West Camden Street, Baltimore, Md. COLUMBIA STORES CO. 1608 Glenarm Avenue, Denver, Colo. Ill D nearest you COLUMBIA STORES CO. 221 South West Temple, Salt Lake City, Utah TAMPA HARDWARE CO. Tampa, Fla. W. W. KIMBALL CO. Wabash Avenue and East Jackson Boule- vard, Chicago, 111. COLUMBIA DISTRIBUTORS, Inc. 1327 Pine Street, St. Louis, Mo. 224 West Fourth Street, Cincinnati, 517 Canal Street, New Orleans, La. Ohio Columbia New Process RECORDS "Columbia has all the hits and usually first" August 15, 1924 THE TALKING MACHINE WORLD 35 New Music Master Radio Reproducer in Cabinet Production Started on Radio Reproducer — Walter L. Eckhardt, President of Company, Describes New Product The Music Master Corp., Philadelphia, Pa., which is well known throughout radio and talk- ing machine circles as the manufacturer of the Music Master horn, has added a new product to its line consisting of the Music Master repro- ducer in a cabinet design rather than the familiar horn type. Walter L. Eckhardt, president of the com- pany, as is well known, is a talking machine man of many years' experience. In introducing the Music Master reproducer in an attractive cabinet form Mr. Eckhardt has had the talking machine dealer well in mind, as it is an article which will undoubtedly be a big seller in talk- ing machine warerooms. In commenting on the new Music Master model Mr. Eckhardt stated: "We have not said much about what has been going on in our laboratories, but for many months we have been busy developing and perfecting an instrument that we are now ready to claim and prove is a wonderful radio reproducer. Those to whom we have shown the new Music Master were very enthusiastic over it. We believe the trade will eagerly receive this new model and will find it an excellent sales proposition. The new Music Master reproduces the most delicate in- flections of the human voice. Every modula- tion, however slight, every shade of tone, whether human or instrumental, is registered with a purity that is really amazing. The Mu- sic Master in cabinet form had to come. The trade has asked us for it repeatedly. We have given particular attention to its construction. Instead of fixing the horn rigidly to the cabinet we avoided distortion by suspending the horn, making it full floating, and as finely balanced as an apothecary's scales. The improvement is decidedly marked. We consider this a feature of the greatest importance. We have retained all the essential elements of the horn type Mu- sic Master. The tone chamber is still made of cast aluminum, for no other material is so free from distorting influences, nor so capable of developing and purifying the signal. The horn is of violin wood. All models of the Music Master have been perfected by a man who has devoted over a quarter of a century to the art of sound reproduction and who was responsible for the concealed-horn phonograph. "In addition to its tonal qualities no effort has been spared to make the Music Master cabinet a handsome piece of furniture. It is made of solid mahogany and is a masterpiece of craftsmanship. Like its well-known namesake and companion, the new Music Master cabinet reproducer is attached to the receiving set like headphones. No batteries are required and no adjustments are necessary. "We are in production now. The factory was ready before we made the announcement. We expect the new horn will use up our entire facilities, in spite of the large amount of space we have turned over to the production of this new product." Victor Foreign Records Victor foreign record releases for August in- clude records in the following languages, Hebrew and Yiddish, Arabian, Bohemian, Croatian, Finnish, German, Lithuanian, Mexican, including Spanish selections recorded for Mex- ico, Norwegian, Polish, Slovenian, Swedish and Italian. Sincerity is the backbone of clean business. The man who believes in himself will believe in what he is doing. That belief will be con- tagious. Other people will believe in him too. And because they believe in him he will get their custom and make his way. Three Prominent Orchestras to Record for the Victor Orchestras Under the Direction of Vincent Rose, Art Hickman and George Olsen Now Making Records for the Victor Co. Several dance orchestras of the Pacific Coast will now have an opportunity to exhibit their artistic talents before the talking machine own- ers of the country at large owing to the fact that they have been placed under contract to record for the Victor Co. The first of these is the Montmartre Orchestra at Brandstatter's fa- mous cafe at Hollywood, Cal., which is~under the direction of Vincent Rose, a musician of recognized ability. The first recording of this organization is "String Beans," on record No. 19379. The second orchestra is the famous Art Hick- man's Orchestra of the Biltmore Hotel, Los An- geles, an organization that has had considerable experience in recording and is well known wmn^mocv-- . ■ - _ . ■ throughout the country due to the fact that it furnished the music at the Panama-Pacific Ex- position and has made tours through the East. The first number by the Hickman Orchestra, under the direction of Earl Burtnett, is "Manda- lay," a composition by Mr. Burtnett himself. The third Pacific Coast orchestra recording for the Victor is that under the direction of George Olsen, a native of Portland, Ore., who formed an orchestra while a student at the Uni- versity of Michigan and has since built up a most competent organization which has played at many of the best hotels on the Pacific Coast. At the present time Olsen and His Orchestra are a feature of the new "Follies" in New York City. The first release by the orchestra is a record of "A New Kind of Man" and "The Hottest Man in Town." Hundreds Visit New Store Several hundred visitors inspected the new music store of L. B. Smith, 68 Fayette street Conshohocken, Pa., at the formal opening. The AUDAK SYSTEM The Modern Method of Demonstrating and Selling Records Without the Use of Booths RECORD SERVICE WITH AUDAK XT UNIT This unit supplied complete as shown ready for use on removal from crate The AUDAK SYSTEM has placed the record sales of thousands of progressive dealers on a more profitable and business-like basis. IT WILL DO THE SAME FOR YOU Now is the time to improve your record sales facilities and realize a better profit. "There Is an Audak Installation Near You" Write for detailed information. Representatives in Principal Cities. AUDAK COMPANY 565 Fifth Avenue .... New York, N. Y. In Canada, Manufactured and Distributed by McLAGAN PHONOGRAPH CORP., Ltd., STRATFORD, ONT August 15, 1924 THE TALKING MACHINE WORLD 37 their own ear f ilO wonderful are the achievements of the New Edison; so faithfully does it Re- create music and speech — that people sometimes think it "too good to be true." . . . but they'll believe their own ears! And that makes it easy to sell the New Edison. Let them hear a favorite selection: reproduced by any ordinary phonograph — then Re-Created by the New Edison. Side-by-side comparison is the best "sales talk" you can use. It's just as well to send the New Edison to the customer's house for this test — for it's practically certain to stay there. THOMAS A. EDISON, Inc. Orange, New Jersey EDISON R A H 38 THE TALKING MACHINE WORLD August 15, 1924 Intelligent Selling Is Key to Distribution Braid White Analyzes Principles of Scientific Salesmanship — The Fallacy of Price Competition — Necessity of Educational Effort Salesmanship ought never to be either a fight or a fraud; it ought to be a transaction paying a profit to both parties and its practice ought to be equivalent to the practice of an honorable profession. Much more does this seem true when we remember how to-day the whole world has been so mechanized that each man is quite hopelessly dependent upon the labor of thousands of others whom he never meets and of whose existence in fact he tends to be entirely oblivious. The constant production and distribution of goods of every imaginable kind are essential to the continuance of our civilization, and if business were to stop civilization, barring the immediate application of an at least equally efficient system, would stop too, and at once. It is for this reason mainly that those who look forward to an ever-more scientific organi- zation of world affairs are so anxious to see the business world recognizing that its motive power, salesmanship, is by nature a scientific occupation, which ought to have nothing to do with the doubtful arts of chicane or with that distressing "smartness" which characterizes the conduct and methods of some who call them- selves "high-pressure salesmen." The fact is that, although the mere possession of a good article is not enough to secure its distribution, that is to say, not enough to assure that those who ought to have it will come in and buy it, still all the processes of selling, including advertising propaganda and actual salesmanship •on the floor by personal contact, do in the long run take on the aspect of orderly scientific proc- esses, which can only slightly be either hurried or retarded by any special personal methods. The First Principle of Selling In a word, if the thing we have to sell is a good thing, a thing actually useful to the world, then our job is to tell the world our story, broadcast our message concerning the thing and be prepared to demonstrate our statements about it when the buyers come to us; for. come they certainly will. It is not and never was true to say, as was once said by a famous ethical writer, that if a man can invent even a better mouse-trap than any other man the world will beat a path to his door, though he live in the depths of a forest. The process is not quite so simple. Yet, if only a little encouragement is given, the world will certainly come. The needed en- couragement may be given by advertising; that is to say, by telling the world what we have and what good it is. If the thing is a good thing and able to do what we say it will do, we need but to say this often enough and the world will come to us. Salesmanship Is Honesty That is the better part of salesmanship, to persuade by judicious advertising the attention of the world in the direction of the thing one has to sell. We may be reasonably certain that if the statements made are exaggerated and misleading sooner or later they will be ex- posed and operations will lead to a disastrous end. Truth in advertising and in personal sales- manship offers by far the very best avenue to commercial success; and the history of every house which has earned the respect of the world of business proves the truth of this asser- tion. What, however, constitutes truth in ad- vertising and in selling talk? When we come to consider our own, the talk- ing machine, business we see that the prin- ciples here laid down are singularly applicable. We have to deal with what is, in fact, one of the most useful and beneficial inventions and developments that the world has ever known. Not only has it the qualities of utility and of beneficence, but it has them to an extent far greater than any of its competitors. It not only reproduces music of some kind, but of all kinds It not only gives us interpretations of music by great players on some one instrument, but of great players on all instruments, of great solo singers, of choruses, of orchestras and of every imaginable combination of performers; not transiently or as the by-product of a set per- formance going on elsewhere, but whenever wanted. It preserves forever in its records these fugitive interpretations, and is ready to repro- duce them at any moment of the day or night. It is therefore in its own inimitable way the greatest of domestic music means, bringing before its owners all music, and giving them a library of great performances always instantly available. No such wealth is at all otherwise obtainable. This is truth in talking machine salesmanship. Why Price? Is it not, then, most strange to find some members of the talking machine trade thinking that the only important question is of how cheaply a machine may be produced and at how low a price it can be sold? It must be plain that the only foundation for such an opinion is laid in the grotesque supposition that the people know all about the talking machine, have appraised it truly and have decided that it is not worth much and that the cheapest specimen is acoustically, musically, mechanically and in appearance as fine or at least as desir- able as the most expensive. If this be not the case, then what is the reason for the price- salesmanship which we hear so much of lately, which turns all selling into a sort of dog-fight and which by its practice wholly negatives the fine phrases about the talking machine's value and capacity which we write into our printed advertising? What Education Will Do Both our advertising and our salesmanship, in fact, are at fault when we deliberately allow ourselves to fall into the price-competition class and fight for business on the principle of who can cut the price the most? For it is not true that the people as a mass understand and have exhausted the talking machine; much more is it true to say that there was never more ig- norance of its powers and possibilities than there is to-day. Much more is it true to say that there never was a time when public re- sponse to high-class truth-telling advertising and selling would be greater. Never was there a time when the people as a whole were spending so much money on music in all its forms, a state of affairs which can be discovered by any one who cares to look for the evidence. The sales- manship that wins to-day, then, is the sales- manship that recognizes these facts and goes out after the people who are showing this activity. Salesmanship in the talking machine business for the next five years might well and profitably concern itself mainly with educational work, that is to say, with telling the world the story of the talking machine and of what it will do. If manufacturers will devote some of their efforts to acquainting the community, by specific and not by general advertising, just what the talking machine will do there will be adequate public response, as sure as the rising of to-morrow's sun. But it will not be from that section of the public which wanted the talking machine only for dance music and which now is equally ready to run after a still more novel and in some ways more exciting means for getting its music. We need less talk about competition from outside and more about hard work inside. Let us have educated advertising and educated sales talk, appealing to those who need the talking- machine for what it so incomparably does. New Store in Lompoc, Gal. Lompoc, Cal., August 8. — Miss Margaret Garrett has just opened a new music store in the Black Building here and will operate the business under the name of the Lompoc Music Shop. Phonographs, small goods and other musical accessories will be carried. The store is equipped with all facilities. THE PHONOGRAPH IS NO BETTER THAN ITS SOUND BOX THE APv - f'ME is the last word in sound boxes. It amplifies yet there is no distortion. The ADD-A-TONE JUNIOR is especially adaptable for the portable machine. 77ieADD-A-TONE JUNIOR is used exclusively on the CAR- RYOLA MASTER. Amer- ica's finest Portable, manufac- tured bv CARRY OLA CO. OF AMERICA, Milwaukee, Wis. Both Sound Boxes are built on scientific lines, perfectly adjusted and easily at- tached. Produce pure natural tones free from all blast or vibra- tion. INCOMPARABLE FOR DANCING Not a loud speaker, just the best sound box made. Dealers write for the ADD- A-TONE Junior to our sole Distributer, Samuel Esh- born, 65 Fifth Ave., New York City. UNIQUE REPRODUCTION CO., Inc. 32 Union Square NEW YORK Cable Address: Addatooe, N. Y. August. IS. 1924 THE TALKING MACHINE WORLD 39 VINCENT LOPEZ Exclusive QwJL Artist 'JMiinmmntniiiiiit FACTORY REPRESENTATIVES for General Phonograph Corp., N. Y. C. Consolidated Talking Machine Co., Inc., Chicago, 111. Everybody's Talking Machine Co., 'Inc., Philadelphia, Pa. Recommends Wall-Kane Jazz Needles Here is a miniature reproduction of a letter received by the Wall-Kane Needle Mfg. Co., Inc., from Mr. Vincent Lopez. He says "Of all the needles I have tried, the 'Jazz' Needle has made my orchestra's recordings sound the most lifelike." Nothing more need be added to such a rec- ommendation from America's Dance Wizard. WALL-KANE NEEDLES Wall-Kane Needle Mfg. Co., Inc. Originators of the TEN TIME NEEDLE 3922 14th Ave., Brooklyn, N. Y. 40 THE TALKING MACHINE WORLD August IS, 1924 Motion Picture Tie-up to Stimulate Record Sales Victor Co. Lists Records Which Are Played With Feature Motion Pictures — Featuring These Records Will Increase Sales With music taking a more and more im- portant part in the presentation of every feature motion picture and with special orchestral scores being prepared so that the musical ac- companiment will synchronize with the action of the picture a new method of stimulating record sales is available to talking machine dealers. This is, briefly, tie-ups by window dis- plays and advertising, with the local showing of feature pictures through stressing the record or records of the music which is played with the motion pictures. The Victor Talking Ma- chine Co., alive to the opportunities offered its dealers through work of this kind, is listing on the back cover of "The Voice of the Victor" those records which are especially linked with several recent feature motion pictures. As an instance, the July issue carried the following listings: "Dorothy Vernon of Haddon Hall," record No. 19309B, "Love Has a Way," by Paul Whiteman and His Orchestra; "Miami," record No. 18632A, "On Miami Shore," by Smith's Orchestra, and record No. 707, "On Miami Shore," by Fritz Kreisler; "The Shooting of Dan McGrew," record No. 5S218B, "The Shoot- ing of Dan McGrew," by Taylor Holmes; "Boy of Mine," record No. 45161B, "Dear Little Boy of Mine," by Elsie Baker, and "Maytime," record No. 18432A, "Maytime" waltz, "Will You Remember?" by the Waldorf-Astoria Dance Orchestra. There have been given in The World several instances where dealers effected successful tie- ups of this nature. One quite recently told how Gibbons & Owens, Victor dealers, of Brooklyn, N. Y., sold four hundred and fifty records of "Covered Wagon Days" mainly through the medium of an attractive window display while the picture "The Covered Wagon" was being shown' at a local theatre. It should be unneces- SERVICE AND SATISFACTION Radiola Super-Heterodyne, with Radiola Loudspeaker and 6 Radiotrons L'F-199; entirely complete except batteries - $286 •f Without SERVICE there is very rarely complete SATIS- FACTION. The type of SERVICE that is extended to the talking machine dealer by E. B. Latham & Co. is such that SATISFACTION is bound to follow. Our special phonograph dealers' department is equipped to serve the trade because of its knowledge of the requirements of the dealer and its ability to interpret these requirements in terms of Radio equipment. If you have not already enjoyed Latham Service write at once for information concerning our stock and what we have to offer the talking machine dealer. sary to dwell on the benefits of such tie-ups, as practically every dealer has benefited from stimulated sales resulting from the visits of recording artists and the same principle can be applied in making the motion pictures sell records. Vocalion Record National Campaign in Newspapers To Begin August 1 and Include Insertions in Practically Every Large City in Country — Tie-up With Dealers — Planning Sales Drive A most extensive national advertising cam- paign for Vocalion Red records will be launched August 1 by the Vocalion Red record depart- ment of the Aeolian Co., New York, according to an announcement made this week by O. W. Ray, general manager of the division. The cam- paign will be extended over a period of months and will include newspaper insertions in prac- tically all of the larger cities in the United States. Vocalion dealers in all parts of the country will be furnished with copy and electros of a character similar to the national insertions for use as tie-ups in their local papers. The cam- paign involves one of the largest advertising appropriations on record on the part of the Aeolian Co. and will be waged independently of the advertisements appearing in the national magazines. In order to map out a Fall sales program to keep pace with the campaign, Mr. Ray is leaving this week for Boston, where he will con- sult with A. C. Erisman, head of the A. C. Erisman Co., jobber of Vocalion records in New England. Many New Radialamp Distributors Appointed The Radialamp, the combination library lamp and loud speaker recently placed on the market by the Radiolamp Co., New York City, has proved very attractive to talking machine deal- ers and distributors. The number of reorders received proves beyond a doubt the large mar- ket that exists for a loud speaker of this type. The Radiolamp Co. has planned energetically for the Fall season, which is generally expected to be an exceptionally big one in radio. In order to perfect distribution channels the com- pany has' given attention to the appointment of high-class distributors located in strategic points throughout the country. Among recent jobbing appointments made are Cohen & Hughes, Inc., Baltimore, Md. ; A. C. Erisman Co., Boston, Mass.; Iroquois Sales Co., Buffalo, N. Y.; Roth & Zillig, Inc., Buffalo, N. Y.; Con- solidated Talking Machine Co., Chicago, 111.; Vocalion Co. of Chicago, Chicago, 111.; Republic Elec. Co., Cleveland, O.; Consolidated Talking Machine Co., Detroit, Mich.; Munson-Rayner Corp., Los Angeles, Cal.; Consolidated Talking Machine Co., Minneapolis, Minn.; the Aeolian Co., New York, N. Y. ; Musical Products Distrib- uting Co., New York, N. Y.; the A. Mecky Co., Philadelphia, Pa.; Iron City Electric Co., Pitts- burgh, Pa.; Munson-Rayner Corp., San Fran- cisco, Cal.; the Benwood Co., Inc., St. Louis, Mo.; Cohen & Hughes, Inc., Washington, D. C. J. G. Duncan Honored MAssnxoN, O., August 6. — J. C. Duncan, well- known local jeweler and Victor dealer here, was re-elected president of the Ohio Retail Jewelers' Association at the annual convention held re- i cnt1\ ,il ( 'edar Point, 1 ». Mr. Duncan, one of the oldest Victor dealers in eastern Ohio, has one of the most attractive talking machine shops in this section, it being a second floor shop, over his spacious retail jewelry store. He recently moved into his own new building built especially for a jewelry, gift and talking machine store. August 15, 1924 THE TALKING MACHINE WORLD 41 Radiola Regenoflex, with Radiola Loud- speaker, and 4 Radiotrons WD-n; with space for batteries inside; (complete ex- cept batteries and antenna) . $206. This symbol of Quality is your protection m You Have Sold a Phonograph — go back this summer, and sell a Radiola. Bring your list of "closed sales" to light again as a live prospect list for sales of Radiolas. Broadcasting, this summer, offers items of strong appeal for every type of person, and the Radiola line offers sets for every type of home — for every outdoor use — for every purse's means. Everything from a light, easy-to- carry $35 set to the stately cabinet of the Radiola Super-VIIL Of the new line, the Radiola Regenoflex here pic- tured is a splendid summer feature. The improve- ments in its mechanism offer greater sensitivity and greater selectivity — clearer tone — and complete simplicity. Where quality of reception counts as much as distance, the Regenoflex is the receiver for this summer's fun! UcTheres a Radiola for every purse* Send for the free booklet that describes every Radiola. Radio Corporation of America RADIO CORPORATION OF AMERICA. Dept. 464 (Address office nearest you,) Please send me your free Radio Booklet, and the name of the nearest RCA distributor. Name Street Address City R.F.D. State 233 Broadway, New York Sales Offices: 1 0 So. La Salle St., Chicago, 111. 433 California St., San Francisco, Cal. Radiola REG. U. S. PAT. OFF. 3 42 THE TALKING MACHINE WORLD August 15, 1924 A. Thallmayer Reviews Musical Con- ditions in Various European Countries Manager of the Foreign Record Department of the General Phonograph Corp., Who Has Just Returned From Extensive European Tour, Gives Interesting Analysis of Business Situation A. Thallmayer, manager of the foreign record department of the General Phonograph Corp., New York, who returned recently on the S. S. "Berengaria," after spending several months abroad, gave the following interesting review of conditions in Europe: "Considering the fact that I went to Europe for musical purposes, my choice to sail on the S. S. 'Deutschland' was a good omen, as we had on board a galaxy of artists of the first order. Fritz Kreisler, Carl Friedberg, Carl Flesch, Elly Ney and Elsa Alsen, the dramatic soprano of the German Opera Co., gave a charity concert on board, which was broadcast to the S. S. 'Columbus,' about two hundred miles away. The concert was under the able man- agement of Mrs. Kreisler and was, of course, an artistic as well as social and financial success. "Arriving in Germany I was prepared to be uncomfortable and find all sorts of things out of order. I was pleasantly disappointed, how- ever, in my expectations. Food is plenty, the hotel accommodations are as good as in the States, the railroad trains run on time, the cars are clean and comfortable, the service on the trains is good, polite and efficient, and the sur- face and subway cars in Berlin are a whole lot cleaner than in New York. The people look neat and are as a whole well fed. Great pov- erty exists, of course, in the tenement sections of the city, but I was told that the relief asso- ciations and the excellent work of the Quakers have helped a great deal and are highly appre- ciated. The cost of living in Berlin is, how- ever, as high as in New York and in some in- stances higher. "Business in Germany is very depressed; there is a shortage of money and the people think that only the final settlement of the reparation problem will relieve the tension in business. In order to restrict the people from spending theii money outside of Germany the government im- posed a tax of 500 gold marks on those who A. Thallmayer desire to travel outside of Germany. This tax prevented many Germans from spending their vacations outside of Germany, but before I left Berlin, the end of June, I heard that this tax has been abolished and a great many of German vacationists are spending their vacations in the Austrian and Swiss mountains. The musical life of Berlin is very intensive. Four opera houses are giving daily performances, and so far as I have seen they have always good audiences. In addition to the opera there are plenty of sym- phony concerts. The ninth symphony of Beeth- oven was given within ten days by four differ- ent organizations. "Vienna is still the city of light opera, 'light wines,' fascinating waltzes and easy living. The stabilized currency is a thing one must get accustomed to as they still figure the dollar with 70,000 kronen. It is somewhat amusing to see a suit of imported cloth priced at three and one- half million kronen, which is, however, only fifty dollars, a price unheard of for the same quality of goods in New York. The cost of living in Austria is very much less than in Ger- many. While business in general is very slow, it doesn't seem to bother the Viennese very much. They are a well-dressed, well-fed, happy- go-lucky lot, enjoy life, and trust to their Chan- cellor, Monsignore Seipel, to make things come out all right. A very much more serious feature in Vienna is the great number of banks. On nearly every prominent street corner is estab- lished a branch of some bank. The late drop of the franc has been of disastrous consequence to many of them. All these mushroom banks and some of the older establishments were speculat- ing heavily and lost milliards of kronen. The bankruptcy announcements of banks and busi- ness concerns, as well as notices of suicides, took for a time as much space in the Vienna daily papers as the bandit stories take in the Hearst papers in the States. "The phonograph business in the Central European States may be classified as fair in Germany and Czecho-Slovakia, dull in Austria, and absolutely at a standstill in Hungary. The record business in Jugoslavia shows a little sign of life and the Lindstrom Co. has recently made a number of Serbian records in Belgrade. I have directed a great many recordings in such foreign languages as are of importance to our American business. We have also made some wonderful new recordings of symphonic music, and some very interesting orchestra selections of a special nature during my stay in Berlin. Messrs. Straus and Walleiser, of the Lindstrom Co., have given me all possible co-operation and enabled me to accomplish all I wanted to do in Europe. "I stayed in London a few days and had oc- ORIGINAL and BEST Phillips Canadian Patent No. 241,205 Basic Patent Manufacturers of Supreme Reproducers High Grade Tone Arms and Low Priced Portable Arms We hereby announce that we claim exclusive rights in a tone arm with a dual inlet for a talking machine sound box and the radio receiver, and that we are prepared to protect our cus- tomers with an adequate patent guarantee on all such tone arms purchased from us. 145 . Fo. Uo»1h>iu Bin*.. Fo. Win Did T Kui Trui C JOSEPH UQ1A.NCA cms C. DABOU E. ff. EDWARDS 4 SOT Their New Dance Hits! No. 192A5 Homt in P.uoVn.. Fo. Trot . No. 19164 M..b». F« Troi a. TVol No, 1MS7 Tkm'i Yci! Y«l in Your Lyti rot tie. 19213 WWII 1 Do? W.lli Now on Sale at GIBBONS & STONE MISIC LOVERS SHOPPE HOFFMAN MIS1C SHOP PICK-ITS OUTiTTTlNG CO. lzyts mac store' HOfHESTER HUSK store Turing turns co. H. L HUSH roues hsk bouse Just Received! Your VICTROLA An Model New Victor Records Every' Friday Philadelphia Dealer Co-operative Ad Drive their home towns has been evidenced by the various co-operative campaigns that have been carried on in different sections of the country, particularly during the past few months. It is claimed, and perhaps properly, that it was the Philadelphia jobbers and dealers who first saw the wisdom of combining their adver- tisements in one page or a double-page spread for the purpose of impressing on the public mind the fact that a visiting musical organiza- tion was making records for the Victor Co. or some other concern. Several Types of Co-operative Drives In the case of the Philadelphia trade it is the Victor Co. artists who were featured in connec- tion with the appearance of Ted Weems and I RADIO DEALERS^ TALKING MACHINE DEALERS, PIANO DEALERS, Etc. should send for this new RADIO CATALO G No. 26-R Covers a most complete line of quality Ra- dio Products, with liberal dis- counts applying for Dealers. WHITE TODAY! "The House with a Policy. Exclusively wholesale!" where dealers felt it was unfair to their inter- ests to contribute an equal amount arrange- ments have been made whereby the individual ads of the dealers have been grouped so as to make one complete page of advertising and sometimes more. Wide Extent of Drives The average member of the trade is hardly able to conceive of the extent of this co-opera- tive advertising, but at the headquarters of the Victor Talking Machine Co.' in Camden there is kept a scrap book in which are to be found several scores of full-page and double-page ad- vertisements inserted by dealers in various cities of the country to herald the coming or the presence of one or another of the promi- nent dance orchestras or individual artists. In one particular case on the Pacific Coast a full four-page section in rotogravure was taken by the dealers to feature appearances of artists. Wisdom of Artist Tie-ups Time and again in The World the attention of dealers has been called to the wisdom of tying up with the appearance of artists through the medium of local advertising. In the case of the presence of Wendell Hall, well-known radio artist, in one of the Western cities where co- operative advertising was resorted to dealers reported as many as 1,500 sales of Hall rec- ords in a single day and the majority went over 1,000, which represents mighty good business. There is approaching rapidly the Fall season, when various recording organizations and art- ists go on tours of the country, and the retailer who does not see to it that he is acquainted with the itinerary of these traveling record art- ists and has his advertising conducted on a timely basis is overlooking a genuine opportu- nity to increase record sales. Considering, of course, that he has in stock a sufficient quantity of (lie advertised record to make the effort worth while. Ii is lo be admitted thai the individual dealer by himself can do little in a campaign that will attract general public attention and that is why Rochester Dealer Tie-up With Whiteman available at his store or other stores in the city. Where talking machine dealers handling one make of record combine to use a page or more of space the advertising is going to bring re- sults to the individual dealer altogether out of Radio's Most Popular Entertainer Wendell Hall Exclusive Victor Artist Featuring His Compositions Over WSB Thh Meek Ain't Gonna Rain No Mo Blue Island Blues Blue Bird Blues Victor Record No. 19226 Victor Record No. 19471 Underneath the Mellow Moon, Victor Record j J£* JJjjj^ \v?ltz> You can hear this artist over WSB all this week. Every night you can hear him on the VICTROLA with VIC- TOR RECORDS. Mr. Hall will appear personalty during the times mentioned below for the purpose of meeting and entertaining his friends and autographing his records as purchased, at the following dcalcrst LeRoy Webb & Co. 16 Auburn Ave. (Thursday Afternoon) Phillips & Crew Piano Co. 181 Peachlree Si. Oppo.ilc the Wineeoff. (Friday Mlrraooo) Cable Piano Co. 81 N. Broad St. (Saturday Afrrrnona) Bame's, Inc. 107 re.cp.tree St. Oppotile Tierlmnnt Hotel. (Sawrday Marmot) Co-operative Ad Tie-up in Atlanta proportion to what he would achieve with a small ad on his own account. Reproduced herewith are several advertise- ments published in various cities during the past season in connection with appearances of Vic- tor artists. It would require a dozen pages of The World to reproduce all these ads even in miniature form, but the few shown give a gen- eral idea of the plan as adopted and proved suc- cessful. With precedent to work on, next sea- sun should see a far greater volume of co-opera- tive advertising. OHIO RUBBER 228 W. 7th St,Cincinnati . August 15, 1924 THE TALKING MACHINE WORLD 45 ANNOUNCES THEIR NEW POWERFUL NEUTRODYNE MODELS THE GEORGIAN AND THE V The Garod Georgian Rich brown burled walnut, with door- panel borders of inlaid ebony and holly — 5 tube model — built-in loud speaker — battery compartments and accessory drawer. Will grace the finest drawing worn— provide the best in radio recep- tion. Size 35V2" long— 16%" deep — 42'/?" high. -00 MOO The Garod V Qenuine mahogany highly finished cabinet — graceful 15° sloped genuine mahogany panel — carved feet— five inch dials — double reading Weston volt - meter — 5 tube model. Size 34%" long— 1 3^/4" deep— 1 1%" high. f I95OO The Garod RAF *Th(» receiver that made QAROD famous. Added mechanical im- provements — 4 tube model — with which you are familiar. Size jo'/i" long — 73/a" deep — 10" high. 3I35OO ic wants Power— to produce great volume. Power— to bring in distant stations. Power— to work through local stations. Power— to moderate or intensify volume. Power— to render the original quality of tone transmitted. Power— to select programs. Power— to get the best out of the program. -vj^/ivvjc^/iv>o^>tv'^c^/i\vjc^/Tvxjc^5vXj^/^ The Talking Machine World, New York, August 15, 1924 A * A * * a a * A A Sectional view of cabinet showing Radiola Super-Heterodyne installation in left-hand top convenient to opera- tion. (Phonograph equipment availa- ble on right-hand top side of cabinet.) No outside wires required. Large di- rectional loop has been installed in swinging left-hand END PANEL of cabinet. Sectional view showing battery installation in rear of cabinet and open panel containing loop antenna. Brunswick Radiola This new line of instruments synchronized by engineers of the Brunswick and of the Radio Corporation . . . accounting for its supremacy in radio reception and musical reproduction MAKESHIFT installation of radio in phonograph cabinets is neither new nor satisfactory. The Brunswick Radiola instrument, however, is a scientifically correct in' stallation, perfected by Brunswick experts, and Radio Corporation en' gineers, cooperating. This new 'type instrument brings to radio the musical quality of the famous Brunswick Method of Reproduction. Offers a new conception of radio re' THE BRUNSWICK -BALKE-COLLENDER CO. Manufacturers — Established 1845 GENERAL OFFICES: CHICAGO Branches in all Principal Cities New England Distributors : Canadian Distributors : Kraft, Bates & Spencer, Inc. Musical Merchandise Sales Co. 80 Kingston Street, Boston, Mass. 79 Wellington Street, West, Toronto, Out. ceiving. The Brunswick Radiola gives to the music'lover elasticity of sc lection undreamed of before. It offers music of the air — supreme ... and it offers, at will, superlative recorded music. Deliveries are now being made by Brunswick branches to dealers whose orders are in. Orders are filled in ro' tation as received. If you have not yet ordered, we urge you to do so now to avoid disappointment. Radiola A August 15, 1924 THE TALKING MACHINE WORLD 51 New Artists Strengthen Gennett Record Catalog Summer Demand Satisfactory — Big Fall and Winter Business Predicted — Unique Record- ing by "Golden" Bird Popular W. G. Russell, in charge of Gennett record sales at the New York headquarters of the Starr Piano Co., states that he is well satisfied with the manner in which Gennett records are selling during the Summer months, and taking the present healthy outlook as an indication he believes that the Fall and Winter seasons will see record sales exceed even the banner year of 1919. The addition of several new artists has greatly strengthened the Gennett catalog. Among recent releases which are selling well are "Knock at the Door" and "Louise," played by The Vagabonds; "The Grass Is Always Greener" and "I Need Some Pettin'," sung by Vera Cole, soprano; "Maria, Mari," coupled with "Moana Chimes," both played by Ferera's Hawaiian Serenaders, and "Loch Lomond" and "Mary of Argyle," both sung by Henry Moeller. A record which was received with immediate favor at the time of its release and which has steadily grown in popularity is "Senora," cou- pled with "La Paloma," both played by Ferera's Serenaders. Many dealers claim that it is the finest recording of Hawaiian music which they have ever carried on their shelves, and the sales volume which this recording has attained seems to bear out this contention. Orders have been received in great quantity for the recent release of the coupling of "O Sole Mio" and "The Herd Girl's Dream," sung by the Golden Bird, accompanied by Lorraine Evan on the violin. The first recording by this marvelous bird, which coupled "The Spring Song" and "Souvenir," sold in large quantities at the beginning due to the unusual quality of the recording, but it has since taken its place on sheer merit as one of the best standard sellers. The new recording is even better than the former one, for the first recording unintention- ally subordinated the warbling and trilling of the bird to the accompanying music. In "O Sole Mio" and "The Herd Girl's Dream" this fault has been corrected and the clear notes of The Golden Bird stand out predominant. Canada Grants Patent on Phillips Radio Tone Arm Wm. Phillips, president of the Wm. Phillips Phono Parts Co., New York City, has been granted by the Canadian Government Patent No. 241205 on his phono-radio tone arm. This is a basic patent and covers the entire Domin- ion of Canada. Production has been announced on the new portable arm on which this company has been working. This new arm is being produced on a quantity basis and at a low price. The Wm. Phillips Phono Parts Co. has also recently placed on the market a new mechanically treated mica diaphragm. Wm. Phillips, president of the company, re- ports that several of the largest department stores in New York City are now featuring the Phillips' phono-radio tone arm as part of the equipment of machines which they handle. Sales Corp. Chartered The Great American Sales Corp., New York, was recently incorporated at Albany, N. Y., to deal in talking machines. The capital stock was given as 250 shares of preferred stock at $100 per share and common stock, 500 shares of no par value. The incorporators include A. A. Berg, S. J. Cronin and G. J. Friedman. The Evanston Brunswick Shop, Evanston, 111., has been running a series of extremely effective advertisements in the local papers featuring the Brunswick. Christman Dry Goods Co. Adds Brunswick Department Joplin, Mo., August 8. — The Christman Dry Goods Co., of Joplin, Mo., recently opened a Brunswick department which is finished in matched walnut, beautifully figured, and this detail is developed throughout the entire store. All show cases are made of plate glass, and this system is well worked out in the booths of the phonograph department, the latter being installed at a cost of approximately $2,000. In announcing the opening of their Bruns- wick department, the Christman store sent out 5,000 invitations to its mailing list, in addition to a copy of its newspaper announcement, and a personal letter from one of the directors of the organization. Full-page advertisements ap- peared in the Joplin Globe and in the News Herald, and a number of smaller follow-up ads have been scheduled. It is interesting to note that the Christman store was started thirty-four years ago with a paid-in capital of $1,600. To-day it is one of the finest stores in the country, as far as appear- ance, arrangement of stock and interior and policy are concerned. Brunswick Dealers to Get Advance Record Information The Brunswick Co. has announced plans for the preparation of special lists containing ad- vance information regarding records, these lists to be forwarded to the trade at regular periods. The reason for this move is contained in the statement of the Brunswick Co. to the effect that "there is a definite reason for the release of every record, and these comments will en- deavor to point out the reasons for the release of each record, as well as an opinion of its selling possibilities." It is also expected that this information will be of great assistance to dealers at the time they are ordering records and will also give sales people valuable infor- mation. Bristol Single Control Radio Receiver Audiophone Loud Speaker Complicated combinations are eliminated when tun- ing in with Bristol Single Control Radio Receiver — every station is on the one dial. It gives the joys of radio with technicalities left out. The well-known Grimes Inverse Duplex System (non-reradiating) is utilized in this Receiving Set. Because of the reflex, only four tubes are required to give power equivalent to six. The price, without accessories $190.00 You forget the radio equipment when listening thru the Audiophone Loud Speaker. The tone is full, clear and pleasing. It gives a true reproduction of the original. Made in three models — Senior $30.00, Junior $22.50, and Baby $12.50. Ask for Bulletins Nos. 3014 and 3015-BS. Made and Sold by THE BRISTOL COMPANY Waterbury, Conn. 52 THE TALKING MACHINE WORLD August 15, 1924 All Branches of Talking Machine Trade in Milwaukee Enjoying Increased Sales Gain in Record Demand Especially Marked — D. M. Kasson in New Post — Excellent Portable Sales— Dealers Tie Up With Gennett "Golden Bird" Record— New Dealers— The News Milwaukee, Wis., August 9. — All branches of the talking machine business are picking up in Milwaukee and throughout the State of Wis- consin. Records have been in particularly good demand during the past month. Dealers and Jobbers Report Gains "Since the Fourth of July the improvement in the phonograph business has been very grati- fying," stated Carl Lovejoy, Brunswick dis- tributor. "I have just made my second trip to Two Rivers, Sheboygan, Manitowoc and through that territory, and both trips have been very satisfactory. I was very well pleased with conditions and I think that the year itself will work out better than last year." Harry Goldsmith, secretary of the Badger Talking Machine Co., Victor jobber, also re- ports business improvements. The Keller sisters and James Lynch, who have been recording for Brunswick records about sixty days, appeared at a Milwaukee the- atre for a week, stimulating sales of records. D. M. Kasson With Interstate Co. The Interstate Sales Co., owned by the Badger Talking Machine Co., whose activities for some years past have included the production of the record fiber needle cutter and Recordlites, has increased its scope of operation to include radio. The firm entered the radio field August 1. David M. Kasson, for several years an execu- tive of the McPhilben Radio Corp., of New York, is now associated with the Interstate Sales Co. as vice-president, and will have charge of sales for the company, which will operate in Illinois, Wisconsin and Michigan and will handle standard radio products. Employe Stockholders Get Dividends Fifteen employes of the Kesselman-O'Driscoll Co., which features Brunswick and Victor phonographs and records, who were made stock- holders in the company last Christmas, have received their first dividends. The checks were distributed by L. M. Kesselman, who suggested that they be used to start savings accounts. Mr. Kesselman has returned to Milwaukee from a trip West, where he attended the con- vention of the Kiwanis Club and made the post convention tour through Yellowstone Park and other points of -interest in that section of the country. Good Sonora Portable Demand Yahr & Lange, wholesalers for Sonora in Wisconsin and Michigan, have noticed a slight lull in business during the Summer, although the music department of this firm has shown an increase over last year. Radio, which has been added to the department this year, has been very active and has kept the 1924 busi- ness ahead of the record for the preceding year each month. Sonora portable phonographs have been in good demand. Yahr & Lange state that they have had remarkably fine response on the two new Sonoradios, Nos. 241 and 242. They have also added Malone-Lemmon sets. Tie Up With Gennett "Golden Bird" Gennett records were brought before the Mil- waukee public by a recent advertising stunt which was one of the finest publicity campaigns Feature Golden Bird Record in Theatre Lobby these records have ever had in this city. Local dealers and the Wisconsin distributor tied up with the recent appearance of the Golden Bird, a canary presented and accompanied by Miss Lorraine Evon. The bird has recorded for Gen- nett records exclusively and the fact was played up in a variety of ways. Two Gennett records were on the announcement of this act placed on an easel before the theatre entrance. The act was advertised as the headliner for the week. During afternoons and evenings of the week these Gennett recordings were played in the theatre entrance on a Starr phonograph. Ten dealers in Milwaukee tied up with the bird's appearance by means of window displays. The popularity of the bird and recordings of its numbers resulted in an excellent sale of the records and every dealer in the city was forced to restock on Friday of the week. New Starr and Gennett Dealers "The record business has been very good during the past month — beyond expectations," declared Alfred F. Kiefer, distributor for Wis- consin of Starr phonographs and Gennett rec- ords. During July and the first part of August Mr. Kiefer has added a number of new local accounts to his books. The East Side Music Co. has included Starr pianos, phonographs and Gennett records to its stock. The Symphony Music Shop is now a dealer in Gennett records. Schunk's department store is another recent Gennett dealer. Outside of Milwaukee, Hook Bros., prominent music dealers of Madison, Wis., have added Gennett German records to their record department. Gennett records have also been added by the West Allis Saxophone Shop, West Allis, Wis. Bradford Force on Picnic The entire force of the J. B. Bradford Piano Co., dealer in Victor, Brunswick and Vocalion phonographs and records, was entertained at the Summer home of Hugh W. Randall, president of the company, at an annual picnic. The store was closed on the afternoon of the picnic and the whole force was taken to Pine Lake, where the Summer home of Mr. Randall is located. Games, swimming, boating, etc., were enjoyed. Miss Helen Gunnis in Concert Miss Helen Gunnis, manager of the Victrola department at Fischer's furniture store, has appeared as vocal soloist in several Milwaukee entertainments during the past month. Talking Movies Attract Public Milwaukee theatregoers were very much in- terested in the appearance of the "talking movie," which appeared here for the first time. This combination of sight and sound gave such an appearance of reality that many people ap- plauded at the close of the picture, as the voice ceased speaking and picture faded from the screen. The "talking movies," which were in- vented by Dr. Lee DeForest, were a great suc- cess in Milwaukee and the theatre has an- nounced that they will be a regular attraction. Leslie C. Parker, president and manager of the Carberry-Parker Co., The Badger Music Shop, which handles Victrolas and Victor rec- ords, is one of the active workers for the project of civic operas in Milwaukee's parks in 1925. 20* "Needle Points" Point No. 19 LL is not gold that glitters," and that still holds true about phonograph needles. Don't be guided too much by a highly polished needle. That nice, bright coating may cover up a multitude of sins. Remember, it's the wearing quality that counts. Okeh and True- tone Needles are well polished but their main fea- ture and the one that concerns us the most is, "How well do they wear?" There are thousands of dealers who are still selling them after years of experience, and they can give you the answer. General Phonograph Corporation OTTO HEINEMAN. Pres. 25 West 45th St. New York August 15, 1924 THE TALKING MACHINE WORLD 53 V CALION RED RECORDS ii Uncle Am" STUART Champion Fiddler of Tennessee Exclusive Vocalion Record Artist "'Uncle Am's' playing made me feel reckless the rest of the evening," wrote a well-known radio reviewer after hearing "Uncle Am" fiddle. The Vocalion Records of this champion fiddler from the Sunny South are going to be brilliant business builders for Red Record dealers. North or South. "Uncle Am's" fiddling makes 'em all pat their foot. "Am" Stuart Records All 10" 75c 14839 Cumberland Gap (Hoe-down), Accomp. by Banjo Picker Grey Eagle (Hoe-down). Accomp. by Banjo Picker 14840 Sourwood Mountain (Hoe-down), Accomp. by Banjo Picker Waggener (Hoe-down), Accomp. by Banjo Picker 14841 Sally Gooden (Breakdown), Accomp. by Piano — Vocal Chorus Leather Breeches (Breakdown), Accomp. by Banjo Picker 14843 Billie in the Low Ground (Puncheon- Floor Dance) . .Accomp. by Banjo Picker Rye Straw (or Unfortunate Pup) (Puncheon-Floor Dance), Accomp. by Banjo Picker Playable on All Phonographs The Aeolian Company AEOLIAN HALL NEW YORK Distributors of Vocalion Red Records MUSICAL PRODUCTS DISTR. CO., 37 E. 18th St., New York City WOODSIDE VOCALION CO., 154 High St., Portland, Me. A. C. ERISMAN CO., 174 Tremont St., Boston, Mass. GIBSON-SNOW CO., 306 W. Willow St., Syracuse, N. Y. LINCOLN BUSINESS BUREAU, 1011 Race St., Philadelphia, Pa. PITTSBURGH PHONO. DISTR. CO. 217 Stanwix St., Pittsburgh, Pa. VOCALION RECORD CO. OF MD. 305 N. Howard St., Baltimore, Md. O. J. DEMOLL & CO., 12th and G Sts., N.W., Washington, D. C. S. E. LIND, INC., 2765 W. Fort St., Detroit, Mich. VOCALION CO. OF CHICAGO, Distributors of Vocalions and Vocalion Records, 529 S. Wabash Ave., Chicago, 111. OHIO MUSICAL SALES CO., 1747 Chester Ave., Cleveland, O. LOUISVILLE MUSIC CO., 570 S. 4th St., Louisville, Ky. STERCHI BROS., Knoxville, Tenn. STERCHI FURN. & CARPET CO., Atlanta, Ga. D. H. HOLMES CO., New Orleans, La. REINHARDT'S, INC., Memphis, Tenn. RADIO EQUIPMENT CO., 1319 Young St., Dallas, Tex. STONE PIANO CO., Fargo, N. D. STONE PIANO CO., Distributor of Vocalions and Vocalion Red Records, 826 Nicollet Ave., Minneapolis, Minn. MOORE-BIRD CO., 1720 Wazee St., Denver, Colo. MUNSON-RAYNER CORP., 643 S. Olive St., Los Angeles, Cal. MUNSON-RAYNER CORP., 86 Third St., San Francisco, Cal. 4. 54 THE TALKING MACHINE WORLD August 15, 1924 Satisfactory Volume of Business Marks Talking Machine Trade in Brooklyn Sales Up to Expectations Considering the Effect of Summer on Business — Batterman and Loeser Arrange Unusual Windows — Hermerlin Shop Destroyed by Fire — News of Month The talking machine and radio trade in the Brooklyn and Long Island territory for the past month has been entirely up to expectations; in other words, it was characterized, by the usual quietness which exists during the Summer months. It is not to be assumed from this that there is no business being done in talking machines and radio sets, quite the contrary; several dealers have reported that sales for the latter part of July and the early part of this month were gratifyingly good and the great majority of the dealers express themselves as being satisfied with the volume of sales when the general condition of the business world is taken into consideration and the fact is realized that the dog days of Summer, the dull days of the talking machine trade, are here in earnest. Record sales have kept to the standard of the same period of previous years and, in the case of many dealers, the sales totals at the end of July were in excess of those for July of 1923. Victor Business Holds Up The American Talking Machine Co., Victor wholesaler for the Brooklyn and. Long Island territory, reports that business for the past month, both as regards machines and records, is on a par with last year. The outside men find dealers are most optimistic over prospects for a brisk Fall business and, influenced by this, many dealers are stocking up in anticipation of a big demand. One of the reasons why those in the music trade feel that the coming Fall and Winter seasons are going to be unusually good for the talking machine business is that music has undoubtedly become stronger and more and more of a factor in the average person's life. Orchestra managers are stating that the demand for orchestras this Summer is as great as it is during the Winter months. This feeling is bound to exert a good influence on the talk- ing machine trade. An Unusual Window Display The H. Batterman Co., large department store, has devoted a window to a display of Victor records in the manner suggested by The Voice of the Victor, and found the results in sales were extremely satisfactory. A large map of the United States was suspended on the rear wall and records were distributed about the windows with accompanying signs indicating the orchestra which made the recording and the city from which they came. A ribbon was at- tached from the signs to the location of the city on the map. Sixteen orchestras were fea- tured in the display. A large sign to the side of the display read: 'What City Do You Want to Hear To-night With the Victrola and Victor Records?" The display was attractive and attention-arresting and F. L. Ennis, manager of the talking machine department, stated that im- mediately after the display was placed in the window an increase in the sale of Victor records was noted. Fire Guts Hermelin Shop A fire, caused by defective wiring, entirely destroyed the stock of talking machines, rec- ords, music rolls and musical merchandise at Hermelin's Phonograph Shop, at 1441 Broad- way, early on Sunday morning, July 20. Colum- bia, Brunswick, Vocalion and Sonora products were carried and the entire stock, as well as the furniture and fixtures, were rendered valueless by the fire. The damage .was estimated by Mr. Hermelin to be $18,000. The furniture and fix- tures and a large percentage of the stock were covered by insurance. The store has been at this location for the past thirty-five years. Mr. Hermelin stated to The World that his present plans call for immediate remodeling of the store and opening for business as soon as possible. Changes in Abraham & Straus Department Henry I. Silverton, who recently took over the management of the talking machine and radio departments of Abraham & Straus, Inc., inaugurated his connection with this store by shifting the location of the talking machine de- partment and merging all the musically related departments into one unit. The talking machine department is now adjacent to the radio depart- ment on the fifth floor of the store and the record, sheet music and musical merchandise departments are all located in the immediate vicinity. The new arrangement allows of the instruments being shown to the best possible advantage and Mr. Silverton states that its ma- terial benefits have become manifest in increased sales. Huge Display in Five Loeser Windows Five large display windows of the Livingston street warerooms of Frederick Loeser & Co. have been devoted during the past month to an elaborate display of the talking machines and radio sets carried by the Loeser establishment. Every conceivable model of both types of in- struments was shown to the best possible ad- vantage in harmonious surroundings. Sterling Department Moved The talking machine department of the Ster- ling Piano Co. has been moved to the second floor of the company's building at Court and Liv- ingston streets, which it now occupies, together with the radio and small goods departments. The main floor, part of which the talking ma- chine department formerly occupied, is now uti- lized mainly for display purposes. Excelsior Phonograph Co. Bankrupt The Excelsior Phonograph Co., 337 Knicker- bocker avenue, Brooklyn, N. Y., recently filed a voluntary petition in bankruptcy, listing lia- bilities at $5,746 and assets at $2,863. The Okeh House Organ Celebrates First Birthday The Okeh Record, the bright and newsy house organ issued regularly by the General Phono- graph Corp., New York,- manufacturer of Okeh and Odeon records, celebrates this month its first year of existence, and the editors have been congratulated by Okeh jobbers and dealers upon the success of this up-to-date publication. Vol- ume 2, No. 1, bearing the date of August, 1924, features a photograph of Vincent Lopez and His Orchestra, exclusive Okeh artists, in con- nection with the opening of the new Euclid Gardens at Cleveland, O., one of the finest ball- rooms in America. News items in this issue announce that James Barton is now an ex- clusive Okeh artist, and that the Loew radio station in New York, WHN, is broadcasting regularly Ace Brigode and His Fourteen Vir- ginians, exclusive Okeh artists. Sara Martin, Okeh artist, is continuing her very successful concert tour, and Piron's New Orleans Jazz Orchestra, another Okeh organization, is fur- nishing music for the dance devotees at the "Roseland," well-known Broadway ballroom. Louis H. Junod in Europe Louis H. Junod, president of L. H. Junod & Co., 104 Fifth avenue, New York, sole repre- sentative in the United States for Herman Thorens, manufacturer of motors, tone arms and sound boxes for phonographs, sailed for Europe on the S.S. "George Washington" on August 2. Mr. Junod will spend the next two months abroad, traveling to Switzerland by way of Paris. He will visit the factory of Herman Thorens at St. Croix, where he will confer with the officials of the company on future plans for production and deliveries of their various products. Mr. Junod, as Swiss Consul, has numerous business interests both in this coun- try and Switzerland, and during his two months' absence he will attend to his affairs abroad. Music Shop Holds Opening Grass Valley, Calv August 4. — The Music Shop, 156 Mill street, carrying a complete line of musical instruments, held its formal opening the latter part of last month. The store is under the management of Lynne Stanley. The Brunswick line of phonographs and records and the Buescher wind instruments are featured. In addition to the retailing of instruments a Mod- ern School of Music will be conducted. The A. Gressett Music House, of Meridian, Ala., recently increased its capital stock from $50,000 to $150,000. \ \ \ \ \ \ 1 1 /////// BE SAFE RATHER THAN SORRY GET YOUR MACHINE ORDERS PLACED FOR FALL DELIVERY. August IS, 1924 THE TALKING MACHINE WORLD 55 ow a Magnavox Tube HE engineers who developed the famous Magnavox line of radio reproducing and am- plifying equipment have now produced a vacuum tube equally distinctive and success- ful in its own field. Dealers can recommend Magnavox Tubes without qualification or reserve. One trial convinces the most exacting user that the Magnavox will replace ordinary tubes to great advantage in any receiving set. Cj\yf AGNAVOX Radio Vacuum Tube Type A OS Y V is a storage battery tube for use both as audio frequency and radio frequency amplifier in all standard circuits. Highly recommended also for detector use. No grid leak necessary, but its use will not affect results. Not critical of adjustment either as to plate or filament. Fila- ment consumption is one quarter of an ampere. This tube is a six volt tube having standard base and requires no circuit changes. This tube is especially resistant to leakage, base losses and accidental shock. Each tube packed in strongly mortised wooden box, to be tested and re-sealed by dealer at time of sale. The most notable feature of the new Magnavox Tube consists in its elimination of the grid. Unlike the ordinary storage battery tube, the Magnavox allows the electrons an un- obstructed passage between filament and plate, with the result that Magnavox Tubes have less than one half the internal capacity of other tubes of similar type. Magnavox Radio Tubes will be nationally announced in August 30th issue of Sat- urday Evening Post and a large list of September magazines. Dealers are advised to place immediate orders through nearest Magnavox Distributor. M.agnctvox Products Reproducersof electro-dynamic andsemi- dynamic type . $25.00 to $50.00 Combination Sets combining a Repro- ducer and Power Amplifier in one unit . . $59.00, $85.00 Power Amplifiers for audio frequency amplification, one, two, and three - stage . . $27-50 to $60.00 Vacuum Tubes : A storage battery tube of new and improved design for all standard circuits . . $5.00 By the addition of storage battery tubes the Magnavox radio line offers the reliable dealer an asset of unequalled value — com- bining the highest quality products with the soundest and most favorable dealer policy in the industry. Write for details of service to Registered Magnavox Dealers and name of Magnavox Distributor in your territory. THE MAGNAVOX CO., Oakland, Calif. NEW YORK SAN FRANCISCO Canadian Distributors: Perkins Electric Limited, Toronto, Montreal, Winnipeg 56 THE TALKING MACHINE WORLD August 15, 1924 Crosley Jobbers Gather in Cincinnati for Their Second Annual Convention More Than 100 Representatives of Crosley Radio Corp. From All Parts of Country Present at Constructive Conclave at Company's Plant — Discuss Problems — Study Manufacturing Methods Cincinnati, 0., August 4. — The Crosley Radio Corp., of this city, manufacturer of Crosley radio products, was the host to Crosley jobbers throughout the country at the second annual convention of the jobbers held in this city re- cently. More than 100 representatives of well- known radio distributing concerns were in at- effect that the Crosley Radio Corp. adopt some method to assist its jobbers in moving surplus stock. Powel Crosley, Jr., president of the com- pany, immediately presented a method of re- lieving such a condition and this plan is already in force. The meetings were held in the new Crosley factory and the jobbers were delighted Three Prominent Radio Men Samuel Kuben, George Lewis, Powel Crosley, Jr. He then discussed the Crosley radio line, pointing out the distinctive features of the prod- uct from a merchandising angle. Mr. Crosley declared that arrangements were being made to increase the output from 1,700 sets a day, which was the peak last Winter, to more than 5,000 a day, and he expressed a doubt as to whether or not this tremendous production would meet the demand this Fall. He also explained the vari- ous steps that had been taken to increase pro- duction, how the new factory had been pur- chased and how the former factory had been retained for the manufacture of parts, the new plant to be used for assembling sets. During the course of the convention the job- bers studied the methods by means of which Crosley radio receivers are manufactured and they also visited the WLW broadcasting studio maintained by the Crosley Radio Corp. One of the interesting features of the program was a splendid address by A. M. Joralemon, general sales manager of the company, and the adver- tising plans of the Crosley Radio Corp. were fully explained by Douglass M. Allen, of the Prather-Allen Co., Cincinnati, which places Crosley advertising. Mr. Allen told of the in- tensive advertising campaign that had been ap- proved by Mr. Crosley, and of the enormous field being created as the result of this publicity campaign. At the close of the convention a vote of thanks was given to Mr. Crosley for in- viting his jobbers to Cincinnati and for being so frank in his discussions of the Crosley plans for the future. Kramer's Music House Chartered on Anniversary Alientown, Pa., August 5. — The forty-fourth anniversary of the founding of the Kramer Mu- sic House, which was celebrated recently, was featured by the incorporation of the establish- ment under the name of Kramer's Music House. Fred F. Kramer, founder of the business; John T. Kramer, Fred F. Kramer, Jr., and Ray J. G. Ritter were the incorporators. This store is the musical center of the community and is one of the leading music houses in eastern Penn- sylvania. The Victor line is featured. Greetings from A. A. Russell The World is in receipt of cards from Amoj E. Russell, manager of the talking machine de- partment of Cluett & Sons, Troy, N. Y., who went abroad with the Associated Advertising Clubs of the World to attend the convention in London, and who following that journeyed to Paris. In both countries the members of the club received a wonderful welcome. Mr. Rus- sell says he is having a great time, and during his stay abroad plans to make a study of the musical merchandising conditions in Europe. Second Annual Outing of Crosley Jo tendance and at the close of the convention they all expressed the opinion that the coming Fall would witness the greatest Crosley sales campaign that has ever been sponsored. Many interesting problems were presented for the attention of the jobbers during the conven- tion and constructive suggestions were offered to solve these problems. One of the most in- teresting suggestions was made by Claude Johnson, of the Johnson Electric Co., to the ers at Company's Plant in Cincinnati with the splendid facilities now at the disposal of the Crosley manufacturing division. Mr. Crosley, in opening the convention, heartily wel- comed the delegates, pointing out that the or- ganization had grown rapidly and that its suc- cess was dependent entirely upon its jobbers. Mr. Crosley stated that everyone present would have an opportunity to make suggestions dur- ing the convention, and that all these sugges- tions would receive careful consideration. The Tube With the UNCONDITIONAL GUARANTEE Every VOLTRON Tube is sold with the following VOLTRON guarantee: "VOLTRON tubes are guaranteed against manufacturing defects. Return for free replacement if defective, within thirty days after date of purchase ; after thirty days return for an adjustment based on actual usage. In every case an allowance will be made regard- less of condition of tube. Return direct to Voltron Manufacturing Company." VOITR0N Guaranteed Tubes Made in all standard types. Manufacturers and Distributors: Write for our proposition. VOLTRON SALES COMPANY 227 Fulton Street New York City, N Y. [VOIIM MANUFACTURING COME JUi/j, August IS, 1924 THE TALKING MACHINE WORLD 57 NATIONALLY ADVERTISED CONSTANTLY in leading radio magazines and news papers cnoQP0on and the Thompson 5-tube factory-built Neutrodyne Radio are quality products that require a minimum of servicing R. E. Thompson Manufacturing Co. Manufacturers of Wireless Apparatus for the U. S. Army and Navy and numerous foreign governments 30 CHURCH STREET - - NEW YORK, N. Y. FACTORY: JERSEY CITY, N. J. 58 THE TALKING MACHINE WORLD August 15, 1924 Hunt's Leading Music House Has Mount Kisco Branch White Plains, N. Y., August 7. — Hunt's Lead- ing Music House, of this city, recently took possession of the Melody Shop, 15 Kisco ave- nue, Mt. Kisco, N. Y., and is conducting the establishment under the name of Hunt's Melody Shop, with a complete line of musical instru- ments, including Victor talking machines and records, Okeh records, Gulbransen pianos, Buescher saxophones and a most complete as- sortment of sheet music. The store is ad- mirably located as the only music house in a village of over 4,000 population and under the management of Miss Hilda Fixsen, who was transferred from the White Plains store, has done a brisk business in all lines since it was taken over by the Hunt organization. John Philip Sousa and his band gave a con- cert in White Plains recently and the Hunt store, following its policy of taking an active interest in all musical events in the community, had charge of the ticket sale. The concert was a great success and was also instrumental in stimulating to a great degree the sale of Sousa records. Landay Fifth Ave. Store Undergoing Alterations The music store of Landay Bros., at 427 Fifth avenue, New York, closed on Saturday, July 26, and will in all probability not reopen for business until the end of this month. The reason for the closing is that the store is under- going extensive alterations, both the interior and the exterior, and plans call for a close rep- lica of the Landay Bros, shop in the Marbridge Building at Sixth avenue and Thirty-fourth street. The display windows are being extended back for about ten feet, which will give a fourteen- foot depth for display purposes. The interior of the store will be remodeled to provide spe- cial rooms for the demonstration and display of radio products, and also to provide space where period models of Victrolas and Sonoras may be displayed to the best possible advan- tage. Audak equipment for the demonstration of records will be installed. During the period of alterations the staff of the Fifth avenue store has been enjoying vacations and relieving the selling forces of the other Landay stores. Work Creates a Sale a Day Austin, Tex., August 6. — The sale of thirty-one phonographs during one month, in spite of warm weather, is the record of S. B. Parsons, of the J. R. Reed Music Co., Brunswick dealer of this city. There is a moral in this brief rec- ord of sales achievement which Mr. Parsons points out tersely, and that is sales can be made by continuous hard work, which, by the way, is the reason why so many other retailers are finding that there is good business to be had even during the Summer. Entertains Press Men The General American Radio Corp., New York, was the host at a theatre party and get- together gathering recently at which the guests were members of the newspaper and radio trade press. The party visited "Keep Kool" at the Globe Theatre and subsequently were the guests of Louis J. Selznick, president of the company, at his home, 270 Park avenue. The gathering was informal and Mr. Selznick was an ideal host, giving the members and the press a most enjoyable evening, free from any mention business activities. of GKik OcLoTV Rxxords A Complete List and QcLoTV Distributors OKEH-SMITH COMPANY 828 So. Broadway, Los Angeles, Calif. WALTER S. GRAY 926 Midway Place, San Francisco, Calif. L. D. HEATER 357 Ankeny St., Portland, Ore. TEXAS RADIO SALES COMPANY 2005 Main St., Dallas, Texas JUNIUS HART PIANO HOUSE, LTD. 123 Carondelet St., New Orleans, La. CONSOLIDATED TALKING MA- CHINE COMPANY 1121 Nicollet Ave., Minneapolis, Minn. YAHR & LANGE DRUG COMPANY 207 E. Water St., Milwaukee, Wis. JAMES K. POLK, INC. 294 Decatur St., Atlanta, Ga. THE ARTOPHONE CORPORATION 1103 Olive St., St. Louis, Mo. THE ARTOPHONE CORPORATION 804 Grand Ave., Kansas City, Mo. CONSOLIDATED TALKING MA- CHINE COMPANY 227 W. Washington St., Chicago, 111. CONSOLIDATED TALKING MA- CHINE COMPANY 2957 Gratiot Ave., Detroit, Mich. THE RECORD SALES COMPANY 1965 E. 66th St., Cleveland, Ohio STERLING ROLL AND RECORD COMPANY 137 W. 4th St., Cincinnati, Ohio PHONOLA CO., LTD., OF CANADA Elmira, Ont., Canada IROQUOIS SALES CORPORATION 210 Franklin St., Buffalo, N. Y. MUSIC MASTER CORPORATION 1005 Liberty Ave., Pittsburgh, Pa. GENERAL PHONOGRAPH CORPO- RATION OF NEW ENGLAND 126 Summer St., Boston, Mass. MUSIC MASTER CORPORATION 128 No. 10th St., Philadelphia, Pa. GENERAL PHONOGRAPH CORP., (New York Distributing Division) 15 W. 18th St., New York City JAMES COWAN COMPANY 18 West Broad St., Richmond, Va. The Huse Pub. Co., Norfolk, Neb., Victor dealer, has been featuring portables in its news- paper advertisements with satisfactory re- sults. W. A. Bartlett and L. W. Staunton Sail for England W. A. Bartlett, managing director of Brandes, Ltd., England, who came to this country to at- tend the annual conference of the executives of the Brandes companies, has left for home, ac- companied by L. W. Staunton, advertising man- ager of C. Brandes, Inc., who plans to consult with the advertising agency of the English com- pany with a view to co-ordinating the Brandes international advertising. Mr. Bartlett first went to England in Sep- tember, 1922, to found a branch of Canadian Brandes, Ltd., which last January became Brandes, Ltd., and which is now operating a new plant for the manufacture of "Matched Tone" headsets and "Table Talkers" at Slough, Buckinghamshire, England, with executive of- fices at 296 Regent street, London. Before going abroad for the Brandes com- pany, Mr. Bartlett was attached to the New York office of the Westinghouse Elec. & Mfg. Co., on the radio sales force. He is optimistic over the radio situation in Europe and says that broadcasting has improved greatly. At the present time upwards of one million receiving set licenses have been issued, and very success- ful tests have been made in London in re- broadcasting KDKA and WGY on short wave lengths. Magnavox House Organ Contains Much of Interest The "Magnavox No. 5" is the name of a very interesting house organ that is being issued by the Magnavox Co. for its dealers. This house organ contains many valuable sales suggestions, together with a resume of important details re- garding Magnavox products, that can be used to advantage by the trade. The popular Magna- vox No. 4 reproducer is briefly described in the current issue of the house organ as well as the new models of the Magnavox R-3 and R-2. H. E. Metcalfe, of the Magnavox Co., is the author of a most interesting and informative article entitled "Steps in the Manufacture of Magnavox Radio Products." The illustrations for this article show some of the busy corners in the immense Magnavox factory at Oakland, Cal.; the photographs include a view of the punch press department, enameling department, finished parts storeroom, etc. There is also presented a brief summary of the extensive Magnavox advertising plans for 1924 which in- clude the use of advertising space in the Satur- day Evening Post, Literary Digest, American Magazine and many well-known farm papers, radio consumer papers and trade papers. The Magnavox Co. has been congratulated upon the practical value of its new house organ, and the mailing list is already well up in the thousands. Agency Changes Hands Pueblo, Colo., August 6. — The agency for the distribution of Edison phonographs and records here has been sold by the Pueblo Phonograph Co. to the Crew-Beggs Dry Goods Co., which opened on August 1 a modern up-to-date de- partment on the third floor of its building. O. P. Jones, manager of the Pueblo Phono- graph Co., is expected to make connections with the Denver Dry Goods Co., from which he received an offer to take charge of its phono- graph department. Mr. Jones is an experienced phonograph merchandiser and he is therefore well qualified for his new duties. Files Bankruptcy Petition The New York Music Store, 1966 Amsterdam avenue, New York, recently filed a petition in bankruptcy, listing liabilities at $9,269 and as- sets at $6,500, the main items of which are fix- tures and stock. The members of the firm are Paul and Philip Weissman. The Talking Machine World, New York, August 15, 1924 James Barton The famous "Black- face" comedian has become an exclusive Okeh Artist ONE of America's foremost vaudeville comedians, James Barton, the "black-face" side-splitter, has joined the ranks of the ever-lengthening list of OKeh stars. There is hardly a vaudeville "fan" in the country who has not enjoyed many a hearty laugh, and a mighty good time, too, listening to Jim Barton send his comedy stuff across the foot- lights. His name in lights over the canopy means packed houses every time. And those packed houses, eager for further exercise of the muscles that instantly change a grin to a guffaw, will turn now to the next best medium to Barton himself — his exclusive OKtfvfvecords The Records of Quality Manufactured by GENERAL PHONOGRAPH CORPORATION, NEW YORK OTTO HEINEMAN, President August IS, 1924 THE TALKING MACHINE WORLD 59 Artistic New Bakersfield Store of Don. G. Preston Branch Opened by Successful West Coast Music Dealer the Last Word in Attractiveness of Layout and Conservation of Space Bakersfield, Cal,, August 6. — The accompany- ing illustration shows the artistic new store of in the most efficient and attractive manner. On the left are the wall racks for musical merchan- dise, while on the right to the fore is the sheet music counter. Talking machines are displayed along the aisle of the store. Mr. Preston, during a period of four years, starting with small capital has, through unusual foresight and energy, built up a large business in talking machines and other musical products and this new store was opened because many of his patrons were located in and about this city, thus giving them added service and making buying of musical products easier. Moore and Freed Signed as Vocalion Record Artists Radio for L. Grunewald Go. Don C. Preston's New Store Don. C. Preston, one of the most successful music dealers on the Coast, who also operates a store in Taft. As may be seen the interior arrangement takes account of every bit of space Jackson, Miss., August 6. — The L. Grunewald Co. moved into its. new quarters the latter part of July and is now completely established in the new home. The decorations, furniture and fix- tures are of a high quality, creating fitting sur- roundings for art products of the caliber of the Victor talking machines and Steinway pianos, both of which are featured by the company. Arrangements have been made in the new store to install a radio department, and additions to the sales force have been made in anticipation of a brisk Fall business. An exclusive contract to record for Vocalion Red records has just been signed by Moore and Freed, who for a number of years have done a musical novelty act on the B. F. Keith vaude- ville circuit. Appointments have already been set, through arrangement with O. W. Ray, man- ager of the Vocalion Red record department of the Aeolian Co., New York, for the first re- cordings of this clever team and several num- bers will be put in record form exactly as they are played in the Keith act. Moore and Freed have several combination novelty duets, employing a handsaw, banjo and harmonica, and it is to be expected that their numbers will have the same big appeal on Vo- calion records that they have before the foot- lights. After recording their regular reper- toire Moore and Freed plan developing some new novelty combinations for Vocalion Red records. . Sydney Hochman, furniture merchant of Easton, Pa., recently purchased the stock, fix- tures and good will of the Wright Music Store located in this city. Atlas — the profit-link between phonograph and radio Atlas A FTER you have installed a good radio panel in a console phonograph — one thing more is vital to suc- cess : You must select a radio reproducer whose tone and quality fully equal the phono- graph itself. The Atlas unit is the heart of the Atlas speaker — and the public has come to know that Atlas Radio Reproduction floods the room with the best that's in the set. Couplings are provided so that Atlas units may be quickly and easily attached to any standard type of phonograph. The unit complete sells for $13.50. Your profit is liberal — but what's more important — Atlas Radio Reproduction helps sell the whole outfit. It makes a good radio panel sound right—and that's what your customers want. Write to-day for "Sound Re- production"— an interesting folder that tells briefly, but thoroughly, just what you want to know about radio re- production. TRADE MARK RADIO REPRODUCTION MULTIPLE ELECTRIC PRODUCTS CO., Inc. 36 Spring Street, Newark, New Jersey. Dept. 0. New York, Boston, Philadelphia, Baltimore, Pittsburgh, Detroit, Chicago, St. Louis, Denver, 550 Howard Street, San Francisco Marconi Wireless Telegraph Co. of Canada, Ltd. Sole Canadian Distributors. 60 THE TALKING MACHINE WORLD August 15, 1924 THE INSTRUMENT OF QUALITY $nor> CLEAR AS A BELL HERE are three Sonora products which will bring you immediate business. Profitable sales are just around the corner, awaiting your decision to take on Sonora now! Radio Speaker $30 Portables $50-$65 Sonora Radio Speaker — Priced at $30, this Speaker has already found a large market awaiting it. Dealers everywhere are stocking it in quantity. Many are disposing of their old loud speakers and preparing to concentrate on Sonora alone. One large New York department store placed its first order for 5000. Sonora Portables — At $50 and $65, Sonora Port- ables fill the large demand for real musical instru- ments that are truly portable. Embodying Sonora's many quality construction features and having ample record capacity, light weight and handsome appearance, they make a pronounced appeal. The Saginaw — This model is the first Sonora Period ever offered at the low price of $100. You can find many sales for this instrument right now, for people's reaction to a good value knows no season. These and other quality products, coupled with Sonora's effective sales promotion service, insures immediate and lasting success. Write today to the distributor for your territory, listed opposite, for complete details of the Sonora franchise. SONORA PHONOGRAPH CO., Inc. 279 BROADWAY NEW YORK CITY Makers of Sonora Phonographs, Sonora Radio Speakers and Sonoradios Export and Canadian Distributors— C. A. Richards, Inc., 279 Broadway New York August 15, 1924 THE TALKING MACHINE WORLD S3 The New and Greater femora Line Sonoradio, Sonora's most wonderful achievement, is the perfect bridge between the old and the new in retail Phono- graph business. This instrument, together with the Sonora Radio Speaker and the comprehensive line of Sonora Phonographs, offers the enterprising dealer an exceptional opportunity for ever increasing business. * The distributor named below who covers the territory in which you are located ivill be glad to answer all inquiries regarding a Sonora agency on receipt of a letter from you NEW ENGLAND STATES: The New England Phonograph Dis- tributing Co. 221 Columbus Avenue, Boston, Mass. NEW YORK CITY (with the exception of Brooklyn and Long Island), also Counties of Westchester, Putnam and Dutchess: all Hudson River towns and cities on the west bank of the River south of Highland — all territory south of Poughkeepsie ; Northern New Jersey. Greater City Phonograph Co., Inc. 234 West 39th Street, New York NEW YORK STATE, with the exception of towns on the Hudson River below Poughkeepsie and excepting Greater New York. Gibson-Snow Co., Inc., Syracuse, N. Y. BROOKLYN AND LONG ISLAND: Long Island Phonograph Co. 17 Hanover Place, Brooklyn, N. Y. EASTERN PENNSYLVANIA, Del aware, Southern New Jersey. The Wil-Mer Corporation Spring Garden Building Broad and Spring Garden Streets Philadelphia, Pa. MARYLAND, VIRGINIA AND DISTRICT OF COLUMBIA: Baltimore Phonograph Distributing Co. 417 West Franklin Street, Baltimore, Md. WESTERN PENNSYLVANIA & W. VIRGINIA: Pittsburgh Phonograph Distributing Co. Empire Building, Pittsburgh, Pa. ALABAMA (except five Northwestern Counties), Georgia, Florida, North and South Carolina and Eastern Tennessee. James K. Polk, Inc. 294 Decatur Street, Atlanta, Georgia. OHIO AND KENTUCKY: The Ohio Musical Sales Co. 1747 Chester Avenue, Cleveland, Ohio INDIANA: Kiefer-Stewart Company, Indianapolis, Ind. WISCONSIN AND MICHIGAN: Yahr and Lange, Milwaukee, Wis. ILLINOIS, AND RIVER TOWNS IN IOWA: Illinois Phonograph Corporation 616 S. Michigan Avenue, Chicago, III. N. DAKOTA, S. DAKOTA, MINN. & IOWA: with the exception of the River towns: Doerr-Andrews and Doerr, Minneapolis MISSOURI, KANSAS and five counties in northeast Oklahoma: C. D. Smith Co., St. Joseph, Mo. LOUISIANA, MISSISSIPPI, ARKANSAS Part of Tennessee and part of Alabama Reinhardt's, Inc. 104 South Main Street, Memphis, Tenn. SOUTHEASTERN PART OF TEXAS AND PART OF OKLAHOMA Southern Drug Company Houston, Texas MONTANA, COLORADO, NEW MEXICO, NEBRASKA, UTAH, WYOMING, Southern Idaho and Eastern Nevada: Moore-Bird and Co. 1720 Wazee Street, Denver, Colo. CALIFORNIA, OREGON, WASHINGTON, ARI- ZONA, Northern Idaho, Western Nevada, and Hawaiian Islands. The Commercial Associates, 724 So. Broadway, Los Angeles, Calif. : 62 THE TALKING MACHINE WORLD August 15, 1924 Excellent Crops and Good Prices Bring Bright Prospects to Kansas City Trade Outlook Better Than in Years — Outdoor Publicity Attracts Attention — Portables Prov?; Good Sales Bet — Look Forward to Radio-phonograph Combination — Activities of the Trade Kansas City"; Mo., August 8. — Business pros- pects in the Middle West are better at the present time than they have been for the past 'four years. This is largely due to excellent crops and good prices being received for them. The whole effect upon business is salutary, causing a healthy condition in all lines of trade. Some of the wholesalers have already received nice orders from dealers who have let their stocks get low and who wish to be prepared for business as it opens. Effective Outdoor Advertising One of the first music firms to use the tri- angular billboard advertising is the J. W. Jen- kins Sons Music Co., which has an immense sign at Twenty-third and Grand avenue. The sign is in three brilliant colors featuring three things: one, musical instruments; another a famous composer and the third the firm. The sign is situated near Union Station and is in one of the most prominent places in the city. F. P. Whitmore a Visitor F. P. Whitmore, secretary of the Kimball Co., with headquarters in Chicago, spent two days at the Kansas City store recently. Mr. WhiTiuore, who was formerly manager of the local store, is making a tour of the Middle West, calling at the various Kimball houses. Columbia Portables Popular The bulk of business being done by the Columbia Co. is in the portable phonograph and in the $100 console which has been featured this season. Three new styles which have just been received are to be pushed this Fall. Manager^ Sparrow, of the Kansas City branch of the Colunrbia Co., returned recently from a special- .£rjp . through Nebraska and Iowa. He found trade conditions there generally better with expectations of a fine Fall business. The Standke Grafonola Shop on Grand ave- nue is using the third floor of the building it occupies pending completion of renovations. Look Forward to Brunswick Radio-Phonograph The Brunswick Shop is expecting early de- livery of the new radio combination, the Bruns- wick in combination with the Radiola. This combination will be on the market in the early Fall and Mr. Anderson, advertising manager of the Brunswick Shop, is anticipating that it will be in big demand. Wunderlich Co.'s Store Improved !The Wunderlich Piano Co. has taken advan- tage of the Summer lull in business to have the store redecorated. The company is plan- ning to add a radio department. Mrs. Helen McArthur, of the record depart- ment of this company, states that dance records, together with portable machines, have been in unusual demand due to the large number of campers who have taken them with them on their trips. Mrs. McArthur left August 7 for a two weeks' trip to Boston and the White Mountains of New Hampshire. Miss Stella Miller, also of the record department, returned August 1 from her vacation. Busy Times With Knabe Studios G. B. Frederick, of the Knabe Studios, re- ports that they had a very fine business in June, but are having just now the usual Summer lull. Due to the fact that the Knabe Studios opened under the present management at such a recent date no employes will take a Summer vacation. On the contrary they are at present busy upon merchandising- plans for this Fall, in which they intend to hook up the music busi- ness with the artists who will be in town. Places Big Machine Order The Jones Store Co. has just received a new consignment of about 100 Nightingale talking machines which are equipped with Blood tone- arm and reproducers which will make the phono- graph a loud speaker with the radio. Mr. Lee, head of the department, expects that these ma- chines will be popular due to this feature. The firm is also holding removal sales while the plans for enlarging the department are going on. Business was very good during July and showed an increase over 1923, particularly in the Edison and the Victor. Miss Naomi Porter, of the record department of the Jones Store Co., left the last week in July for a month's vacation in Colorado. Miss Marie McKee, after a two months' leave of absence, is again associated with the Jones Store Co. in the record department. The Edison wholesale house at 1215 McGee reports that already the Kansas wave of pros- perity is making itself felt. Orders have come in for machines from dealers who have been holding back on orders for several months. This would indicate that the Kansas dealers have faith in themselves, the crops and in Fall business. Interesting but Brief Miss Frances Enoch; who was formerly in the record department of the Music Box, is now with the Brunswick Shop in the record depart- ment. Frank Roeder, who has had a great deal of experience in the music busines, is now asso- ciated with the Paul Record Shop. Mrs. Edward Zola, who has been the pro- prietor of the Music Box, has closed out her stock and decided to go out of the record business. Harry Wunderlich, of the Wunderlich Piano Co., returned July 29, together with his family, from Lake Outing, Minn., where he had been for several weeks on a vacation. M. I. S. Baseball Team Challenges the Trade Strong Nine of the Musical Instrument Sales Co. Ready to Meet All Comers The Musical Instrument Sales Co., New York, Victor wholesaler, boasts one of the most suc- cessful baseball teams in the local talking ma- chine trade. Jim Davin, sales manager of the The M. I. S. Sluggers company, organized the team, which is in charge of Ben McNulty, manager, and Ed Reilly, as captain. In a recent battle on the diamond the M. I. S. team gave a severe trouncing to the team representing the Mazola Oil Co. in Long Island. Mr. Davin, in behalf of his nine, has issued a challenge to the talking machine trade as a whole with particular reference to George Kelly, of the New York Talking Machine Co.; the Blackman Talking Machine Co.'s organiza- tion; Elmer Howell, of the Silas E. Pearsall Co.; W. J. Haussler, of C. Bruno & Son, Inc., and Charles Offerman, of the American Talk- ing Machine Co. The M. I. S. team is shown in the accom- panying illustration and the members of the team are as follows: Messrs. Beegle, B. Lynch, McNamara, Stanley, J. Lynch, Standfast, George Reilly, Lennon, Bluett, Rinner and Haas. The uniforms are by James Donnelly, popular Victor dealer of South Norwalk, Conn. "Needle Points" Point No. 20 Y OU can make a laboratory- test of your own. All you need is a pair of pliers and a magnifying glass. Take a phono- graph needle, hold it tightly in the jaws of the pliers, press the point down hard on a piece of metal and break the needle. Look at the cross-sec- tion through the magnifying glass. If it shows an uneven break and a close-knit grain, well and good; if not, order Okeh or Truetone Needles now, and don't take any more chances with your record cus- tomers ! General Phonograph Corporation OTTO HEINEMAN. Pre§. 25 West 45th St. New York August 15, 1924 THE TALKING MACHINE WORLD 63 'On&Jiandle handles it OUTING SENIOR Finished in Red Mahogany Brown Mahogany Oak 'Master of Movable Music' OUTING JUNIOR Finished in Brown Mahogany Brown Leatherette Oak Eastern retail price 'Onf-handle handlesit' 'Master of Movable Music' Senior $37.50 Eastern retail price 'Ou&Jiandle handles it 'Master of Movable Music' Junior $25.00 We expect 1924 to be a banner year for the industry JOBBERS A. C. ERI8MAN CO 174 Tremont St., Boston, Mass. BRISTOL, & BARBER CO., INC 3 East 14th St., New York, N. T. NYEAD DISTRIBUTING CO., INC.. 250 West 108th St., New York, N. Y. GENERAL, PHONOGRAPH CORP 15 West 18th St., New York, N. Y. E. B. shiddell CO 1011 Chestnut St., Philadelphia, Pa. BENNETT PIANO CO 52 W. Market St.. Wilkes-Barre, Pa. JAMES COWAN CO 18 West Broad St., Richmond, Va. STARR PHONOGRAPH CO 634 Grant St., Pittsburgh, Pa. BELKNAP HARDWARE CO Louisville, Ky. J. K. POLK, INC 294 Decatur St., Atlanta, Ga. INDEPENDENT JOBBING CO., 112 East Center St. North, Goldsboro, N. C. IROQUOIS SALES CORP 210 Franklin St., Buffalo, N. Y. OHIO MUSICAL SALES CO 1747 Chester Ave., Cleveland, O. STERLING ROLL & RECORD CO... 137 West 4th St., Cincinnati, O. C. L. MARSHALL CO 514 Griswold St., Detroit, Mich. CONSOLIDATED TALKING MACHINE CO., 227 Washington St., Chicago, 111.. CONSOLIDATED TALKING MACHINE CO., 1121 Nicollet Ave., Minneapolis, Minn. MAJESTIC MUSIC SHOP 16 South 7th St., Minneapolis, Minn. STUART SALES CO 502 Occidental Bldg., Indianapolis, Ind. THE DUNNING CO 303 Second St., Des Moines, Iowa RENIER MUSIC HOUSE.. .545 Main St., Dubuque, Iowa JUNIUS HART PIANO HOUSE 123 Carondelet St., New Orleans, La. TEXAS RADIO SALES CO., INC 2005 Main St., Dallas, Texas, CARL FLORINE 131 East 4th Ave., Denver, Colo. WALTER S. GRAY & CO., 1054 Mission St., San Francisco Cal. ; Los Angeles, Portland, Seattlp Export Department 2 Rector Street, New York, N. Y. Cable Address: Jamescali, New York Pick out your jobber and write him today OUTING TALKING MACHINE CO., Inc., Mount Kisco, N. Y. 64 THE TALKING MACHINE WORLD August 15, 1924 Machine and Record Sales Continue Good in Indianapolis in Spite of the Heat Record Sales Beat Mark Set Last Year — Popular-priced and Used Instruments Lead the Demand — Indications Point to Marked Late Summer and Fall Sales Revival — News of the Trade Indianapolis, Ind., August 7. — The general opin- ion of dealers is that the talking machine busi- ness is holding up well when conditions are taken into account. Sweltering as the weather has been, record sales have run a little ahead of last year. Machines that are moving best are popu- lar-priced and second-hand instruments. Deal- ers are not using any elaborate window dis- plays other than the weekly record lists and cheaper-priced instruments. It has been noted that newspaper advertising has been rather a loss and that the modest window display of used instruments has proved a better bid. It is not always satisfactory to draw sales comparisons as a mark of good or bad business conditions; however local dealers feel that their July sales will compare favorably with the sales period of last year, which indicates that the trade is not in such a bad way after all. The tone thus far indicates a strong late Summer and Fall business. The record business of the Brunswick Shop, according to Manager W. J. Baker, is fairly brisk and showing a greater sales volume than last year. Brunswick phonographs are moving well also. A great deal of this increased busi- ness at this time is attributed by Mr. Baker to the outside work being done. At present this store has three men who work exclusively on the trade. The Baldwin Piano Co., which handles the Brunswick line, reports a stronger tone both in machines and records. Widner's, dealer in Victor, Columbia and They sell! The reason is not far to seek. It's the 35c price. Domino offers a cracker-jack ten-inch record — carrying only the really big hits on both sides and recorded by well-known artists and orchestras. Big hits are given prompt release. For the value given, the price is exceptionally low. The glossy red color of the record adds distinctive appearance to a quality record. We shall be glad to send you sample records and details of our proposition. DOMINO RECORD CO., 22 W.20thSt.,N.Y. Sonora instruments, reports a fair movement in portables. The Victor line of consoles seems to be going best. The light and "jazzy" rec- ords that this store features have moved rea- sonably well, which is a fair indication of what a hot-weather record should be. E. E. Campbell, sales manager of the Robert- son Music House, reports a fair sale of the Strand and Royal machines. F. X. Donovan, manager of the phonograph department of the Pierson Piano Co., dealer in Cheney, Victor and Vocalion machines, is do- ing well, all things considered. However, sales of records at this store compare favorably with the same period of last year. The more popu- lar-priced machines have shown the best move- ment. The out-of-town stores of this company are showing an improvement over last month, particularly the stores in Muncie and Ft. Wayne. Mr. Donovan announces that he has taken on the Tourist line of portables. Profes- sor Forrest Cheney, of the Cheney Talking Ma- chine Co., with B. K. Van Kim, Cheney dis- tributor for Indiana, was a visitor to this store last week. The Indianapolis Music House, according to Hal. P. Shearer, manager, is doing a good rec- ord business. Visitors included A. H. Bates, vice-president of the Ohio Talking Machine Co., and C. Ger- lick, of the Zenith Radio Corp., of Chicago. Abe Lyman's Orchestra Playing at Atlantic City Popular Brunswick Artists to Be Featured at Ambassador Hotel for Balance of Season Abe Lyman and His California Brunswick Orchestra, who recently proved such a hit at the Palace Theatre and B. F. Keith's Hippodrome, and who have just terminated a most suc- cessful engagement of six weeks at the Hotel Astor Roof, New York, have been engaged as the feature attraction by the Ambassador Ho- tel at Atlantic City for the balance of the sea- son. Lyman's Orchestra, which is an exclusive Brunswick recording combination, came East direct from the Cocoa- nut Grove of the Am- bassador Hotel, Los Angeles. The orchestra also proved popular in New York and it is predicted that the thousands of pleasure seekers visiting Atlantic City will be quick to fall in line and keep step with the syncopated rhythms as dispensed by Lyman and His Orchestra. Abe Lyman Perutz Records in New Gennett Issues Releases "Spanish Serenade" and "To a Wild Rose," the Latter Fourth Record in Cincinnati Conservatory Series Richmond, Ind., August 5.— The Gennett Record Gazette, published by the Starr Piano Co., Rich- mond, Ind., has just been issued and with the announcement that Robert Perutz, Polish violin- ist and Gennett artist, has made several new numbers, including "Spanish Serenade" and "To a Wild Rose," which is the fourth record of the Cincinnati Conservatory Artists' Series. A very interesting biography of Mr. Perutz is given explaining how it came about that he gave up his practice of law and turned to the violin for a professional career. William F. Schmitz recently opened a music store at 24 McDermott Block, Fond du Lac, Wis. August 15, 1924 THE TALKING MACHINE WORLD 66 Lend Us Your Ears THOROLA 4 $ 14W Bell Horn. Beautiful Black Florentine Finish. Complete with cord and plug. Base felt-mounted RETAIL PRICE 25 What if your one ear could be right in the same room with Paul Whiteman's band; in the same church with any great choir or organist; in the White House with President Coolidge speaking? And suppose at that very instant your other ear could hear these same features over radio with a Thorola Loud Speaker. It would be just like having both ears listening to the one original production! Such incredible faith- fulness of radio reception has now actually been achieved in a loud speaker. You can convince your customers of this, just as we have proved it to astonished experts. This unbelievable perfection of Thorola Loud Speaker is the natural outcome of those same laboratory facilities, that same scientific excellence which has made Thorophone the classic loud speaker in severest musical tests. Now Thorola, like Thorophone, is acclaimed the greatest advance of its time in the loud speaker art. Thorola, like Thorophone, has the exclusive horn of famous Thorite composition, the synthetic material with perfect acoustic properties im- possible in wood or metal. But no matter how the experts have praised Thorola and all its better- ments you will still want the final convincing test — your own ears. So we make it possible for you to test Thorola quickly yourself, without risk. We are sure of your judgment. We know you cannot be blind to the vast new sales possibilities of an instrument so good, so low in price, and needing no battery. The market has been waiting. Thorola already sweeps all channels of distribution. But if your jobber is still unsupplied you need not lose. As an established dealer you may promptly send us the coupon below and one Thorola will be shipped you prepaid. Thus we protect your Thorola market during this emergency when de- mand outpaces distribution. (Otherwise Thorola is distributed only through jobbers.) Send for Thorola now if your jobber cannot supply you. Listen for new clarity, volume, range, ab- sence of blare and rattle. Listen to summer signals clearer than under very good conditions heretofore. Examine the size, beauty, richness of Thorola. Remember it is a manufactured instrument — not assembled. Note that the reproducer is a full- fledged loud speaker unit. Demonstrate Thorola! And learn, as hundreds are learning, that the coupon below is like a deposit slip at your bank. Fill out and mail. REICHMANN COMPANY 1729-35 West 74th Street, Chicago, 111. 3K $ 12" Bell Horn and cord. Horn Finest Black Florentine Finish RETAIL PRICE 20 GUARANTEE Thorola is guaranteed to provide approximately twice the volume of any loud speaker (except Thoro- phone itself) in your own opinion, or your money will be fully re- funded at any time within 30 days from purchase date. Thorola volume will be from two to threetimes the volumeof most well- known makes of loud speakers. Thorola improvement in tonequal- ity is even more remarkable. " ORQLff INTRODUCTORY TRIAL COUPON (Good This Month Only) Reichmann Company, 1729-35 W. 74th St.. Chicago I am unable to obtain Thorola from my jobber. Therefore please supply me promptly, shipment prepaid. You may bill me at standard terms and discount with the absolute understanding that I may return the instrument to the factory AT YOUR EXPENSE, for full credit, within 30 days from date if I am not entirely satisfied. Date Name Street Address Town and State JOBBER'S NAME MUST APPEAR HERE 66 THE TALKING MACHINE WORLD August 15, 1924 Vacationists Prove Good Purchasers of Portables and Records in Cincinnati More Expensive Instruments in Good Demand for Use in Permanent Camps in Nearby Resorts— L. H. Ahaus Resigns From Wurlitzer Store to Enter Business — Brunswick Entertains Dealers Cincinnati, O., August 8.— A good demand for the smaller instruments of the portable type, for the use of persons who are going to spend their vacations on automobile tours and camp by the wayside, is the outstanding feature of business here. There have also been purchased a great many of the larger instruments for use in cottages and permanent camps, of which there are a multitude near here, .located on the Ohio, Big Miami, Little Miami and Licking Rivers. There has been also a good volume of sales of records to vacationists. Discounts on Radio Selling Asked whether it will be necessary for the talking machine dealer who sells radio outfits to master the technical details of that apparatus, a successful salesman in both lines replied: "The future seller of radio outfits will not have to bother himself to any extent about technical details in his sales talk, but a knowledge of this phase of radio is important. All he will have to know is how to install and operate the appa- ratus, which is not at all complicated. The prod- uct is becoming standardized, each type is be- coming well known, and it is being asked for by its trade name, just as one asks for a certain make of talking machine which it is desired to consider in making a choice. "The fad stage has largely passed and in a while there will be practically no freak articles coming on the market. I do not advise any talking machine dealer to take up the sale of radio parts, such as amateurs buy for making their own outfits. As a rule, home-made radio outfits are not very satisfactory, and sooner or later the amateurs wilL tire of this and buy complete sets. Radio parts will then be dead slock and the dealer will have to charge to profit and loss any that he may have on hand. "The demand is going to be for first-class factory-made radio instruments, simple to oper- ate and free from freak ideas. The style of "TRY U5 FDR SERVICE" WE 5ERVB □ H I Dl N DIAN A-KENTU CKY WE5T VIRGINIA WITH HDNB5T QUAKER MAIN SPRINGS AND REPAIR PARTS DISTRIBUTORS ARTHUR. BRAND &£□. IGIB VINE STREET CINCINNATI, □. TRY U5 F0R5ERVICF the cabinets will improve, too, just as has been the case with talking machines." L. H. Ahaus Opens Own Business L. H. Ahaus, formerly with the Rudolph Wur- litzer Co., has opened up an establishment under the name of the Brunswick Phonograph & Radio Shop, at 523 Walnut street. The store is arranged in a highly artistic manner and a very complete line of instruments of both kinds is carried in stock and attractively displayed. A little later, when people are back from vaca- tions, Mr. Ahaus will give a formal opening to the public and this will be given a large amount of advance publicity. Explains Brunswick Radiola to Trade During the second and third week of July the Brunswick Co. entertained the out-of-town sellers of their instruments in this territory. The dealers came in groups and each day a group was entertained at supper at one of the principal hotels. One object of entertaining the dealers was to give them information in regard to the company's Brunswick Radiola, its latest product. . They were addressed by an exper- ienced radio man, who gave them all necessary information. H. C. Kruse, of the Brunswick's sales department, reports that the company's sales continue to show an increase, in spite of the general business depression that prevails and notwithstanding the mid-Summer season. "Business is steadily getting better with us," he said, "especially in the sale of records." Pal Portable Sales Show Unprecedented Gain The sales department of the Plaza Music Co., 18 West Twentieth street, New York City, the manufacturer of the "Pal" portable talking ma- chine, states that Pal sales have shown a tre- mendous increase over previous seasons. It credits this demand to the widespread recogni- tion given portable phonographs which, origi- nally introduced as a novelty, now, for some purposes, are looked upon as a necessity. The Plaza Co., through the substantial in- crease in sales of Pal portables, has been en- abled to improve the quality, reduce the price and greatly extend its advertising program. The increased production also made possible the simplification of manufacturing operations and adding to the efficiency of the entire plant. The advertising department of the Plaza Music Co. is furnishing its dealers with window display cut-outs, attractive hangers, one of which is the reproduction of an oil painting and sev- eral series of newspaper mats for local hook-ups, the copy of which has proved a sales creator before being included in the advertising. Wurlitzer Adds Audaks Los Angeles, Cal., August 4. — The new Wur- litzer Building recently opened and carrying everything in music has an initial installation of eleven Audak record demonstrators. The Wurlitzer Co. has been watching the progress of the Audak as a sales creator for the past two years and its decision to install a battery of these products at once, to be followed by more later, speaks well for the merit of the instruments as sales factors. Sachs Music Shop Chartered Sachs Music Shop, 160 East 154th street, Har- vey, 111., was recently incorporated to manu- facture and deal in pianos, organs, talking ma- chines and other musical instruments. The cap- ital stock is $15,000. The incorporators include H. W. Meland, Simon Sachs and B. E. Meland. II < I FY'<5 GRAPHITE PHONO luuuiji j SPRING LUBRICANT Ilsley's Lubricant makes the Motor make good. Is prepared in the proper consistency, will not run out, dry up or become sticky or rancid. Remains in its original form indefinitely. Put up in 1, S, 10, 25 and 50-pound cans for dealers. This lubricant is also put up in 4-ounce cans to retail at 25 cents each under the trade name of FITRFKA noiseless talking m^xJK%.M^MM.t%. MACHINe LUBRICANT Write for special proposition to jobbers ILSLEY-DOUBLEDAY & CO., 229-231 Front St.. NewYork Edison August Window Display Features Records The window display for August prepared by Thos. A. Edison, Inc., is designed to stimulate the sale of records. The accompanying illustra- tion shows how the clever use of the placards supplied dealers by the Edison company can be arranged effectively in the window. This is the Edison Window Display for August season for the sale of records of the popular and standard types and this window takes ad- vantage of this fact by featuring these numbers. The window displays have been instrumental in increasing the sales of machines and records, according to dealers who are using them. The trade is enthusiastic over the displays which can be utilized in any window regardless of size. H. A. Guden Go. Busy H. A. Guden, of the H. A. Guden Co., New York, manufacturer of cabinet hardware, re- ports an increasing volume of business during the last month. "All indications point to an excellent Fall business, both in the phonograph and radio industry. There is a growing ten- dency among radio manufacturers to give more thought and attention to the design and con- struction of the cabinets in which the sets are contained. Orders received from foreign coun- tries indicate increased activity in the manufac- ture of phonographs outside of the United States where the phonograph is enjoying grow- ing popularity. Among recent orders received by the company have been those from Japan, Australia, New Zealand and India," said Mr. Guden in a recent chat with The World. MACHINE c? 429 WEST FOURTH ST. CINCINNATI, 0. VICTOR, DISTRIBUTORS SERVICE /S OURs WATCHWORD The Talking Machine World, New York, August 15, 1924 The Speaker That Satisfies.1 UST we go back to something we discarded long ago?" asks many a radio enthusiast on looking at loud speakers which seem only revivals of the awkward ancient phonograph horn, which finds no harmonious place amid the home furnishings. The handsome form and the handsome finishes of the new imported N & K Type W Loudspeaker satisf\' the speaker prospect at first sight. Its artistic circular shape harmonizes with the other objects in a room. It can be readily placed any- where— one doesn't have to rearrange all the furni- ture. The choice of finishes harmonizes with any decorative scheme. But that isn't all. This new loudspeaker satisfies in tone quality as almost no other speaker hereto- fore has been able to do. Its reproduction is absolutely clear and distinct and, owing to its original design, the full sound goes to all parts of the room, not just directly in front of the speaker openings. Its tone is mellow and rich, and just as clear on high soft tones as on very deep ones. You hear all of the music — exactly as the singer or musician sends it out to you. Furthermore, there is no rattle or rasp, because N & K Imported Loudspeaker is made of a new scientific material burtex, which, unlike wood or metal, eliminates all counter vibration. SATISFIES THE DEALER ESPECIALLY Like N & K Imported Phones, the N & K Imported Loudspeaker yields a highly satisfactory profit and always guarantees a satisfied customer. But perhaps more important still is the fact that the N & K Products are backed by the strongest kind of publicity, bringing prospects to the stores and creating immediate recognition wherever called to the customer's attention. A BIG ADVERTISING CAMPAIGN No other line of radio accessories will receive wider publicity than the N & K line during the coming season. The list of publications given below will carry copy on the N & K Imported Phones, N & K Imported Loudspeaker, N & K Imported Phono Unit. The first of these ads will begin to appear in September. During the holiday buying season many of the publications will carry full page copy. If you have not yet begun to take advantage oi the unusual selling points this revolutionary new product offers don't delay doing so. If your job- ber doesn't carry the N & K line, write or wire for name of nearest N & K Authorized Distributor. TH. GOLDSCHMIDT CORPORATION Dept. T 8, 15 William St., New York 41 Common St., Montreal, P. Q. ¥ Imported wmt Loudspeaker TYPE W FAMOUS FOR CLEAR, MELLOW TONE N & K Imported Phones, Model D, 4,000 ohms, have a bit! reputation amono radio fans because of their remarkably clear, rich tone. Diaphragms larger than ordinary phones. Handsomely finished. Sanitary, leather-covered head bands. Extremely comfortable to wear. Six-foot cord. Retail list $8.50. Packed in Display Carton of ten. ADVERT Publication Circulation Saturday Evening Post. 2,410,900 American Magazine 2,317,100 American Boy 266,000 Boy's Life 130,000 Country Gentleman 892,400 Successful Farming 860,900 Farm Journal 1,238,800 Popular Mechanics 456,400 Popular Science. 300.C00 Good Housekeeping 1,110,700 Ladies' Home Journal.. 2,440,700 Pictorial Review 2,250,000 Woman's Home Com- panion 1,908,300 Popular Radio 125,000 Q. S. T...... 36 000 Wireless Age 65,000 Radio Digest 160,000 Radio 108.000 Averaging, from conservative 72 MILLION I S I N G Publication Circulation Radio News 300,000 Radio in the Home 50,000 Radio Stories 150,000 Radio Engineering 15,000 Radio World 75,000 Citizens' Radio Call Book 150,000 Radio Dealer 6,100 Radio Merchandising... 23,000 Electrical Retailing 31,400 Electrical Merchandis- ing 14,800 Talking Machine World 13,200 Phonograph & Talking Machine Weekly 12,400 30 Publications, total- ing 18,117,100 estimate of four per copy, READERS i READY SELLER TO PHONOGRAPH OWNERS The N & K Imported Phono Unit is especially designed for use tn'r/i the Vietrola, but it is adapt- able to any standard make phonograph. Attaches without screws. Generous length of cord. Retail list $7.50. Packed in Display Carton of twelve. The Talking Machine World, New York, August 15, 1924 New — In Principle, Design, Tone nr^HE new N & K Imported Loudspeaker, Type W,is 14 inches high and 6*4 inches deep. Taking up little space and attrac- tive in shape, it presents a harmonious appearance in any sur- roundings. Made of a new light-weight material, burtex, which eliminates rasping or twanging sounds. Requires no batteries. Choice of beautiful finishes. Retail list $27.50. Packed in car- tons of three, each speaker in an individual display carton. — — —————— for MORE DATA" Th. Goldschmidt Corp., 15 William St., New York. I would like further information about the N & K Imported Loudspeaker and other N & K products. Please send me copies of the following N & K folders: "The Phones the Fans Are All Talking About" "The Loudspeaker You Have Waited For" "How to Use Your Phonograph as a Clear Rich-toned Radio Loudspeaker" You may ship me, also, via N & K Tmported Loudspeakers. Type W, (S1 $27.50, less trade discount " " Phones, Model D. $8.50, " " Phono Units, (c8 $7.50, " Name Address I buy most of my radio equipment from. Address (name of jobber) August 15, 1924 THE TALKING MACHINE WORLD 67 Formation of Trade Association Feature of Month's Activities in San Francisco Kohler Investment Co., Sonora Jobbers — Plans for Radio Exhibit Completed — E. L. Gray and E. B. Folsom Pass Away — F. B. Long With Heine Co. — Other Trade News of the Month San Francisco, Cal., August 4. — The outstand- ing feature of the past month in the music trades was the long-expected and highly suc- cessful Western Music Trades Convention which took place the latter part of last month. A detailed report of the various meetings and of the formation of the Western Music Trades Association, which was an outgrowth of the convention, will be found .in another section of this issue of The World. There is no doubt but that the convention was fruitful of good re- sults and those present gleaned much useful knowledge from the constructive business meetings. Kohler Investment Co. Sonora Jobber The Kohler Investment Co., of this city, which is understood to be a subsidiary of Kohler & Chase, has been appointed Sonora distributor for this territory, a move which has excited considerable interest among Sonora dealers on the Coast. The Kohler Investment Co. is well qualified to properly represent this popular line of phonographs and radio phonograph combina- tions, having the facilities of rendering the high type of service to which the dealers throughout this territory have become accustomed. The Magnavox Co., former Sonora jobber, has relin- quished the wholesale Sonora business. Plans Complete for Radio Show It was recently announced by A. S. Lind- strom, chairman of the executive committee of the Pacific Radio Association, that plans are completed for the radio exhibit to be held August 16-21 in the Civic Auditorium and that practically all the space has been sold. AH the national manufacturers of receiving sets will have space, as will many individual dealers. F. B. Long With the Heine Co. Frank B. Long, manufacturer of the Melo- diola, a San Francisco product, has taken over the management of the talking machine depart- ment of the Heine Piano Co. The new loca- tion-of this company in the heart of the city has proved a big factor in stimulating sales. Wiley B. Alien Co. Adds Audak The Wiley B. Allen Co. is using the Audak record demonstrator for the purpose of extend- ing its record sales and simplifying its service to record purchasers. Besides their popularity with the consumer the Audaks cut down the amount of floor space necessary for the opera- tion of the record department and greatly in- crease efficiency. Death of Edward L. Gray Edward L. Gray, a brother of Walter S. Gray, of the Walter S. Gray Co., phonograph accessories jobber and distributor of the Strand phonograph, passed away the latter part of last month. Mr. Gray had been connected with the talking machine trade in this city for many years. At the time of his death he was con- nected with the W. S. Gray Co. Remodel Branch Store The Kohler & Chase branch at 2460 Mission street has been remodeled and six new record demonstration rooms have been added. The need for more space has long been felt to meet the growing trade in this section. E. B. Folsom Passes Away E. B. Folsom, secretary and treasurer of the Magnavox Co., Oakland, one of the original founders of the company, died the latter part of July. Heart trouble is believed to have been the cause of his death. He apparently was in good health until very recently. Lester Smith in Olympic Swim Brunswick dealers in this territory followed the swimming contests at the Olympic games in Paris with interest, and local pride was aroused when Lester Smith, assistant to J. Col- tart, manager of the Brunswick Co., won his second heat in the 400 meter, free style, swim- ming contest. National Guard Secures News in Gamp Via Radio During the recent encampment of the Twenty- second Regiment Engineers, N. Y. N. G, at Camp Smith, Peekskill, N. Y., the regiment was enabled to keep in close touch with the Demo- cratic Convention and also to receive the broad- casting from a number of stations through the installation of a Lafayette neutrodyne set se- cured through the courtesy of the Kor-Rad Co., which, knowing that the regiment was to be at camp during the Democratic Convention, con- sidered that the men would like the news as promptly as possible and therefore sent the radio set for their use. Quoting from the July, 1924, issue of the Castle Bulletin, the official publication of the regiment, the following ap- pears: "It was found that this five-tube La- fayette neutrodyne set gave the fullest satisfac- tion both indoors and out. It also proved that the location at Camp Smith is most satisfac- torily situated for getting the best results in radio receiving. This fact is important because in the past many regiments have left their large radio sets at home for fear that they could not be used." Arthur Lyons, in charge of the New York re- cording laboratories for Gennett records, joined the rank of Benedicts last month and he and Mrs. Lyons spent an enjoyable honeymoon trip to the Thousand Islands and nearby points. QUALITY RECORD Pressing SANDERS, Inc. SPRINGDALE, CONN. Near Stamford Telephone Stamford 3980 'Stovepipe" Now Playing Blues for Gennett Records Shelbyviixe, Ky., August 5. — The photograph is a likeness of "Stovepipe," a new addition to the list of Gennett artists, whose first recording, "Sun Down Blues" and "Stovepipe Blues," has just been released by the Gennett Laboratories of the Starr Piano Co., on record No. 5459. "Stovepipe" was discovered by Mrs. Lyons, of the Caldwell-Lyons Phonograph Co., which in addition to being a Starr distributor also oper- "Stovepipe," New Gennett Artist ates a retail business. "Stovepipe" came into the store one day carrying a guitar and asked for a harp, stating that he played both instru- ments together, and after a demonstration ar- rangements were made with the Gennett Laboratories' to have him make a record. "Stovepipe," prior to his entrance into the re- cording field, played for a quack doctor to draw the crowds while the "doctor" sold his medicine. "Stovepipe" has a style of playing all his own, and his first record is in considerable demand through the South. The delights of the Victor portable on a holiday trip form the basis of the extensive portable newspaper advertising of Merrifield & Son, of San Luis Obispo, Cal. A Ray -0- Vac for Every Radio Use Not just "a battery" — but a scientifically designed battery for every specific radio use. Ray-O-Vac Batteries improve reception on the sets you sell and make a satisfactory as well as clean- profit item in themselves. Let us send you an outline of our jobber and dealer policy and informa- tion on the Ray-OVac line. French Battery & Carbon Company Madison, Wisconsin ATLANTA DALLAS DENVER KANSAS CITY CHICAGO NEW YORK MINNEAPOLIS RAY- O -VAC Radio's Best Batteries 68 THE TALKING MACHINE WORLD August 15, 1924 Quick Sales npHE Pooley Radio-Cabinet is a firte ex- ample of the type of the William and Mary period. It is of American Walnut or English Brown Mahogany, two-toned, dec- orated with Rosewood and Walnut inlay. It is divided into three compartments — a long one at the top for the radio panel; two below — one at the left for the batteries and home charger and that at the right serving as a super-efficient amplifying cham- ber, containing the built-in Pooley Loud- Speaker Amplifying Horn (patent applied for), an exclusive Pooley feature. Repro- duction is unusually brilliant and faith- ful, surpassing in tone-quality anything yet developed in the science of Radio. Unequipped With Pooley Built-in Loud Speaker MODEL 600-R-l Length 36 inches, Depth 15i/2 inches, Height 42 inches THE Nation's Radio Bill for 1924 will be between 350 and 400 millions of dollars, says an eminent authority. Are you sharing this tremendous income? The Pooley Radio- Cabinet Model 600-R-2 offers the means. It is beautiful, easily operated, extremely selective and will do you great credit with your customers. Desirable Territory Available to Jobbers in Musical Trade 16th— 17th Indiana Avenue PHILADELPHIA ^? See our Exhibit at the First Radio World's Fair, Madison Square Garden, New York, September 22nd— 28th, 1924. August 15, 1924 THE TALKING MACHINE WORLD 69 Big Profits Five-Tube Radio Set of Qreat Selectivity MODEL 600-R-2 Length 26 inches, Depth 15V2 inches, Height 42 inches h I "'HE Atwater Kent Five-Tube Receiv- ing Set constitutes the radio equipment of the Pooley Radio-Cabinet. It includes two stages of tuned Radio-frequency am- plification, Detector and two stages of Audio-frequency amplification. Exceptional selectivity, volume on DX signals and de- lightful ease of operation are accomplished through the circuit arrangement used. Its range of operation includes all wave-lengths in the broadcast band. It is designed for tubes using % ampere, with the exception that a 1 ampere Detector Tube may be used if desired. With this set it is very easy to return to the dial settings for any given station, once they are recorded. A Pooley Radio Log is provided with each instrument. WHY not place a Walnut Pooley Radio-Cabinet, containing set, in your window and one in Mahogany on your floor and invite your customers in to see and hear it. It means easy sales. Get catalog, selling helps., prices, discounts and terms from your jobber or write direct to Pooley Radio-Sales Department G. Desirable Territory Availaole to Jobbers in Musical Trade 16th— 17th Indiana Avenue PHILADELPHIA See our Exhibit at the First Radio World's Fair, Madison Square Garden, New York, September 22nd— 28th, 1924. 70 THE TALKING MACHINE WORLD August IS, 1924 OKeL The Record df 2JI f>iionosraPri P^™~"*J««! —jj unit now at 'Wfc^ 'J only $8.40. KIRKMAN ENGINEERING CORPORATION 484 Broome Street New York City Makers of the K-E Automatic Stop 84 THE TALKING MACHINE WORLD Pittsburgh Appearances of Artists Have Stimulating Influence on Retail Sales Dealers Tie Up in an Effective Manner With Visiting Musical Aggregations and Profit Through Increased Sales — Co-operate in Publicity — Dealers Add New Lines — The News Pittsburgh, Pa., August 9. — Two of the out- standing events of the present mid-Summer season in Pittsburgh were the appearances here of Ted Weems and His Orchestra of Victor ar- tists and Vincent Lopez and His Hotel Penn- sylvania Orchestra, Okeh record artists. The various distributors and retail record dealers co-operated in the joint movement and as a re- sult a large number of Ted Weems and Vincent Lopez records were sold. The Victor record distributors, C. C. Mellor Co., Standard Talk- ing Machine Co. and W. F. Frederick Piano Co. co-operated in a general publicity move in ad- vance of the coming of Ted Weems and his players. On the Sunday previous a three-quarter page co-operative advertisement was run in one of the newspapers in which the various Ted Weems records were featured, and a list of the Victor dealers in these cities and adjacent towns who were handling the records was given as fol- lows: W. F. Frederick Piano Co., C. C. Mellor Co., Spear & Co., Menzer Music Shop, J. H. Phillips, Schaefer's Drug Store, South Hills Music Shop, Schell & McCloskey, Beechview Pharmacy, all of Pittsburgh; James Pharmacy, Aspinwall; C. L. Sipe, Bellevue; W. W. Espey ■Drug Co., Ben Avon; Home Furniture Co., and W. A. Kulp, Braddock; W. R. Reynolds & Co., Canonsburg; W. F. McLay, Carnegie; Crow- ther's Pharmacy, Carrick; Joseph S. Amsler, Clairton; Coraopolis Pharmacy, Coraopolis; Linc-Hi-Wa Furniture Co., East of Pittsburgh; Half Brothers and Mark Fischel, Homestead; F. C. Wampler & Son, Inc., McKees Rocks Furniture Co., McKees Rocks; D. Krasik, Mo- nessen; Wm. Sahner & Co., Mt. Oliver; Cooper Bros., New Kensington; W. J. Mullan, Sewick- ley; S. D. Myers, Sharpsburg and F. J. Hanna, Woodlawn. Co-operative on Lopez Records Vincent Lopez and His Hotel Pennsylvania Orchestra were featured at The Willows, a popular pleasure resort at Oakmont, the week of August 3. The orchestra was responsible for a large crowd of interested music lovers the entire week. The Music Master Corp., of Pitts- burgh, wholesale distributor of the Okeh and Odeon records, was quite active in promoting the coming of Lopez and his players and secur- ing the co-operation of the Okeh retail dealers in the sale of the Vincent Lopez records. A successful co-operative advertising campaign was participated in by dealers. Red Seal Sales Derby Under Way In order to stimulate sales of Victor Red Seal records, Thomas T. Evans, manager of the wholesale Victor department of the C. C. Mel- lor Co., launched a Red Seal Derby in which all of the Mellor Co. Victor clients are participat- ing. The Derby, which was started on June 19, will end on August 15. At that time the sales person having the highest volume of Red Seal record sales will be awarded a prize of $15. The sales person having the next highest volume of Red Seal record sales will be awarded the sec- ond prize of $10. Red Seal record sales have been rather brisk since the Derby was started and there has been much friendly rivalry be- tween the sales forces of the several Victor record shops here. Featuring Brunswick in Four Stores The S. Hamilton Co. has announced that a full line of Brunswick phonographs and records are now on sale at the four stores of the firm, viz., main store, 815-817 Liberty avenue; East Liberty, Wilkinsburg, and Ambridge. Wm. C. Hamilton, president of the company, is spend- ing his vacation in New England. Edward Hoffmann, of the J. M. Hoffmann Co., Brunswick dealer, is spending the month of August on a tour of the Great Lakes and a stay at Mackinac Island. Brisk Starr Business H. C. Niles, secretary of the Starr Phono- graph Co., of Pennsylvania, reports a very sat- isfactory volume of business in Starr phono- graphs and Gennett records. Optimistic Over Victor Outlook J. C. Roush, president of the Standard Talk- ing Machine Co., Victor distributor, is quite optimistic concerning the outlook for Fall busi- ness, basing it on the steady revival of indus- trial and general activities in the Pittsburgh and adjoining districts. C. E. Willis, of the record department of the Standard Talking Machine Co., has returned from a trip to the Pacific Coast. Wallace Russell, general manager of the August 15, 1924 Standard Talking Machine Co., is commuting week-ends to his cottage at Lake Chautauqua. George H. Rewbridge, manager of the whole- sale Victor department of the W. F. Frederick Piano Co., is back at his desk after an enjoyable vacation trip to Atlantic City. Mr. Rewbridge is firm in his conviction that sales of the Victor lines this Fall will be very brisk. The Esenbe Co. Rendering Service Talking machine dealers in this territory, are receiving splendid service from the Esenbe Co., 37 Water street, a new wholesale organization that has just been formed for the purpose of in- teresting the talking machine trade in the sales possibilities of standard radio products. The Esenbe Co. comprises H. M. Swartz and Albert A. Buehn, both of whom are well known in the Pittsburgh wholesale trade and who number among their friends dealers throughout the territory. The company has engaged the ser- vices of a competent traveling staff and dealer accounts are being established in many of the most important cities in this section. Among the radio products that are being distributed by the Esenbe Co. are the following: Colin B. Kennedy radio sets, Pooley-Atwater Kent re- ceivers, French Ray-O-Vac batteries, Gold Seal Homchargers, Music Master loud speakers, Kodel portable receivers, Pennsylvania Radio- phones and others. The Esenbe Co. is also a distributor of Jewel and Oro-Tone portable phonographs which are proving very popular in Pittsburgh territory and which are being merchandised by representative dealers. Business Changes The Victor talking department in the store of Hall, Kauk & Hyde at St. Marys, Pa., has been transferred to the Jacob Zelt Music Co. of the same place. B. L. Burchard is the new owner of the Chap- man Pharmacy at Crafton, Pa., Victor dealer. Many New Music Master Dealers According to Frank Dorian, local manager of the Pittsburgh branch of the Music Master Corp., business has been unusually good. July sales were not only -better than May and June but nearly 100 per cent greater than those of July, 1923. The number of music dealers who are extending their activities to radio is steadily increasing. Among the new dealers are: Lewis Averbach, Herminie, Pa.; North-Side Piano Ex- change, Pittsburgh; Wagoner's Furniture Store, Piedmont, West Va.; Windsor Music Co., Tar- entum, Pa.; J. M. Burns & Son, Waynesburg, Pa.; D. A. Waite, Altoona, Pa.; W. I. Straitiff Piano Co., Uniontown, Pa.; Jacob Meyers, Hu- ron, O, and Strassner & Custer, Canton, O. The Music Master Corp. has aroused great interest in this city by the display of its giant Music Master radio horn, which has been ex- hibited in a number of the large department stores. It is eleven and one-half feet high and has a bell six feet in diameter. Local Visitors Wm. C. Boyer, assistant treasurer of the Mu- sic Master Corp., was a recent visitor to the local offices. R. L. Raugh, of Stone & Thomas, Victor dealers, Wheeling, West Va., was a recent visi- tor to Pittsburgh. H. Milton Miller Resigns H. Milton Miller, since 1917 with the Sonora Phonograph Co., and since 1919 manager of the Pittsburgh distributing offices, has resigned, effective September 1, next, and will locate in Lancaster, Pa., where he first engaged in the phonograph business as a Sonora representa- tive. Mr. Miller has purchased a large garage there. He will be succeeded here by J. L. Du Breil, who is well known to the talking machine fraternity, having been connected with the Columbia and Brunswick sales departments. Campbell's Annual Outing The annual outing of Campbell's Department Store was held August 2 at Elwyn Park, with more than 500 persons in attendance. The store handles the Columbia and Brunswick lines. Jacob Schoenbcrger, president of the Lechner & Schoenbcrger Co., Edison, Victor and Colum- bia dealer, is spending his vacation at Wild wood, N. .1 Exclusive Wholesale Service in the PITTSBURGH DISTRICT Colin B. Kennedy Equipment Pooley-Atwater Kent Receivers French Ray-O-Vac Batteries Exide Storage Batteries Gold Seal Homchargers Roller-Smith Radio Voltmeters Music Master Loud Speakers Weston Radio Plugs Pennsylvania Radiophones Kodel Portable Receivers Jewel and Oro-Tone Portable Phonographs ESENBE C f\ SWARTZ & BUEHN \_J , 37 Water Street Pittsburgh, Pa. August 15, 1924 THE TALKING MACHINE WORLD 85 Phonograph Dealers: Ask Your Association About Federal Ask about the full, rich beauty of Federal Tone. Ask about Federal simple three-dial control— and its capacity for procuring every shade of tone refinement. Ask about Federal Selectivity and Distance Range. Ask about the exceptional service Federal gives its dealers— as a backing to its iron-clad performance guarantee. Then — write us for our interesting proposition to Phono- graph Dealers — or ask your jobber to do it for you* "8 *8? Federal, for twenty-five years, has been engaged in the manufacture of radio and similar electrical communication apparatus. It was first to develop a commercial radio set for radio-phonograph com- bination. This set was designed especially for instal- lation in the No. 210 Victrola. FEDERAL TELEPHONE AND TELEGRAPH COMPANY BUFFALO, N. Y. Boston New York Philadelphia Pittsburgh Chicago San Francisco Bridgeburg, Canada gfieoeral Standard RADIO Products The Wonderful "Fifty-Nine" Simple tuning — three con- trols—others to produce ex- ceptional tone refinement. 86 THE TALKING MACHINE WORLD August 15, 1924 Sales of Records and Portable Machines Feature Summer Business in Montreal Business Fair and the Outlook Is Bright — Employes of the Victor Co. of Canada Enjoy Outing and Sail — Warn Owners of Unlicensed Radio Sets — Other News and Activities of the Month Montreal, Canada, August 7. — The demand for portable machines has been fairly active here, while the call for dance records for Summer camps has been exceptionally good. The employes of the Victor Talking Machine Co. of Canada, Ltd., with their families and friends, to the number of about eight hundred, journeyed down the river on the palatial steamer "Three Rivers" in July to Lanoraie, where they enjoyed themselves until about six o'clock, when the return trip was made, ar- riving in the city about 9:30, after what was pronounced to be the most successful of the annual outings given by the company to its employes, this being the twelfth. Among the most interested and active partici- pants in the sports of the day were the direc- tors of the company, consisting of Walter J. Staats, E. E. Shumaker, E. R. F. Johnson, all of Camden, N. J., where they are also directors of the big Victor plant in that city; Edgar M. Berliner, president; B. Gardner, treasurer; J. S. Shield, general sales manager of the company, who with Mrs. Berliner and Mrs. Shield and a number of guests made up a jolly party. The day ended with dancing. Through the generosity of the late C. G. Campbell military band concerts are being held three times a week in the various parks of the city, all of which are increasing the demand for band and other class of phonograph records. A warning to the owners of unlicensed radio sets has been issued by the radio branch of the Department of Marine and Fisheries, declaring that steps will be taken to seize all unlicensed radio apparatus on and after a given date. The Compo Co., Ltd., Lachine, Que., manu- facturer of Apex records, had its annual close- down this year from July 12 to 28, in which all employes participate in a fortnight's holiday with pay. A recent caller on S. H. Brown, of Brown's Talking Machine Shop, exclusive His Master's Voice dealer, was John H. Wilson, Boston representative of The Talking Machine World, who stopped off at Montreal en route to the Laurentian Mountains on a hiking and camping trip. Montreal radio enthusiasts will have a splen- did opportunity of learning something about the latest devices and most modern accessories by reason of a radio exhibition, the first of its kind to be held here, which has been planned for the Autumn. The display will be under the management of the Canadian Exhibition Co. and will be staged in Windsor Hall, the dates set being October 20 to 25. The "Mystery" Brunswick phonograph is drawing crowds to the International Music Store (Frank Ramsperger). Through the courtesy of C. W. Lindsay, Ltd., radio fans are treated nightly to concerts of the latest New Process Columbia releases broadcast by Marconi Co. J. D. Stewart, Montreal manager of the Musi- cal Merchandise Sales Co., in conversation with The World, stated that Brunswick record busi- ness has increased in his territory three times as compared with the same period a year ago. The effect is being felt in Montreal of Abe Lyman's Orchestra, which has just concluded an engagement in New York, visitors from Montreal on their return home asking for these recordings; also records by Isham Jones and other Brunswick dance orchestras. Machine business also is good, according to Mr. Stewart. C. W. Lindsay, Ltd., reports a steady demand for Vocalion records and claims many new con- verts for this make of record. Phonograph Men in Toronto Meeting to Broadcast National Exhibition Programs Exhibition of Radio Sets in Sound-proof Rooms Under Ideal Conditions for Demonstrating to Feature Event — Columbia Phonograph Co., Ltd., in New Home — News of the Month Toronto, Ont., August 7. — At the recent meet- ing of the Canadian Phonograph Manufac- turers' Association the question of making plans for exhibits at the forthcoming Canadian Na- tional Exhibition was the chief topic under con- sideration. The exhibiting of radio sets this year in turn suggested the discussion of broad- casting plans. It was decided to communicate with the Canadian Radio Trades' Association, having in mind the phonograph and radio men combining to broadcast regular programs dur- ing the Fair. Also it was decided to have the demonstrations of radio sets in the phonograph building carried on in sound-proof rooms. George S. Braden, sales manager of the Rus- sell Gear & Machine Co., Ltd., this city, has returned from an extended and satisfactory business trip to Australia and New Zealand. The Columbia Phonograph Co., Ltd., has now moved to its new premises in the fine new Cassidy Building, Front street, West. As re- corded in a recent issue of The World, the Columbia Phonograph Co., Ltd., is now owned and controlled by Canadian capital. James Harrison, of W. H. Thome & Co., Ltd., St. John, N. B.; Messrs. Kent and Bell, of the Kent Piano Co., Vancouver, B. C, and H. G. Stanton, vice-president and general manager of R. S. Williams & Sons Co., Ltd., Toronto, were among the Edison jobbers who recently visited Edison headquarters at Orange, N. J. May Peterson, Vocalion soprano, who in pri- vate life is now Mrs. Ernest Thomson, of Texas, was in attendance at the Rotary Con- vention, Toronto, recently. Mr. and Mrs. Thom- son are on a honeymoon until October 1, after which date Mrs. Thomson will continue her career as a singer. While in Toronto the Thomsons were entertained by E. C. Scythes, head of the Scythes Vocalion Co., Ltd., Cana- dian Vocalion distributor. C. A. Richards, distributor for Canada of Sonora phonographs, paid a short visit to On- Talking and Machine Springs Repair Parts NONE BETTER IN QUALITY NONE LOWER IN PRICE THE RENE MANUFACTURING CO. MONTVALE, NEW JERSEY tario and Quebec dealers in the interests of his company recently. The Columbia Phonograph Co., Ltd., has just recently sold a number of the new Columbia school models to the Canadian Pacific Railway.- The Karn Piano Co., Ltd., Woodstock, Ont., has assigned. This firm also manufactured pho- nographs. The first meeting of creditors will be called shortly. The Quadrodyne receiver is being manufac- tured under basic patent claims which have been applied for in one of the Gold Medal Radio-Phonograph Corp.'s plants by a com- pany specially .organized for the purpose. Music Day at the Canadian National Exhibi- tion this year will be held on August 28. The De Forest Radio Corp., Ltd., is now set- tled in its new quarters at 52 Jarvis street. The new Otto Higel radio department will be under the personal direction of Ralph Higel. Associated with him as sales manager is F. V. Griffin, formerly of the Marconi Co. Claude A. McMurtry has been allowed by Ottawa, Ont., a patent on a new sound am- plifier for phonographs under patent number 240,399. Winnipeg Dealers Move to Put End to Smuggling Winnipeg, Man., August 7.— Farquhar & Shaw, local representatives of the Brunswick phono- graph and records, have purchased the entire stock of the Belknap-Murphy business. Failing to get action by the Dominion Gov- ernment, the Winnipeg members of the Retail Merchants' Association have appealed to the Provincial Government to move in the matter of putting a stop to the smuggling of merchandise at the American boundary which, it is estimated, is depriving business men of a turnover of at least $1,000,000. The Canadian Credit Men's Trust Association is co-operating with the Re- tail Merchants' Association in the representa- tions, which are being considered by the Pro- vincial Government. Commodities which are being smuggled into the Province of Manitoba include, among other things, musical instru- ments, radio accessories, etc. Importance of Sincerity In salesmanship sincerity is an absolute essen- tial. The man who is not convinced that what he is offering is what the customer ought to buy cannot be convincing for long. The same is true of advertising. The sincere advertise- ment is the one that sells goods. Its genuine- ness is apparent. August 15, 1924 THE TALKING MACHINE WORLD 87 Amazingly Different! Music lovers from coast to coast have learned to divide all Radio Reproduction into two broad classes. One class is the reproduction supplied by The Super- speaker. The other is the wide variety that comes from all the rest of the so-called loud-speaking devices. Between these two classes yawns a veritable Grand Canyon of Acoustics — the difference between real music and mere noise. Such is the verdict Jewett owners everywhere proclaim. We can easily understand this verdict, for we know the reasons which cause this amazing difference. These reasons have their beginnings in such funda- mentals as dimensions, materials, workmanship and the application of acoustical engineering, available only to experienced musical-instrument men. Not in even one of these fundamentals does the mar- ket include a duplication of The Superspeaker. Until the advent of some other instrument which can dupli- cate our product not in one but in every fundamental, the present chasm cannot be bridged. From a long experience in the musical instrument field we unhesitatingly recommend The Superspeaker as a business building article for any merchant, and an essential part of any Radio stock. No extra batteries — nothing to get out of order — Each Superspeaker shipped in individual carton — Vemco Reproducing Unit also furnished separately for Phonograph Adaptation. Get our dealer proposition in time to cash in with Fall Demand. Superspeaker THE JEWETT RADIO & PHONOGRAPH CO. 5680 Twelfth Street - - - Detroit, Michigan Ctfe Superspeaker 88 THE TALKING MACHINE WORLD August 15, 1924 Two Magnavox Radio Models Edison Tone Tests at Ohio Brunswick Dealers to Be Introduced to Trade Atlantic City Draw Crowds Feature Wiedoeft Orchestra Indications Point to Busy Days for Magnavox Co., Says W. R. Davis, Sales Manager An announcement which is certain to be re- ceived with interest by Magnavox dealers is that the Magnavox Co. will place on the market in the very near future two models of radio re- ceiving sets, one of which will possess no loud speaker and will list at $125 and the other with enclosed loud speaker to list at $150. These sets will be of five tube, radio frequency with one dial control. They are designed for effi- ciency as far as distance and reception quality are concerned, combined with substantial wear- ing qualities and artistry in appearance. They will have a mahogany finish and be wood carved. W. R. Davis, sales manager of the company, with headquarters at 350 West Thirty-first street, New York, stated that from present in- dications the coming Fall and Winter seasons will be the busiest that have ever been ex- perienced and in view of this the company has made elaborate preparations to give the utmost in co-operation to Magnavox dealers throughout the country. One of the first steps in this con- nection is the opening of a Chicago office which will function chiefly as a service department for the benefit of dealers in the Middle Western territory. This office, which will be under the supervision of the New York office, is located in the new Bucker Building at 162 North State street, Chicago, and is under the management of Thomas A. White, formerly of the New York office, whose new position carries with it the title of district manager of the Middle West. Air. Davis stated that a number of new field men have been taken on, whose chief duties will be to assist dealers in an educational way, assisting them by planning sales campaigns and imparting merchandising ideas. He also stated that the new distributing policy of the company has met with great favor, as has also the regis- tered dealer plan. Another instance of the company's policy of dealer service is reflected in the elaborate dis- play rooms which are maintained at the New York headquarters. These rooms are furnished artistically and the full line of Magnavox prod- ucts is displayed in surroundings which will enable visiting dealers to visualize the merchan- dise in a home setting. Mr. Davis also plans to use these rooms to hold informal gatherings of New York dealers, ten or twelve at a time, when the latest policies of the company can be discussed, the selling features explained in detail and merchandising ideas exchanged. 3i-l » []<^o^Doe To "Do Is JEisten" A radio set for people who are better listeners than electricians y^MBLER-HOLMAN Five Tube Radio Sets are expressly designed to bring the magic in the air into fine homes. Their construction and principle of operation have been so carefully studied in our labora- tories that all you have to do is listen. Nothing but the finest materials and expert workmanship go into AMBLER-HOLMAN sets. The cabinet itself is especially designed for us by a leading manufacturer of fine period furniture to harmonize perfectly with good interiors. In addition to splendid tonal qualities and volume, these sets possess a range of pick-up that permits national enjoyment of worth-while programs and news. Each AMBLER-HOLMAN set is thoroughly tested before shipment. It has been our object to produce a practical set, as free from fads as a precision instrument should be. Ease of operation Once you have "logged" a station it will always come in at the same point on the dials. You operate your Ambler-Holman just as easily as you do your phonograph. Ambler-Holman Receiving Sets are constructed on the tunedradio frequency principle. The transformers used were developed in our own laboratory and radiation has been eliminated. " B " Batteries are self-contained. The price is $125. The selection of tubes, batteries and loud speaker is left to your discretion. YORK ELEVEN SEVENTY EIGHT BROADWAY Distributed by WHOLESALE RADIO DISTRIBUTING Co.. Inc. 25 West 18th St. Nezv York City 94 THE TALKING MACHINE WORLD August 15, 1924 Dallas Retailers Placing Orders — Big Fall Business Sound Economic Condition of State Reflected in General Prosperity — Combination Radio- Talking Machines Popular — All Lines in De- mand and the Outlook Is Bright Dallas, Tex., August 6. — Business conditions in the talking machine and record lines in Dallas and throughout contiguous trade territory are un- usually good, considering the usual Summer dullness, dealers in Dallas report, and all are looking forward to a record-breaking business during the Fall season. The fact that Texas is reported by commercial agencies as one of the best financially and economically situated districts in the entire United States is reflected in business conditions in the talking machine trade throughout this territory. Jobbers of th'e various standard lines of talk- ing machines in Dallas have their traveling men in the field and reports from these field men are said to be very encouraging, particularly from west Texas and from the Rio Grande Val- ley section. Many new. dealers are being placed in Texas and southern Oklahoma and orders for Fall delivery are most encouraging. Combination Radio Receiving Sets Popular A striking thing about the Texas and Okla- homa talking machine field is the growing de- mand for the combination radio receiving sets and talking machines. The new Brunswick Radiola — combination radio and phonograph — is taking the small towns by storm, Manager Humphreys, of the Dallas branch, reports. Heavy advance orders are being booked and deliveries will begin the latter part of August or early in September. Indications are that orders will far exceed the supply of instruments, especially from west Texas and the Rio Grande Valley section of Texas. The outlook for Fall business was never brighter, Mr. Humphreys reports, and reports from traveling men now covering the South- western territory indicate an unusually heavy business in talking machines and also records; orders for records received now far exceed the supply, this firm reports. Texas-Oklahoma Phonograph Co. Active The Texas-Oklahoma Phonograph Co., R. H. Curry, president, and F. C. Beattie, vice-presi- dent and general manager, distributor of Edison machines and records, reports bright business outlook. The field force of this company is now covering the territory, lining up new deal- ers, putting pep into old ones and taking orders for Fall delivery. This company's record business is heavy, espe- cially in the small towns and rural communities, m Opportunity for increased profits is offered through a New Edison dealership. Perhaps a dealership is open in your town. NEWIEDISON COMPARISON WJTH THE LIVING ARTIST REVEALS NO DIFFERENCE TEXAS-OKLAHOMA PHONOGRAPH COMPANY 2025 JACKSON STREET DALLAS, TEXAS where radio has only recently become popular. The radio craze has acted as a marked stimu- lant to record sales in Texas and there has been a shortage of records ever since radio attained popularity. Lester Burchfield Reports Progress Lester Burchfield, manager of the Victor de- partment of Sanger Bros., one of the two whole- sale departments retained by this store when it recently discontinued its wholesale business to concentrate on its retail trade, continues to dis- tribute Victor machines over the Southwest ter- ritory and make this department one of the most profitable of the Sanger store. Mr. Burchfield, like managers of other Dallas houses distrib- uting combination radio and talking machine features, reports the demand for the new Victor combination machines unusually heavy. Portable machines have also shown unusual popularity this season. Fred R. Erisman, manager of the Columbia Phonograph Co., Inc., distributor of Columbia machines in the Southwest, also expresses optimism regarding business conditions. The Columbia force of field men is now on the road. Numerous new dealers are being lined up. Mr. Erisman reports that he is unable to fill orders for records. The trend, he reports, is toward the old-time musical numbers, particu- larly those popular on the old plantations and the instruments in use then. The jazz music is passing, he believes. Records of Old-time Songs in Great Demand It is interesting to note that the demand for records is away from the recently popular jazz music and the trend now seems to be toward old-time melodies and stringed instrument num- bers, especially for the instruments popular in the rural districts some time ago — the guitar, zither, violin, mandolin, etc. Vocal selections of the old-time love songs are also popular. The chief difficulty, all Dallas record dealers report, is in getting records in sufficient quantities to fill orders just now. 1 Edward M. Lang Reports Garryolas Selling Well Edward M. Lang, Eastern representative of the Carryola Co. of America, with headquarters at 37 West Thirty-seventh street, New York, states that business is most satisfactory. He has just returned from a brief trip throughout New York State and is extremely gratified with the manner in which talking machine deal- ers have received the two models of Carryola portables. Sales have been splendid and prac- tically every dealer visited was so won by the instrument that he immediately ordered a num- ber of both models. A large force of field men is covering the Eastern territory and the Carry- ola products are going especially well in New York, New Jersey and Connecticut. A large export trade has been developed and arrange- ments have been made for representation in all foreign countries. 0 3 3 ~ The company has opened a new warehouse at 335 Lafayette street, where a large stock of instruments will be carried so that immediate delivery from New York will be possible. Goldschmidt Corp. Aims to Reach 70,000,000 Readers Fall and Winter Advertising Will Be Devoted to Phones, Loud Speakers and Phonograph Units — Leading Publications to Be Used Talking Machine Motors Models lOo, 10 and 10a GRUBU with central oiling, enabling the entire motor to bo lubricated through turntable-Bhaft when fitted in cabinet. THE MARK OF SUPERIOR QUALITY 12 SIZES From a single spring motor playing one \Q-inch record to a double spring motor playing six 10-inch records. \\ ill e for samples ! FEINBAU, Maschinen-Akt.-Ges., Abt. Gruoner & Bullinge I Winterbach, 5 Stuttgart GERMANY SB Many of the leading manufacturers of radio sets and radio accessories have been running extensive campaigns in general magazines and radio publications reaching the consumer, to create a demand for their products, and during the last twelve months these advertising sched- ules have been greatly increased. During the coming Fall it is expected that campaigns of greater scope than those appearing in the past will be launched, and among these campaigns will be the program sponsored by the Th. Gold- schmidt Corp., New York, for N. & K. imported phones, N. & K. imported loud speakers and phonograph units. The Fall and Winter sched- ules for this campaign comprise a list of publi- cations having a total circulation of 17,767,867, which, averaging four readers per copy, means an audience of 70,000,000 readers. The publi- cations selected to reach the general market include the Saturday Evening Post and the American Magazine; the women's field is cov- ered by Good Housekeeping, Ladies' Home Journal, Pictorial Review and Woman's Home Companion. The boys' market is approached through the American Boy and Boys' Life, and to reach the farm market the publications used will be Country Gentleman, Successful Farming and Farm Journal. The general market of radio set owners will be reached by twelve of the leading general radio magazines, and in addition to this list of consumer publications, N. & K. advertising is appearing in the leading trade papers, covering the talking machine, radio and electrical trades. This kind of advertising is not only helpful to the jobbers and dealers who handle the par- ticular products advertised, but is also construc- tive for the industry as a whole. August 15, 1924 THE TALKING MACHINE WORLD sPHIIADELPHIA and IPCALIiy r Restocking by Quaker City Retailers Shows More Favorable Business Trend Wholesale Travelers Covering Territories for Fall Orders — Workmen Busy on Girard Co.'s New Home — Music Master Corp. Starts Drive to Halt Imitators — The Month's News Philadelphia, Pa., 'August 9. — That there is a more favorable turn in the tide of business in the talking machine world was evidenced in the larger volume of orders coming into the dis- tributing establishments of the large local dealers for the well-known and nationally adver- tised machines and records during the closing days of the mid-Summer month. Sales repre- sentatives who started on their rounds in mid- July for the opening of the drive for Fall orders have been sending in a greater volume of actual bookings in sales of machines than witnessed for many months. Although the totals of listed orders average somewhat lower than those for future deliveries placed at this time last year, nevertheless they are looked upon as presaging better times for the coming season in so far as the machine sales are concerned. Inquiries, too, indicate the awakened interest in the retail trade both in the city and in the outlying sections, where there has been very little activity for some time. In the coal regions of eastern Penn- sylvania, a section of the State which has been the one dependable source of business during the intense dull months, there was noted a de- cided falling off in demands for both records and machines, due to the lessened pace of min- ing caused by the shutdown of many collieries over labor disputes bejween the mining inter- ests and the workers. It is this section of the eastern portion of Pennsylvania that enjoys a most lucrative business in the talking machine retail division — because the miner with his high wages is also a good spender for amusements of this sort and with a large foreign patronage of music-loving type there is a profitable field It is not expected that the labor difficulties will be of long duration, for with the advent of the Fall operations must perforce resume in prepara- tion for Winter demands for fuel, if not for the more active resumption of general industrial life. Work Started on Girard Co.'s New Home Preparation of the new quarters to be devoted to the home of the Girard Phonograph Co. in the Snellenberg Building, at Tenth and Berks streets, is now under way and when completed will give to the Girard Co. one of the most attractive display rooms devoted to the distribu- tion of the Edison phonographs in this section of the country. There is in course of construc- tion on the newly acquired sixth floor head- quarters an attractive display room decorated in a combination mahogany and old ivory finish, with commodious accommodations for those dealers who desire to hear the Edison with every advantage of surroundings provided for the audience in sound-proof rooms. When the remodeling of the structure is completed the room is to be provided with attractive furniture to harmonize with the decorative scheme. It is to be ready for the display of the complete Fall line of Edisons by the middle of August, when' dealers may in its comfortable confines take in the demonstrations of the line. The old quarters on the fourth floor have been given over to other purposes. Edison Sales Promotion Drive Under Way A very successful initial trial of the new plan of the Edison sales promotion campaign was worked out by the Starr & Moss store during July. The phonograph department, under the management of Harry Somers, put into effect the new sub-agent Edison plan by appointing six dealers in the suburbs to demonstrate and sell the Edison machines and records. The Starr & Moss Co. selected dealers- in Glenside, Jenkin- town, Willow Grove, Fox Chase and Bustleton. Each of these stores was provided with a sales representative from the Starr & Moss staff, who demonstrated the Edison for customers, ■gave sales talks and then followed prospects into the homes to land orders. Mr. Somers found the plan worked out fairly well in con- sideration of the dull mid-Summer season and in view of the general let-up in industry. It will be continued and Manager Somers believes that by Fall, when the times are better, there will be more profitable results from the present cam- paign to be expanded on a broader scale at that time. Each of these dealers has been stocked with an allotment of machines for display and demonstration purposes. Large Cheney Order for Schools The Cheney phonographs have been selected by the Philadelphia Board of Education as a desirable talking machine for its educational and recreational curriculum and there have been placed by the board orders for a large number of style No. 3 uprights of the Cheney for in- stallation in the public and high schools of the city These machines will be used when the September activities of the schools are started and a few of them already are in use in the Summer recreational schools. In selecting the Cheney the board recommended its excellent and clear tone and true recording advantages as especially adapted for instruction and educa- tional purposes in large institutions. The Cheney headquarters in the Jefferson Building are now preparing for the Fall and holiday trade distribution. There have been opened numer- ous excellent accounts in various parts of the country, which will add considerably to the prestige of the Cheney distribution field. The new Wall model has made rapid strides in the popularity which greeted its introduction several months ago, and large numbers of these models have, been sold since then. President G. Dun- bar Shewell has returned from a brief vacation in the New York State Summer colony at Yama Farms. General Traveling Representative C. J. Wilkinson, who covers Pennsylvania, New Jer- sey, Delaware, Maryland and the District ol Columbia, is back from Avalon, N. J., where he made a two weeks' vacation sojourn, and is now going over his territory. Portable Sales Head Portable machines continue to top the sales for the Summertime trade, with all the popular records in fair demand. Local retail dealers have been in a rather listless market in so far as the Summer trading for machines is concerned. Busy Times With Music Master Corp. If there is any bugaboo regarding the so-called Summer dullness it is certainly dissipated by a visit to the headquarters of the Music Master Corp. in this city, for the activities surrounding this firm would indicate that there are many things to be done and much to be accomplished even though the thermometer may be climbing to heights around the par mark. In looking around the shipping department there is every indication that business is on in full swing and in talking with the officials of the company it is learned that they are not only running at full capacity on the present models, namely, the home and concert types of Music Master, but they are about to announce a new cabinet speaker. This cabinet type will be known as Music Master Model VIII. There is also a Chinese Chippendale Polychrome horn model, which will give this firm a splendid line of radio reproducers that should make a strong appeal. (Continued on page 96) "ZETPfflL FILL 9£Af We enjoy working individually with each and every one of our dealers toward the development of increased A^ictor business. Let us work with you. The Talking Machine Company Victor Wholesale Exclusively 1025 Arch Street Philadelphia, Pa. 96 THE TALKING MACHINE WORLD August 15, 1924 THE TRADE IN PHILADELPHIA AND LOCALITY— (Continued from page 95) in Diameter 'The VeSvaloid Record Cleaner De Luxe Gives the dealer an opportunity to advertise himself and his store, personally in the home and do it in such a manner that he is established there permanently as a friend. Let us tell you how by dropping us a line. Then you will be anxious to order thru your jobber at once. PHILADELPHIA BADGE CO. Manufacturers and exporters of patented selective Advertising Novelties of Proven Merit. Main Office and Plant 942 Market Street Philadelphia. U. S. A. New York Office— 25 Broad St. Henry E. Marschalk, assistant to the presi- dent, is now visiting the Coast with the view of appointing a few substantial jobbing accounts that will supply the Coast cities for the coming season. A magnificent sales portfolio is now being distributed to the jobbers for use of their sales- men. This has been acknowledged by the trade as one of the finest pieces of sales propaganda that has ever been presented in any line of trade. Enjoy Day's Picnic A day's outing filled with a variety of diver- sions brought together in a sociable time, with goodfellowship the keynote, between employer and employe was the hospitality extended by the firm of Jacobs, Inc., 1501 Germantown avenue, at the picnic grounds of Neshaminy Falls, just outside Philadelphia, on August 2. In the com- modious trucks, used in the delivery service of the corporation, thirty-five employes journeyed to the Falls and there in a program beginning at 9 in the morning and extending into the late evening enjoyed one of the most entertain- ing schedules of sports, novelty stunts and aquatic pastimes, ever provided in these annual affairs. The big event of the day was the hotly contested baseball game between the furniture store employes and the talking machine force, with a prize award being made to the winning team. The firm features in conjunction with its uptown furniture business a large department given over to the sale of the Victor, Columbia and Sonora machines and records. Music Master Corp. Prosecuting Imitators It may be interesting to know that this firm has started a campaign of protecting its rights in so far as imitations or copies of the Music Master is concerned, and only recently a very important decision was announced in the New York Courts in which the Music Master was granted a preliminary injunction against a vio- lator who was making an imitation or bootleg Music Master. Judge Knox having granted the Music Master Corp. its petition against the de- fendant from the bench, and the president of the company, Walter L. Eckhardt, states that this is only the beginning and that he intends to prosecute any and every firm which has in any way encroached upon the rights of his com- pany. Featuring Brunswick Radiolas A complete display of all models of the newest addition to the Brunswick family, the Radiola is now being made at the Philadelphia headquar- ters of the Brunswick Co., under the manage- ment of District Manager O. F. Jester. There are six models in the exhibition,' with a range of price of from $190 to $650. Dealers are sending in generous orders for the new models and deliveries will be made within the month of August on the advance list. Ray Miller and His Brunswick Orchestra are playing at the Beaux Arts Cafe in Atlantic City, and Abe Lyman and His Brunswick California Orchestra are at the Ambassador. The simultaneous ap- pearance of these two Brunswick musical organ- izations has been attracting dealers to the resort and provides a splendid opportunity for local representatives to hear them in person for the balance of the season. Many favorable com- ments have been coming to Manager Jester from those who already have heard the aggregations. Manager Jester is receiving trade congratula- tions upon the announcement of his engagement last month to Miss Carolyn Elizabeth Hayes, of Stonehurst, Pa., the wedding to take place next February. Fall Victor Sales Drive Under Way The Penn Phonograph Co. is now featuring the Fall sales drive with all the forces on the road urging the early placement of orders so that timely renewal of stocks may be facilitated when the season is under way and in order to prevent shortage of goods for the holidays. Advance orders have been very satisfactory and shipments are now being made from the large accumulation of Victrolas that have been com- ing into warehouses since last March. President T. W. Barnhill, of the Penn Co., left in the late July days for a trip to Los Angeles, Cal., to join Mrs. Barnhill and their daughter who have been on the Coast since early June. He will return on September 2. Harold Cregar, manager of the record order department, leaves this week for a vacation trip to I.umberville in the Delaware Water Gap region, where his fam- ily have been occupying their Summer cottage during the warm days. Miss Anna M. Brown, of the record department, spent three weeks during July in Chicago and is again at her desk. Early Ordering by Victor Dealers Word was received by General Manager Frank Reineck, of the Louis Buehn Co., from Louis Buehn, head of the firm now touring Europe, informing him of his plans to return to Philadelphia on August 25. Mr. Buehn is now in Paris with his family, enjoying the sights of the French capital. Thomas Hower, who covers the coal regions, is in Atlantic City on vacation, while C. E. Sheppard, who makes the rounds of northeastern Pennsylvania, is on a brief recreational sojourn in Ocean City. The Buehn Co. has now in stock a large quantity of holiday and Fall Victrolas and dealers already have been taking advantage of the wide range for selection by early orders. Expected Home From Abroad George B. Davis and his son, Homer Davis, of the George B. Davis Co., who have been Summering in Europe, are expected back by the middle of this month. .Both members of the firm were accompanied by their families and have been making the tour abroad a purely pleasure journey. Expanding Music Master Distribution Henry Marskalk, assistant to President Wal- ter L. Eckhardt, of the Music Master Corp., is touring the West and Southern States, opening up new distribution centers for the Music Mas- ter radio and radio-talking machine combina- tions. The distribution centers to be opened on this trip will be given over solely to the jobbing of the Music Master. Manager H. A. Polk, of the phonograph department, is spending his vacation of two weeks on his farm in Manas- quan, N. J. Plans Maine Vacation Charles W. Bahl, manager of the Victor dis- tribution department of the firm of H. A. Wey- mann & Sons, Inc., will leave the middle of August for the Maine coast for a vacation trip with his family. The Weymann talking machine department is now completely stocked with the Fall demands and is featuring a display of all the Victrola models. Brisk Demand for Guarantee Products A decided brisking up of business was noted in the recent trip of Jacob Keen, of the Guar- antee Talking Machine Co., who made a brief stop-over at headquarters from his Southern round of the trade before resuming the road en route by automobile to the Canadian Sum- mer points for a pleasure jaunt of two weeks' duration. He made the rounds of Baltimore, Washington and other Southern centers and secured many orders for the Guarantee main springs and other accessories, the trade in that section having more business on hand. Gem Portable a National Product The Gem Phonograph Co., manufacturer of Gem portables, reports that the demand for this new portable is good and that the factory is busy filling orders. National distribution for this new portable is now attained and Gem portables are being shipped as far West as Portland, Ore. The portable lias been improved AKING use of Weymann Victor Service is like having a good lawyer on a retaining fee. We are there at your command when and where you want us. Con- sultation is free as in increasing the sales of Victor products we both profit. 1108 Chestnut Street Philadelphia, Pa. VICTOR WHOLESALERS i August 15, 1924 THE TALKING MACHINE WORLD 97 THE TRADE IN PHILADELPHIA AND LOCALITY— (Continued from page 96) with a stationary tone arm, thus doing away with the bother of removing the arm each time. This new improvement has already found much favor and has added materially to Gem sales. Many Guarantee Mail Orders The Guarantee Talking Machine Supply Co. reports that, although business in the imme- diate locality of Philadelphia is quiet at the moment, a satisfactory amount of orders is be- ing received by mail. J. H. Keen, of this com- pany, has just purchased a new automobile which he intends to make good use of on a vacation trip through Canada. Many Orders for Gem Portables Treasurer Milton M. Mark, of the Gem Phonograph Co., with plant and sales office in the same building occupied by the Guarantee Co., also returned from the South, where he booked some attractive sales for the Gem port- able. He is now enroute to Havana, Cuba, for a holiday sojourn of two weeks' length and ex- tending over the latter part of August. Music Master Corp. Insures Employes The Music Master Corp., Philadelphia, Pa.," manufacturer of the Music Master horn, re- cently issued to all employes life insurance ■ Jin ifaJtir JMtrHtaiiit, ft. '//„ r,.././,y„.. ,.///„ //,„„ /C,/,,.,/,.,,. ,...>/. /.. y" « >/»«///'Wm unr appreciation aftheiimmuuv <■/,../. feyAv^/Ww, ..,„„ „,.,/./, ,,/„,„/..,■„„,„., , /„../ ///,,,, ,/„„,/,//„/,„/,//,.,/../. ,,,„, twg iji-idrful ,.,..//.,/., /,.,.,■„. ,,„.,,..,/,/,„/. /,.,„„./,„., Testimonial in Appreciation of Insurance policies. That this gift was appreciated is visual- ized in the accompanying illustration which shows a testimonial of appreciation addressed to Walter L. Eckhardt, president of the com- pany, by those insured who, accordingly, sub- scribed their names at the bottom of the testi- monial. This testimonial states: "We, the employes of the Music Master Corp., wish to express to you, and the board of directors, our appreciation of the insurance which has been issued to us. "Our regular compensation is an ample return for services rendered. This unexpected gift, therefore, is one of those thoughtful acts that expresses your friendly attitude. "We are very grateful and hope to prove our gratitude by working loyally for the good of the company." National T. M. Co. to Open Branch A branch store is to be opened this month by the National Talking Machine Co., dealer in repair parts, main springs and accessories for the trade, 123 North Tenth street. The new store is to be located at 103 North Ninth street, just a square away from the present location. The new quarters will be under the manage- ment of Leo Mark, of the firm, while his partner, Samuel Berman, will give his attention to the conduct of the main store on North Tenth street, which does a large business. Julius Abrahams Visiting Europe Julius Abrahams, president of the Philadelphia Badge Co., well-known in the talking machine field as the manufacturer of the Velvaloid record cleaner De Luxe, accompanied by Mrs. Abra- hams, was one of the party composed of mem- bers of the Advertising Specialty Association which sailed on the S. S. "Republic" during the early part of July to visit the British Exposi- tion. They will tour England and France, re- turning about September 1, and Mr. Abrahams intends to get in active touch with the adver- tising novelty field in both these countries. "Applause Cards" Prove Tremendously Successful Invention of Percy W. Andrews, Manager of Radio Division of Dictograph Corp., Wins Wide Praise From Public and Dealers The radio industry as a whole, as well as the general public has participated in the widespread interest attached to the use of "Applause Cards." Considerable comment has been occasioned as to the inventor of this unique method of pub- licity, and it is interesting to note that the man responsible for this radio invention is Percy W. Andrews, manager of the radio division oi the Dictograph Products Corp., New York City. Mr. Andrews, in telling how he launched this big idea, said: "It happened one morning not so many months ago while sitting in the smoking car on the 8:14 train that I started to muse over the philharmonic concert I had heard via radio the night before which was wonderful and which we had all thoroughly enjoyed. It occurred to me that I had been a slacker not to have written at least a postcard of appreciation, and men- tioning the fact to my neighbor across the aisle, brought his sympathetic response. He too had been listening in, and like myself and probably thousands of other fans had neglected to go to the trouble of writing in his appreciation. We both expressed the wish that we had some sort of printed cards to just sign and drop in the box, and I ventured the idea, 'Some sort of ap- plause cards,' and that was the start of the plan. "Study of the proposition, followed by con- versations with dealers, jobbers and other fans, assured me that the idea was sound and that applause cards would fill one of the greatest needs of present-day broadcasting. Well, every- body knows the rest. Applause cards are being given away free by thousands of radio dealers all over the country. The fans are taking them and using them as fast as we can print them. Broadcasting stations in every State are writing us and expressing their appreciation for giving this idea to the radio public. They say that entertainers of the better class are becoming more and more willing to offer their services as they see their efforts appreciated by the ap- plause cards sent in. One large station in Wis- consin tells us that their acknowledgments have been multiplied enormously and that 93 per cent of all their acknowledgments are Dictograph applause cards." Mr. Andrews' modest version of the applause card idea hardly does justice to its tremendous success, and dealers who are distributing Dicto- Percy W. Andrews graph applause cards are keenly enthusiastic regarding their value to radio broadcasting and to the radio industry as a whole. The Dicto- graph Products Corp. has absorbed the entire expense of the idea and is furnishing dealers with unlimited quantities of the cards free of charge. French Nestor, president of the French Nestor Co., Jacksonville, Fla., Victor distributor, has been the guest of Mr. and Mrs. J. Newcomb Blackman, of the Blackman Talking Machine Co., at their Summer home, Brightwaters, L. I. JOBBERS 1 JOBBERS REPAIR PARTS TRADE MARK I T <( GRAPHITOLEO ALBUMS I BRILLIANTONE I GILT EDGE SAPPHIRES Any Part for any Phonograph" Guarantee Main Springs are made of the best hardened, tempered, round-edged spring steel obtainable, and must pass a rigid inspection before they are packed in individual dust-proof containers; each box labeled with complete information for your convenience. We will refund money or replace any spring that does not give absolute satisfaction. INSIST ON GUARANTEE MAIN SPRINGS GUARANTEE TALKING MACHINE SUPPLY CO. 109 N. TENTH STREET, PHILADELPHIA MOTORS l TONE ARMS SOUND BOXES ADDATONES I 3-IN-l OIL I ATTACHMENTS , Write for our latest Main Spring Chart 98 THE TALKING MACHINE WORLD August IS, 1924 Revival of Industries in Cleveland Felt by Retailers in Growing Sales Volumes Music Merchants' Association of Northern Ohio Takes Steps to Help Lorain Tornado Victims — "Sells" Music Idea to Business Men — Sales Drives — Convention Plans Nearing Completion Cleveland, O., August 8.— Plans of the Music Merchants' Association of northern Ohio to pro- mote an event that will raise funds for the re- lief of sufferers in the recent Lorain, O., tornado disaster, which have been under way for sev- eral weeks, will come to a conclusion before the end of this month. The use of one of the larger theatres, instead of the public hall, may be ac- quired to put the project across. Plan to Help Lorain Tornado Visitors The move calls for the donation of musical talent, largely local, and perhaps the services of artists who have made talking machine records, the publishing of a song, the singing of this song in picture houses in the vicinity of Cleve- land, the use of local publicity in newspapers and the like, all of which is planned to be donated. A feature of the program would be the presence of the state and national champion Fostoria (O.) High School band, whose stay in Cleveland would be financed by T. R. Buel, secretary-treasurer, the Cheney Phonograph Sales Co. The first five thousand copies of the song, which is by Miss Marion Campbell, of the May Co.'s talking machine department, would be printed free by the publisher. These are only two of numerous items showing the spirit of those engaged in this helpful move. The work of the music trade members here will supplement the various independent moves to raise funds to alleviate this loss and hard- ship. Following are the members active in pro- moting this event: General chairman, Dan E. Baumbaugh, association president, and manager of the May Co. talking machine department; Ed. B. Lyons, Eclipse Musical Co.; T. R. Buel, Cheney Phonograph Sales Co.; W. G. Bowie, Dreher Piano Co.; Grant S. Smith, Ohio Musical Sales Co.; Louis Meier, the L. Meier & Sons Co.; W. F. Sayle, Cleveland Talking Machine Co.; S. S. Larmon, Columbia Phonograph Co.; E. M. Scott, Brunswick Co.; L. M. Bloom, Phonograph Co.; J. R. Frew, Euclid Music Co.; W. H. Zelt, the Zelt-Cleveland Co.; C. H. Ken- nedy, the Claravox Co.; R. J. Jamieson, Manu- facturers' Phonograph Co. According to pres- ent plans this event is expected to be held some time before the end of August. Puts Over Music With Business Men What can be done to put over the idea of music with business men in an almost over- night move was illustrated at a special meeting of the Cleveland Rotary Club. Howard J. Shartle, Cleveland Talking Machine Co., and member of the club, sponsored an impromptu concert with Ted Weems and His U. of P. soloists as the official attraction. Weems' chief business at this time was to put on a series of dance concerts at Euclid Gardens. Likewise he gave recitals at the Euclid Music Co. and the Bueschers Co. His appearance at the Rotarian gathering made a big hit with all the members. Unique Health Record Publicity During the so-called mid-Summer dullness talking machine dealers who don't recognize such a thing have been attracting attention to themselves and Victor machines and records by using the services of one "Bud" Committon, who is hiking across the continent from New York to San Francisco. Mr. Committon is a World War veteran. He was wounded, and sought the outdoors to recuperate his health. He took up Victor health records. He found they were' good for him. Then he conceived the idea of seeing the country and regaining his health completely at the same time. He Get Ready for Fall Business It isn't necessary to be a Roger Babson to know that business in the Talking Machine industry will be better than average this Fall. You and everyone else in the talking machine business know it. The question simply is, "Are you going to be prepared to make quick deliveries on any Victor model?" If your stock is low, now is the time to replenish it — right now — so you will be ready to get your full quota of Fall business. THE ECLIPSE V1CTOR,">$/HOLESAJLER.S MUSICAL © CLEVELAND OHIO confided his idea to V. W. Moody, of the Silas E. Pearsall Co., Victor jobber in New York City. Mr. Moody gave him letters of introduc- tion to Victor jobbers in cities Mr. Committon intended to pass through. These in turn have put him in touch with dealers, where he demon- strates the health records. The whole com- bination appealed to several dealers, according to E. B. Lyons, Eclipse Musical Co., who co- operated with Mr. Committon during his stay. Improvement in Outlook While many developments have come to the front in the last week or so indicative of the change for the better in the business and in- dustrial situation in Cleveland, perhaps the most significant is the loosening of money for build- ing purposes on the part of financial interests. Indirectly this reflects advantageously to the music merchant, as pointed out by A. L. Maresh, head of the Maresh Piano Co. Already some of these housing operations have advanced to the point of furnishing, with music among the first considerations. Numerous new talking machine sales have developed in consequence, according to Mr. Maresh. This condition is ex- pected to spread to other districts in the city before the Fall drive actually gets under way. Artists' Appearance Creates Record Interest Another "personal appearance," of which the most has been made, has been the arrival in this section of Herb Wiedoeft's Orchestra from Los Angeles. Under the careful guidance of the local Brunswick interests dealers have been getting the full benefit of this appearance. Primarily Herb and his aides have been in Cleveland to play dance music at Euclid Gar- dens. They also were heard in Youngstown for a week. At both locations either Brunswick dealers or the Brunswick headquarters supplied new Brunswick machines and late records for exhibition purposes. As a final achievement a broadcasting event was staged at Hotel Winton. New Edison Record Sales Plan A new plan to stimulate record sales and eliminate waste motion is receiving the full sup- port of Edison dealers, according to E. S. Hershberger, secretary, the Phonograph Co., Edison distributor. This idea in brief calls for the distribution of twenty-six sets of records, four records to a set, issued weekly. A set is sent to a dealer, he hears the records, makes his order, and passes the set on to another dealer, until seven dealers have received, heard and ordered the records. The plan speeds the presentation of records to the public, and at the same time prevents overstocking. Present at Sonora Convention Cleveland Sonora interests were represented at the Sonora Phonograph Co.'s mid-year con- vention in Chicago by Grant S. Smith, head of the Ohio Musical Sales Co., Sonora jobber in Ohio and Kentucky, and J. L. DuBreuil, genial field representative of the home office of Sonora. New Cheney Popular That new instruments will bring new business is being proved by the progress made by the Cheney Phonograph Sales Co. with the new moderate-priced Cheney model which recently made its advent here. According to C. B. Ham- mond, sales manager, this instrument is prov- ing widely popular. Like improvement is being made in the New York State territory, recently added by the local Cheney Co. Completing Convention Program Plans Plans for Cleveland's part in the convention of the Music Merchants' Association of Ohio, to be held here September 9-10, are being com- pleted. The talking machine faction will have a prominent place in the program of both busi- ness and entertainment, the latter being under the supervision of Dan E. Baumbaugh, May Co. talking machine department manager, associated with George M. Ott, Ott Piano Co., and O. C. Muehlhauser, the Muehlhauser Bros. Piano Co., as heads of the general committee. On the business side six: pertinent topics will come up for discussion. These include maximum selling tonus, credit risks, radio and its relation to the music business, the number of records talking machine manufacturers should produce monthly, August 15, 1924 THE TALKING MACHINE WORLD 99 Activities of Cleveland Trade (Continued from page 98) advertising for prestige and immediate results, and, most important of all, trade-ins. Several features also have been provided for entertainment. Effective Publicity for Claravox A stroke of what closely resembles genius was exhibited lately by C. H. Kennedy, sales manager, the Claravox Co., when publicity was obtained for this new radio device in one of the local newspapers, handled by an expert on radio. Pictures of the loud speaker and the unit also were used, as was some technical material sup- plied by C. E. Semple, inventor and perfector of the device. When it is considered that this space, if bought, would have cost hundreds of dollars, and that, as it was used, could not be bought at any price anyway, a big boost for his product, as well as for radio generally, may be credited to the gifted Mr. Kennedy. Additional publicity also was gained by the use of this equipment on a radio set taken by reporters for the same newspaper in their tour of Ohio, which was retold in the paper daily during the trip. Winners of Columbia Sales Contest The friendly contest of Columbia representa- tives ended in results that flabbergasted those who started it, when the returns were brought in at a conference of these representatives, headed by S. S. Larmon, branch manager for Columbia in this territory. H. C. Schultz, of Detroit, and H. R. Goldy, of Toledo, thought they could beat M. H. Batz, Buffalo; W. R. Compton, Columbus, and Dan Des Foldes, of Cleveland, in a friendly sales match through the period from May 19 to July 15. But the closing remarks proved that three heads were better than two this time. Schultz and Goldy are planning a return engagement, however. Association Outing Huge Success Close to 100 persons attended the July meet- ing-outing of the Music Merchants' Association of Northern Ohio held again at Alber's Villa, making it the largest gathering yet attained by the local music fraternity. This event took the form of a gypsy party, entertainment being provided by Miss Bernice Barbour, May Co.; Miss Elsie Baer, the M. O'Neil Co.; Miss Gene- vieve Metz, the Brunswick organization; Miss Esther Mathias, the Eclipse Musical Co.; Tom Brown, Toronto; Adolph Giron, late of Mexico City; Merle Kahn, Cleveland pianist; Miss Marion Campbell, May Co.; Albert Downing, Toronto; Tom Lane, Cleveland. Entertainers and audience alike dressed and acted like gypsies, or they thought they did until the real thing appeared in Brenkac's Gypsy Orchestra. In passing it might be noted that this was the second public appearance of Brenkac since he made Columbia records here in Cleveland, the other appearance being at the May Co. audi- torium, where he played numerous foreign lan- guage records. Successful Foreign Record Department This latter event heralded the opening of a foreign record department at the May Co. This department has progressed in new business so fast in the few weeks it has been in operation that a series of hearing rooms and machines will be installed, making it a full-fledged de- partment in every respect. Introducing Royal Line Introduction of a new radio phonograph com- bination in the Cleveland and Ohio territory has been started by Norman H. Cook, well- known in both wholesale and retail circles in this vicinity. Mr. Cook formerly was with the Eclipse Musical Co. and more recently manager of the Halle Bros. Co. phonograph department. He will handle the Royal line for the S. E. Lind Co., distributor in Michigan and Ohio;. Headquarters, display-room and aerial have been established at 1531 West Twenty-fifth street. Eight console and one upright models consti- tute the new line as viewed by Cleveland and Ohio dealers, and all have acclaimed it an achievement in sound, appearance and price qualities, according to Mr. Cook. Ad Men Enjoy Brunswick- Radiola on Way to England The five hundred and twenty-five delegates who sailed on the S. S. "Republic" in July, bound for the International Convention of the Associated Advertising Clubs of the World at Albert Hall, London, England, were entertained by a Brunswick-Radiola Empire Model No. 360 installed on board the ship. This instrument, Listening to Brunswick-Radiola the first to be utilized in this capacity, is the new product of the Brunswick-Balke-Collender Co. and combines both phonograph- and radio units in one cabinet. The illustration shows P. L. Thompson, pres- ident of the Association of National Advertisers, and H. H. Charles, president of the New York Advertising Club, listening to the latest news of the convention, as the vessel left the pier. A special program for the entertainment of those on board the S. S. "Republic" was broadcast each evening from 7:30 to 8:30 over Broadcasting Station WOO, operated by Pays Tribute to Edison National Advertising An article paying high tribute to the char- acter of advertising which Thos. A. Edison, Inc., is running in The Talking Machine World appeared in Printers' Ink of July 24. The article was written by W. Livingston Larned and was headed "When Ghosts Play a Part in the Advertising Illustration." It reads, in part, as follows : "Some sentimental and imaginative people may have had this experience — a quiet evening at home, the lights in the living-room turned low, a phonograph playing, and the voice of some very famous singer pouring forth. It is almost as if she were in the room. Fancy, in- deed, pictures a ghostly figure standing by the instrument, in evening gown of white satin and flowers at corsage. Perhaps it is Anna Case — 'a rarely beautiful woman with a truly won- derful voice! Who, having heard her, has not been enthralled by her personality, her golden soprano tones?' "The New Edison, advertising its phonograph along new pictorial lines, has worked on the theory that a great many people have had such experiences as mentioned above, and uses pleas- ant ghosts to express an important selling story. A characteristic illustration in a notable series pictures just such a shadowy corner, the instru- ment and a spectral presentation of Anna Case, dressed as for the concert stage, singing. "But in at least one-half of a double spread, she is no more than a beautiful phantom, through whose filmy figure the background de- tail can be indistinctly traced. And this is pre- cisely the idea which the advertiser wishes to suggest. On the opposite page, by way of con- trast, there is the very material Anna Case, as she is seen on the concert stage, her accom- panist at the piano. And what a happy head- line: 'Straight from the concert stage — to your John Wanamaker, Philadelphia. hving-room. UDELL Radio Cabinets Udell Radio Cabinet No. 728. Height 31 in.; top 18 x 30 in. Battery compartment 25 in. wide; 11 in. high; lO1/^ in. deep inside. Ample space for both "A" and "B" batteries. Finished in brown mahogany two-tone. $15.00. Dealer's price N OW you can cash in on the big Radio in- dustry. Sell every radio "fan" in your community one of the new Udell Radio Cabinets. These are handsomely finished, attractively designed; a real addition to the furni- ture of any room. Radio outfit sets on top of cabinet, while the bat- teries go in the back. Here they have ample space, but are out of sight and the connections are prop- erly protected. Roomy drawer for head sets and other equipment. Con- struction of cabinet per- mits plenty of knee room. Remember Udell is also headquarters for Sectional Record Cabinets and Flexi- File Record Cabinets. Write for special folder 10-T on Udell Radio Cabinets. THE UDELL WORKS, Inc. 28th Street at Barnes Avenue INDIANAPOLIS INDIANA 100 THE TALKING MACHINE WORLD August 15, 1924 Western Music Trades Association Formed Convention in San Francisco Results in Formation of Permanent Association — E. A. Geissler President — Many Instructive Addresses San Francisco, Cal., July 26. — The formation of a permanent organization to be known as the Western Music Trades Association was the outcome of the first convention of the Western music trades at the Hotel St. Francis here Tuesday, Wednesday and Thursday, July 22, 23 and 24. More than 200 representatives of the music trades, representing every branch of the industry, were present at the opening session and the three days of the convention were crowded to the utmost with constructive ad- dresses relating to important phases of the in- dustry, as well as routine business incidental to the formation of the new Association. First Officers of New Association The following members of the trade, named by the nominating committee, were unanimously elected as the first officers and directors of the new Association: President, E. A. Geissler, vice-president, Geo. J. Birkel Co., Los Angeles, Cal.; first vice-presi- dent, Ed. Kelly, Hopper-Kelly Co., Seattle, Wash.; second vice-president, A. D. Lamotte, Thearle Music Co., San Diego, Cal.; secretary, A. G. Farquharson, secretary, Music Trades Association of Southern California, Los Angeles, Cal.; treasurer, E. P. Tucker, vice-president, Wiley B. Allen Co., Los Angeles, Cal. Directors — Frank Anrys, vice-president and general manager, Wiley B. Allen Co., San Fran- cisco, Cal; John W. Boothe, Barker Bros., Los Angeles, Cal; Geo. Q. Chase, president, Kohler & Chase, San Francisco, Cal.; Philip T. Clay, president, Sherman, Clay & Co., San Francisco, Cal.; J. J. Daynes, Daynes-Beebe Co., Salt Lake City, Utah; Geo. Fisher, Fisher Music Co., Tuc- son, Ariz.; Chas. Corbin, Bush & Lane, Port- land, Ore., and Seattle, Wash.; Emil Simons, Simons Piano Co., Spokane, Wash., and Ed. H. Uhl, president, Southern California Music Co., Los Angeles, Cal. P. T. Clay Opens Sessions The convention was opened by Philip T. Clay, of Sherman, Clay & Co., who delivered the address of welcome. He pointed out the re- sults that had been obtained from the meetings of the National Association where the topics of discussion must necessarily be broad in scope and he proposed that the Western Music Trades Convention confine its discussions to subjects of specific interest to those present. E. A. Geissler, vice-president of the Birkel Co., of Los Angeles, and the next speaker, spoke upon the work which is being accomplished by local associations and the need for a further development of these organizations. B. P. Sib- ley, the next speaker, instead of reading his pre- pared paper, gave to the convention some of the many favorable answers received to queries regarding the value of the Association work which the late George R. Hughes had sent out to leading trade associations of the country. E. H. Uhl, head of the Southern California Music Co. and chairman of the luncheon on California Day, the official designation of the first day of the meeting, who sat upon the plat- form with President Clay, asked all present, without local associations in their cities or towns, to rise. Approximately a dozen of those in attendance did, all pledging themselves to organize such bodies upon their return home. Permanent Organization Mr. Clay, then asked if the convention de- sired to effect a permanent organization and the session so signified by a unanimous vote. Alex McDonald Speaks at Luncheon The leading speaker at the mid-day luncheon was Alex. McDonald, of Sohmer & Co., repre- senting the National Association of Music Mer- chants, whose topic was "Associations, Both National and Sectional." Tuesday's Afternoon Session The first speaker at the afternoon session was E. P. Eckstein, vice-president of the Piatt Music Co., of Los Angeles, whose topic was "Overhead in the Retail Music Store." The question of credits, collections and terms was handled by C. E. Longfellow, credit manager of the Birkel Co., Los Angeles, and J. J. Grim- sey, of the Walter S. Gray Co. The subject of trade-ins was handled by C. E. Gorham, of the American Piano Co.; J. E. Rob- bins, of the Hockett-Cowan Co., and George Q. Chase, president of Kohler & Chase. The ad- dresses of all three aroused keen interest. The last speaker of the session was J. P. Fitzgerald, of the Fitzgerald Music Co., Los Angeles, who discussed the business ethics of the retail trade. Wednesday Session Devoted to Radio Great interest was manifested in the papers and discussions on radio at the Wednesday morn- ing session. Arthur H. Halloran was the first speaker, his topic being "What Radio Means to the Music Business." He predicted that sales of complete and fully patented sets would offer increasing opportunities for business to the music dealers who had such departments, since radio, in bringing music to the masses, would lead them to buy other musical instruments as well. He pointed out the necessity of the music dealer having salesmen capable of selling radio intelligently and of restraining their sales talks within limits since over-selling radio has already brought great injury to the trade. A. J. Kendrick, sales manager of the Bruns- wick-Balke-Collender Co., who was the next speaker, stated that so long as the dealer is in the music business he can not ignore radio. He urged that it be sold as a musical instru- ment for which no exaggerated long distance claims of reception should be made by the salesman. J. W. Boothe, of Barker Bros., Los Angeles, described his early success in equipping talking machines with radio. He urged the dealers, however, to stick close to their standard meth- ods of doing business and to be hard-boiled regarding replacements of tubes and batteries. He pointed out that the music dealer in order to merchandise radio properly needs at least a 40 per cent discount from list. A. H. Mayer, of Mayberg & Co., whose topic was "Radio Service," devoted most of his ad- dress to the necessity of educating customers on how to use the radio receiving set properly. C. H. Mansfield, of the Fitzgerald Music Co., whose topic was "Radio Sales," deprecated the tendency to base them upon so-called long dis- tance since the proper way to sell radio is as a musical instrument and not as a long-distance machine. He read his firm's contract in which it agrees to rectify defects in the receiver but neither to replace tubes or batteries. A great many questions from interested dealers pro- longed the session and made them almost forget the mid-day luncheon, at which W. H. Graham, of Seattle, chairman of the Pacific Northwest Day, as the second day of the convention was officially designated, presided. The speaker at the luncheon was Richard M. Neustedt, manag- ing director of the San Francisco Retail Mer- chants' Association, whose topic was "Turning Over Your Profits as Well as Your Goods." A fine musical program was also given. Wednesday Afternoon Session The first speaker of the afternoon session on the second day of the convention was E. P. Kelly, of the Kelly-Hopper Co., who spoke on commissions. He advocated that commissions for salesmen be graduated and regretted that they are still paid to people outside the regular sales force, declaring that music houses pay commissions to teachers but are really ashamed of it. H. T. Nolder, Pacific Coast manager of the Starr Piano Co., spoke on turnover, stating that the modern department store emphasizes this as one of its most important business factors and asking the music merchants to place as much emphasis upon it as do those business organizations. E. H. Uhl spoke upon the same topic with specific application to conditions in the Far West. Advertising Discussed Shirley Walker, of Sherman, Clay & Co., in speaking upon advertising, declared that the day has gone by when a dealer questions the advisability of this selling method and that the only question which remains is how to make publicity the most effective in creating sales. George H. Barnes, of the Barnes Music Co., spoke upon the same topic. Interest on Sales E. Palmer Tucker, of the Wiley B. Allen Co., went deeply into the question of interest on time sales, pointing out to the convention that the average music dealer had more money tied up in lease paper than he had in merchandise and suggested methods by which this might bring a profit. The same subject was discussed by F. L. Grannis, of the Southern California Music Co. Talking machine record sales was the topic of Herman Black, of the Piatt Music Co., and Irving Westphal, of the Southern California Music Co. Closing Session on Thursday The third and last day of the Western Music Trades Convention bristled with so many high spots that it was difficult to find a paper or a happening not worth recording in full. The most important event of the day was the formation of the permanent association and election of officers of the association. (Continued on page 102) PHONOGRAPH CASES RADIO CASES Reinforced 3 -ply Veneer The Standard Case for Talking Machines and Radio Sets Let lit figure on your requirement! MADE BY PLYWOOD CORPORATION, Goldsboro, N. C. Mill* in V»., N. C and S. C COTTON FLOCKS ..FOR.. Record Manufacturing THE PECKHAM MFG. CO., August IS, 1924 THE TALKING MACHINE WORLD 101 Pronounced "Ther-my-o-dine A "Shepco" Product More Easily Operated Than A Phonograph /T LL radio endeavors in the past have been but striv- ings toward the Thermiodyne — the ultimate in radio reception. Six Tubes— Single Control Three Tuned Stages Before the Detector 14 Points of THERMIODYNE Supremacy 1 — Single Control 2 — No Outdoor Antenna 3 — No Directional Loop 4 — Calibrations in Wavelengths and Kilocycles, instead of meaningless degrees and numbers 5 — Cannot Squeal 6 — Cannot Distort 7 — Cannot Howl 8 — Your Newspaper Gives the Dial Setting 9 — Identical Setting Always 10 — No Logging, No Memo- randa 11 — No Interference of Stations 12 — Six Tubes ; Three Stages of Thermionic Frequency, De- tector and Two Stages of Audio Frequency 13 — Distance, Volume, Clear as a Bell, without fuss or apologies 14— A 180 Degree Turn of the Single Control is like an Instantaneous Tour of Doz- ens of Cities Talking machine dealers are a logical outlet for Thermiodyne. Phonographic reproduction and radio reception, by very nature, go side by side. The radio receiver both dealers and users have been wishing for is here — the Thermio- dyne— easier to operate than a phonograph. Don't let technical complications hold you back from cashing in on the universal demand for radio. There can be none with Thermiodyne. Ease of Operation To glance at a newspaper, select a desirable radiocast program, turn a single control to the designated wavelength and then, just listen — listen to a glorious flood of sound with six tube volume and a clarity and purity of tone that holds one rapt — that is Thermiodyne performance. Nothing Has Ever Been Produced to Equal It The Thermiodyne uses entirely new principles, discovered by Carl E. Trube, co-worker in the development of the Neutrodyne. It makes possible for the first time THREE TUNED STAGES BEFORE THE DETECTOR. It takes the howls, squeals, interference and distortion out of radio. Common Sense Control The single control is calibrated in wavelengths and kilocycles. That is all the user need know. No confusing number 'combinations, no memoranda, no log- ging. The stations come in at the same point EVERY time. No Outside Aerial or Loop A short strand of wire strung in the room is the Thermiodyne's antenna. For nearby stations even this is not needed. Perfect Performance Thermiodyne reception is a marvel of purity. All thought of radio is forgotten when the Thermiodyne is operating. It is as if the actual performer were in the room. There is absolutely no extraneous noise in the receiver. Priced Right The Thermiodyne is sold at a price to bring it within the reach of all. The discount assures a handsome profit for both jobber and retailer. In an exquisite "Shepco" built genuine LIST mahogany cabinet, with ample space for all t»t> ipr batteries for dry cell operation. "Jxll^rL $140 Every statement made above is backed by the "Shepco" Absolute Money Back Guarantee. Let us substantiate our claims with a comparative test with your pet set. Write now for the Thermio- dyne brochure, descriptive in detail of this remarkable re- ceiver, and for details of ter- ritorial allotment. SHEPARD-POTTER CO. INCORPORATED PLATTSBURGH, N. Y. Extensive National and Local advertising has already been placed. 102 THE TALKING MACHINE WORLD August 15, 1924 WESTERN MUSIC TRADES ASSOCIATION FORMED— (Continued from page 100) As a result of the labors of the committee on organization to which Alex McDonald had been added, the Western Music Trades Association will have a director from each of the Western States, with two from California to represent North and South, in addition to the officers as part of its permanent organization. Dues will be $12 a year for voting members and $3 a year for non-voting members, branch stores, etc. Los Angeles will be the convention city for 1925. This, like all the other resolutions, was carried unanimously. After two of the speakers had alluded approv- ingly to the Kelly-Stephens bill, the convention formally endorsed this measure with the recom- mendation that those present write to their Congressmen on behalf of the passage of the Kelly-Stephens bill into law. Price Maintenance The foregoing were some of the happenings which took place during the third day of the convention. In the matter of papers and speeches the program was followed closely. The first paper of the morning was by A. G. Far- quharson, secretary, Music Trades Association of Southern California, his subject being "Price Maintenance." Mr. Farquharson showed how a manufacturer turning out an article of real value might easily have injustice done to him by cheap imitations, especially when some dealers try to sell it to the, public at a lower price than that for which the manufacturer of the sterling article could produce it. He said in part: "You know, of course, that the Kelly-Stephens bill contains a proviso for the protection of the merchant in the event of his having been overstocked with goods which are protected by 'trade regulation,' or in the case of a merchant retiring from business or selling- out. This proviso allows the merchant to notify the manufacturer of his overstock of intention to sell out and the manufacturer can then buy back the merchant's stock at the latter's cost. If the manufacturer refuses to do this, then the merchant can advertise the goods at reduced prices and sell them accordingly." "Price Maintenance," by J. A. Stitt, Western representative of Hallet & Davis, was very lucidly defined as "that much-discussed principle of business which gives to the manufacturer and the retailer the right to establish a fair and legitimate price on the merchandise he makes and sells." Transportation M. P. Thompson, Coast representative of the Baldwin Piano Co., chairman of the Transporta- tion Committee of the Convention, spoke on the questionnaires his committee had sent out to Coast dealers. The chief complaint of those who answered was the apparent discrepancy between the cost of sending pianos and phono- graphs from the East to the West in carload lots and in less than carload lots. In his ad- dress Mr. Thompson, while deprecating any pretensions to be a traffic expert, said that the big difference did not seem to him to be reason- able. He suggested pool carloads of pianos and of phonographs, the idea being that dealers in- stead of waiting till they ordered a carload of pianos could pool their requirements if living in the same locality. Discuss Sheet Music Merchandising Sheet music was discussed in an interesting way by E. P. Little, of the publishing depart- ment of Sherman, Clay & Co., who pointed to the necessity of employing a high type of sales people in the sheet music department and the importance of publicity through window dis- plays, tying up with visiting musical organiza- tions', holidays, etc. A paper by H. R. Skeath, of the G. Schirmer Music Stores, was read by Mr. Farquharson. This paper deplored price-cutting and other un- ethical forms of competition and suggested that dealers work out credit bureaus in their dis- tricts. Inter-Mountain Day The luncheon held on the last day of the convention celebrated Inter-Mountain Day. P. T. Clay presided. A most constructive address on music was made by Bernard C. Jakway, lec- turer on Interior Decoration at the University of California. A fine musical program also was a feature of the luncheon. Talks on Musical Merchandise In the afternoon session Daniel Miller, of the Conn San Francisqo Co., read a paper on "Small Goods," in which he showed the improvements "~~ ~~~~ ~ " ^ ' "WORKRITE RADIO SETS WORK RIGHT" THE WORKRITE MFG. CO., Cleveland, Ohio WORKRHE SUPER NEUTRODYNE RADIO SETS made in business by eliminating discounts al- lowed to teachers, professionals, etc. Others who delivered equally interesting and constructive addresses on the various problems relating to musical merchandise were H. V. Baxter, of the Baxter-Northrup Co., Los An- geles, and Chas. J. Lamp, of Kohler & Chase. The convention closed with a banquet in the evening at the St. Francis Hotel, which was one of the many enjoyable events of the gathering. Interesting Sidelights of Western Convention Victor Co. Entertains Dealers at Dance and Dinner — Baldwin Gives Beach Party to Visit- ing Dealers— Many Interesting Exhibits On the evening of July 22 P. T. Clay, presi- dent of Sherman, Clay & Co., Victor distribu- tors, made a cordial address of welcome to the visiting Victor dealers who were entertained in the Colonial Room, St. Francis Hotel, by the Victor Talking Machine Co. Every arrange- ment had been made for the entertainment of the Victor Co.'s guests, including the appearance of H. Halstead's Orchestra, of the St. Francis; Max Dolan's Orchestra and Arthur Landry's Or- chestra, all of whom have been making records at the new branch Victor factory in Oakland. These organizations played during the dinner and for the dance which followed it. On Friday, July 25, the Victor Co. entertained the dealers at its newly opened branch factory in Oakland, taking them through it and showing them every process in record making. Immediately after- wards the guests were entertained at luncheon by the Victor Co. at San Leandro, where "a good time was had by all." Elaborate Exhibits Throughout the convention the Brunswick- Balke-Collender Co. had on display an elaborate exhibition of its line at the St. Francis, the convention hotel. A. J. Kendrick, general sales manager, was present from the factory and J. Coltart, San Francisco manager of the com- pany, was constantly in attendance. The com- pany entertained its dealers at a dance on the evening of July 25 in the Colonial Room of the St. Francis, Isharri Jones and His Orchestra making a special trip from Los Angeles to play for them. Brunswick Radiolas were shown in action, many different makes of the console type of phonograph being in display. W. E. Henry had an exhibit of the new port- able Reflectophone and also a good showing of the Wolf Manufacturing Industries' and the Music Master Corp.'s products. Mr. Henry is in business for himself in Los Angeles. The Cheney display of the Munson-Rayner Corp. was under the management of E. R. Darville, Coast director of sales for the Cheney. The Sonora phonograph display was in charge of O. N. Rothlin, newly appointed to have charge of the sales. The Sonora is now being handled, for Coast distribution, by the Koh- ler Investment Co., with headquarters at 03 Mission street. Talking machine and radio exhibits attracted considerable attention, especially the combina- tion radio-phonographs. Clarence Bell, for many years connected with the J. W. Delaney Co., Meriden, Conn., has joined the sales department of the Mathushek Piano Co. Mr. Hell has had wide experience as a merchandiser. August IS, 1924 THE TALKING MACHINE WORLD 103 National Phonographs of Quality at Right Prices Embodying every improvement and feature tend- ing to the production of a perfect phonograph Sold by the leading DEPARTMENT STORES and GUARANTEED by them for as long a period as five years Discounts On list prices quoted to established dealers allows them a fair margin of profit even when sold on deferred payment plan. Discounts given upon re- quest. Model No. 500 $65.00 Model No. 102 $85.00 Model No. 107 $80.00 Model No. 112 $110.00 Model No. 15 $82.50 National Phonograph Manufacturing Co. New York Office: Factory: Boston Office: 3 West 29th Street Canton, Pennsylvania 128 Summer Street 104 THE TALKING MACHINE WORLD August 15, 1924 ROYAL PHONOGRAPH-RADIO S. E. LIND, Inc. Manufacturers and Wholesale Distributors 2765 West Fort Street DETROIT, MICH. Tel. West 2161 V0CALI0N RED RECORDS YOU IX KNOW IT BY ITS COLOR YOU'LL BUY IT FOR ITS TONE WOLVERINE PHONOGRAPHS THE CAMP-FONE CAMP'S DAILY DOZEN REDUCING RECORDS FIBRE, VOCALION BRILLIANTONE, PETMECKY and GILT EDGE NEEDLES Talking Machine Business in Detroit Continues Good Through Summer Days Sales of Radio and Radio-Phonograph Combinations Add Considerably to Summer Sales Volume — Brisk Sales of Portables — Stores Remodeled — Trade Optimistic Over Fall Outlook Detroit, Mich., August 7. — Talking machine business during the month of July more than held its own in Detroit! Business with most dealers was as good as a year ago and many report an increase, due to the amount of radio and radio phonographs sold this year as against last year. A year ago only a few of the dealers were handling radio — ta-day most of them are in for all they can get out of it. The only big store in Detroit that has kept away from radio is Grinnell Bros, and their activities in this field are being watched with considerable interest. They are pursuing a policy of "watchful wait- ing" and those who are in close touch with the officials of this concern believe it is only a matter of weeks or months and that when they do go into radio it will be with a "bang." Portable talking machines have been selling quite briskly. In fact, Saturday is the big day for portables and we know of some retail stores that sell as many as fifty and sixty on this day. The number of sales seems to fluctuate with the weather — if we get a hot Saturday sales double as compared to cool weather. Manager Reddaway, of the People's Outfitting Co., is anxiously looking forward to the day when the new additions will be completed, as it will enable him to materially increase the size of all his departments. The new buildings will give the People's Outfitting Co. the largest re- tail department in the city, if not in the Middle West. The talking machine department is to be considerably enlarged and more booths added. S. E. Lind, of S. E. Lind, Inc., wholesaler of Royal and Vocalion lines, has been doing an excellent business all during the Summer and anticipates a big business this Fall, especially on radio-phonographs. He has taken some large orders both from the city and State and the fact that reorders are coming in constantly con- vinces him more than ever of the stability of the radio-phonograph business. The Edison Shop on Woodward avenue, which has always been looked upon as the fin- est retail store of its kind in Detroit, has been remodeled so far as the front is concerned. Instead of the show window setting back a few feet, it is now flush with the sidewalk and the improvement is very noticeable. It gives a better display to the merchandise and makes the store look larger. The interior has been com- pletely redecorated and the store is now more beautiful than ever. Grinnell Bros, have been attracting big crowds to their Victrola Recital Hall in the basement with concerts by the. Philip Spitalny Orchestra, which is playing at Granada Park this Summer. This orchestra makes records for the Victor Co. At the Park there is a booth for the sale of Victor records made by this orchestra and a great many are sold each eve- ning. Ed. Andrews, manager of the J. L. Hudson talking machine department, "reports a good business for the first seven months. The Mitchell Phonograph Co., Gratiot ave- nue, has doubled the size of its store during the past few months, and is doing a remarkable business in phonographs as well as radio-phono- graphs. The company is using big space in the newspapers, making attractive terms and devot- ing a great deal of attention to arrangement of window displays. W. W. Woodmansee is now located in his new retail store at 4515 Grand River avenue, which is just one block away from his old store. Mr. Woodmansee has for the past fifteen years been located in and around that particular part of the avenue and has the confidence of all the people in that section. Columbia Sales in Gotham Territory Are Improving Orders for machines and records have taken an appreciable upward trend for the past month, was the report of the Columbia wholesale de- partment, 121 West Twentieth street, New York. This increase in business has become especially noticeable since the first of this month, the total amounts on orders which the outside men bring in being far larger than those of the past few months. Records are also selling well with dealers ordering larger initial quantities and repeat orders coming in frequently. Ted Lewis' rendition of "What Has Become of Sally" has proved an especially good seller, as has also the special release of record 174D, "Maytime" and "Jealous," both played by Paul Specht and His Orchestra. Mr. Specht has changed his style of playing in this recording and the result is such that the number has been a special favor- ite with dance lovers. A special newspaper ad- vertising campaign is materially affecting sales of this recording. A. C. Barg, sales manager for the Radio- lamp Co., was in Boston for three days re- cently and renewed acquaintance with a num- ber of his old friends. I'OObEY Kadlo-Cablnct Model 600— H-2 J,ciiirth. 38 Inches; Depth. 15%' Inches: Height. 42 Inches Price complete, without lubes and batteries $225 EQUIPPED with the dependable Five-Tube Atwater Kent Model 10-B Receiving Set. It includes two stages of tuned radio frequency amplifi- cation, detector, and two stages of Audio-frequency amplification. The POOLEY Loud-Speaker Amplifying Horn (patent applied for) is built into the type 600-R-2 Cabinet. It is a POOLEY invention found only with POOLEY Instruments. It gives maximum volume. PRODUCING A TONE QUALITY SURPASSING ANYTHING SO FAR DEVELOPED IN THE SCIENCE OF RADIO. C. L. MARSHALL COMPANY, Wholesale Distributors 514 Griswold Street Detroit, Michigan August 15, 1924 THE TALKING MACHINE WORLD 105 Columbia scores again with (6 The pennant-winning battery of Songland" VAN and SCHENCK Joe Schenck puts it over . . . "I wonder what's become of Sally" and Gus Van catches everybody's ears Joe Schenck, Apeda, N. Y, "Lena, you're leaning all over me" on Columbia Record 148 D Gus Van, Apeda, N. Y. THE box offices of vaudeville houses everywhere are kept busy when Van and Schenck are on the bill. This hilarious "battery" are truly pennant winners — seat fillers too. For the first time Van and Schenck do their stuff alone as indicated above. You'll agree when you hear this record that it's a sure-fire seller. Your customers are going to call for this record as soon as it is announced. Don't disappoint them — send your orders in now for a good supply. COLUMBIA PHONOGRAPH CO., INC., 1819 Broadway, New York The New Columbia Phonograph is a worthy product of the organization which made it. It is a new and better me- dium for the music of the world. It is better musically. It is better mechanically. It is better artistically. To the true lover of music, the New Columbia is a delight to hear. To the progressive dealer, the New Columbia is a pleas- ure to sell. A complete range of phonographs is offered at prices from $50 to $600. Write to the Columbia branch or distributor nearest you Atlanta, Ga., 561 Whitehall Street Boston, Mass., 1000 Washington Street Chicago, 111., 430-440 South Wabash Avenue Cleveland, Ohio, 1812 East Thirtieth Street Dallas, Texas, 2000 North Lamar Street Kansas City, Mo., 2006 Wyandotte Street Los Angeles, Cal., 809 South Los Angeles Street New York City, 121 West Twentieth Street Philadelphia, Pa., 40 North Sixth Street Pittsburgh, Pa., 632 Duquesne Way San Francisco, Cal., 345 Bryant Street Toronto, Ont., Canada, 1244 Dufferin Street Buffalo, N. Y., 700 Main Street Detroit, Mich., 439 East Fort Street Minneapolis, Minn., 18 North Third Street Montreal, Canada, 246 Craig Street, West Seattle, Wash., 911 Western Avenue COLUMBIA WHOLESALERS, Inc. 205 West Camden Street, Baltimore, Md. COLUMBIA STORES CO. 1608 Glenarm Avenue, Denver, Colo. COLUMBIA STORES CO. 221 South West Temple, Salt Lake City, Utah TAMPA HARDWARE CO. Tampa, Fla. W. W. KIMBALL CO. Wabash Avenue and East Jackson Boulevard, Chicago, 111. COLUMBIA DISTRIBUTORS, Inc. 1327 Pine Street, St. Louis, Mo. 224 West Fourth Street, Cincinnati, Ohio 517 Canal Street, New Orleans, La. Columbia New Process RECORDS "Columbia has all the hits and usually first 106 THE TALKING MACHINE WORLD August 15, 1924 Baltimore Dealers Profit Through the Appearance of Record Artists in Tie-up Unusual Demonstration Staged to Celebrate Appearance of Paul Whiteman — Record Sales Jump — Canvassing Nets Many Sales — Placing Fall Orders — The Month's News Baltimore, Md., August 9. — The first appearance here of Paul Whiteman and His Orchestra in a concert at the Lyric on August 4 was made the occasion of the greatest demonstration ever given any record artist in Baltimore. The Victor Dealers' Association, headed by the three jobbers, Cohen & Hughes, E. F. Droop & Sons and Eisenbrandt's, turned out en masse at the concert, occupying practically all the boxes and a large part of the orchestra, the house having practically been sold out a week before the performance, and Whiteman and his men were the guests of the Association while in the city. The banquet and dance at the Belvedere after the concert was one of the largest and most enjoyable events in the history of the Associa- tion, and everyone was loud in his praise for the way it was handled by the three jobbers named who acted as the committee. Of the performance not much need be said further than that it lived up to the reputation Paul Whiteman has established. Examples of the adaptation of standard musical works to dance rhythms featured the performance. Whiteman's appearance here was also featured by the special release for Baltimore only of his latest record, "By the Waters of the Minne- tonka" and the "Meditation from Thais," which has brought phenomenal sales ever since. This record was extensively advertised by the trade for some days previous to its release and fea- tured in all window displays during the week. Artists' Appearance Boosts Record Sales Waring's Pennsylvanians' records have also been going strong, following the third appear- ance here of these artists within six months. They played the last week in July at the Rivoll Theatre and showed how jazz can be made something more than a weird conglomeration of questionable harmony. Canvassing Nets Many Sales .Dealers report business as better than last year, and in the majority of such cases it can be traced directly to consistent outside can- vassing, especially in the rural districts, which, according to report, has been resulting in many sales. Dealers in this territory using trucks in the rural districts report good results in the country trade. Dealers Placing Fall Orders W. C. Roberts, manager of E. F. Droop & Sons, Inc., Victor distributor, who has just left on an automobile trip through the New Eng- land States, said the month of July showed an increase of about 20 per cent over the same month last year and he looked for equally as good a showing this month, as dealers are be- ginning to place their orders for Fall. Good Columbia Business W. H. Swartz, secretary-treasurer of the Columbia Wholesalers, Inc., distributor of the Columbia, said business generally, while only fair, is satisfactory for the season and the out- look for Fall and Winter is very encouraging. Sales on the $100 console on which the Colum- bia allowed a special discount to the dealers during July were very good, and for some time they were sold out completely on this model and the month closed with over 100 machines oversold. Mr. Swartz said many of his dealers, espe- cially in North Carolina, report extraordinary results from outside canvassing among the rural trade. North Carolina just at present is in the midst of the biggest construction program the State has ever undertaken in the way of road Cohen & Hughes, Inc., Become Ware Distributors Victor Distributors of Baltimore to Develop Business for Ware Radio Sets in Large Terri- tory to Which This Company Caters Baltimore, Md., August 12. — Cohen & Hughes, Inc.. Victor distributors of this city, have just com- pleted arrangements whereby they will become exclusive distributors of Ware neutrodyne radio sets in the following States: Maryland, Dela- ware, District of Columbia, North Carolina, Vir- ginia, West Virginia and in the State of Penn- sylvania east of the Alleghanies with one other distributor. Norman P. Ware, of the Ware Radio Co., New York, spent several days in Baltimore and Washington going over the situation in detail with I. Son Cohen, president, and William Biel, secretary and treasurer of the Cohen & Hughes organization. The two companies concerned are mutually enthusiastic over the arrangement and it is generally believed the quality of Ware products, -combined with the efficiency of the sales organization of Cohen & Hughes, Inc., will be a combination that will be entirely result- ful. building and general construction work. This is due to the number of New England cotton mills that are transferring their operations to the South, which in turn calls for the construc- tion of hydraulic electric plants for power. Portable machines are reported as selling bet- ter than ever in this territory. Large Sales of Blues Numbers The Bessie Smith Blues continue to be big sellers in this section, due to the fact that the colored population all have work during the Summer season. The Clara Smith records are also reported as making a hit with the colored trade. One dealer in the South reports having sold 2,000 of the Bessie Smith records in eight weeks. Plan Local Radio Station Baltimore is going to have a $50,000 radio broadcasting station before long. At a banquet the latter part of last month, given by the Radio Board of Trade and attended by "Roxy" Rotha- fel, of the Capitol Theatre, of New York, and representatives of the United States Army, the Western Electric & Mfg. Co., and representa- tives of Governor Ritchie and' Mayor Jackson, members of the board, took the first step to- wards obtaining such a radio station for Balti- more. A step toward this object was made with the appointment of a committee by Presi- dent H. J. Lapper to consult business men and civic officials on a plan for securing the station. The committee consists of J. M. Taylor, Jr., Gordon T. Parks and J. G. Nassauer. W. H. Swartz, of the Columbia Wholesalers, Inc., was elected financial secretary of the organization. New Service at Cohen & Hughes Cohen & Hughes, Inc., the "House of Serv- ice," has installed a record demonstration table in the front of their display room with earphone attachment that is being patronized by their many dealer-visitors. Honeymooners See Olympic Games L. L. Andrews, president of the Columbia Wholesalers, Inc., who is on his honeymoon trip to the Old Country, had the pleasure of wit- nessing America win the Olympic games while in France, according to a letter received from him last week. Capitol Radio Cabinet Co. Chartered The Capitol Radio Cabinet Co., 901 South Fourth street, has filed articles of incorporation with the State Tax Commission, with a capital of $100,000. The incorporators are Henry Rudo, William H. Reamer and Hyman Wolfenson. A talking machine and general music depart- ment will be installed in the new store of Low- enstein's, one of the most progressive firms in Memphis, Tenn. Be an Early Bird! He who hesitates loses Victor Business We are prepared for you Are you prepared for the Fall ? Now is the time! August 15, 1924 THE TALKING MACHINE WORLD 107 See Insert Opposite Page 42 We are sole distributors of The Radialamp The wonderful combination library lamp and loud speaker — in the following states: North Carolina Maryland Delaware South Carolina West Virginia and part of Virginia District of Columbia Pennsylvania We heartily endorse the Radialamp and are prepared to render the maximum of service. COHEN & HUGHES, Inc. ^hIS^c: One of the Pioneers in Radio Development R. E. Thompson, President of R. E. Thompson Mfg. Co., a Contributor to Progress of Radio R. E. Thompson, president of R. E. Thomp- son Mfg. Co., Jersey City, N, J., is one of the "old guard" in the radio industry. He and his companies have not only kept pace with devel- opments in the art of radio but have contributed R. E. Thompson generously to its progress. This is due to the fact that Mr. Thompson is both a capable execu- tive and a radio engineer — a rare combination. Coming out of the war period with a record of achievement in designing wireless apparatus for government use, Mr. Thompson set to work to apply the experience thus gained to the manu- facturing of radio apparatus for use in times of peace. His Wireless Improvement Co., now merged with the R. E. Thompson Radio Corp., had been building radio apparatus since 1910, so that back of all the Thompson products are fourteen years of engineering experience de- voted exclusively to radio. When the neutrodyne came along the Thomp- son organization secured a license to manufac- ture this type of set. Having a license also to manufacture under the regenerative patents this company is in a unique position in the radio field. The Thompson 5-tube neutrodyne re- ceiver is known throughout the radio world for its performance. The organization also devel- oped the Thompson speaker, embodying seven special features designed to give real volume. Recently Mr. Thompson brought into the company as chief engineer and vice-president Dr. Leonard F. Fuller, formerly with the Gen- eral Electric Co. The Technique of Service Vital in Business Domain A new technique is coming in the business world — the technique of Service. Many of us have for years been trying to give service to our customers and the public; but we have been rather clumsy at it. Very few of us have done it whole-heartedly and well. Very few of us have really studied what serv- ice means, in all its details. We say that it means courtesy and the Golden Rule and giving people what they want in a pleasant way. So it does; but it means far more than this. It means new ways of pleasing, obliging and attracting the public. It means more and more of the personal touch and less of cold-blooded routine. It means originality as well as courtesy; and inventiveness as well as good manners. It means working out the spirit of friendship and applying it to all the details of buying and selling. Service is as great a word as astronomy, and vastly more important to us, because people are of more consequence than stars. In brief, as the Efficiency Magazine so aptly puts it: Service is the noblest thing in business as well as one of the most popular. Effective Edison Publicity A recent investigation by the advertising de- partment of Thos. A. Edison, Inc., disclosed the fact that quite a number of rural residents were under the impression that Thomas A. Edison himself was not manufacturing the New Edison, although he had invented it. As a result a two- color circular was recently issued by the Edison company for distribution by Edison dealers. It is headed, "Thomas A. Edison Invented — Per- fected— and Actually Makes the New Edison Phonograph." The rest of the circular is de- voted to an outline of Mr. Edison's' experience with the phonograph, a presentation of some famous Edison artists and an illustration of each standard model of the New Edison. Business Changes Hands Davenport, Ia., August 4. — The talking machine department of the Harned & Von Maur store, for some years conducted by the W. J. Murray Co., was recently sold to C. B. Beiderbecke, who intends to enlarge the department and take in band instruments. Mr. Murray will be con- nected with his brother, L. A. Murray, who con- ducts a talking machine business in this city. Piatt Spencer, traveling man for the Bruns- wick, is honie from a vacation in Granville, N. Y. Are You Prepared for what promises to be the greatest Radio season ever known. Place your order NOW! We carry only the highest quality and best selling products. Expert service, sales and merchandising assistance at your command. Write today for price lists. COLUMBIA New Process RECORDS Columbia New Model Phonographs The phonograph outlook is also excellent. Sales on this new COLUMBIA product have kept up very well. Dealers are placing fall orders now. Have you? COLUMBIA WHOLESALERS, Inc. Jobbers of DE FOREST FEDERAL FADA CROSLEY MAGNA VOX BALDWIN ATLAS BURGESS PHILCO BRACH WESTON APCO etc., etc. 205 W. Camden St. Baltimore, Md. Wholesale Exclusively 108 THE TALKING MACHINE WORLD August 15, 1924 Harvesting of Excellent Crops Creates Optimism Throughout Portland Territory Retailers Working Hard to Overcome Summer Lethargy and Succeeding in Keeping Up Sales Volume — Entire Trade Enthusiastic Over Western Trades Convention — News of the Month Portland, Ore., August 4. — July business proved very good in spite of a slow start. Most report business harder to get than for some months past, but all say with a little more effort ex- pended they were able to show the desired advance. Harvest is in progress throughout the State and in many instances the yield is better than anticipated and farmers who were facing a great loss are now going ahead with their harvest and will reap a normal crop. Portlanders who attended the Western Music Trades Convention held in San Francisco, July 22, 23, 24 and 25, returned home with glowing accounts of the first Western convention. Those attending were Elmer Hunt, of Sherman, Clay & Co.; Chas. Soule, of the Starr Piano Co., and Mrs. Soule; M. Davis, of the Brunswick Co.; Good Springs Make Good Phonograph Motors Ultra Superior Swedish Steel — safeguards the reputation of your product. This world fa- mous spring steel is unexcelled for toughness and elasticity, uniformity and even tempering qualities. We. are exclusive distributors in the United States, and main- tain complete stocks in our various warehouses. Write or phone nearest office for stock lists and prices. EDGAR T. WARD'S SONS CO. Boston Chicago Cleveland Detroit Newark Philadelphia • Serge Hallman, of Sherman, Clay & Co.; Cliff Neilson, of the Wiley B. Allen Co., and Carl Jones, of the Cheney Phonograph Co. Arthur Gabler, wholesale manager for the Pacific Northwest of the Edison Phonograph, Inc., returned the latter part of July from a month's visit to the Eastern States. He spent some time in his old home in Connecticut, where he attended a family reunion. While in the East Mr. Gabler took occasion to call upon Thomas A. Edison at the factory in Orange, N. J. Mr. Gabler found Mr. Edison conducting the complete policies of this company in every phase and devoting the greater portion of his time to the phonograph division which has al- ways been his hobby. Upon his return Mr. Gabler set to work preparing a bulletin to be sent to all of his dealers, exploiting the phono- graph business and its relation to radio. E. A. Borgam, traveler for the Edison Phono- graph, Inc., with headquarters at the Portland office, is receiving the congratulations of his many friends upon the arrival at his home of a baby girl. A. J. Kendrick, of Chicago, general sales man- ager of the phonograph division of Brunswick Co., visited A. R. McKinley, manager of the Portland division, on his return from the West- ern Trades Convention. Mr. McKinley reports excellent July business with the advance in the records showing SO per cent increase, both in June and July. The new Brunswick Radiolas are being received with great enthusiasm by dealers. A. Heater, distributor of the Strand console, Thomas Portophone, Okeh and Odeon records for Oregon and Washington, has returned from a pleasure and business trip to Washington and British Columbia and reports business very sat- isfactory, especially in the Portophone business. Mr. Heater has added the new Music Master loud speaker to his line. Mr. Heater reports the new combination radio Strand model is popular. Wendell Hall, Victor artist, who is making a tour of the country under the auspices of the National Carbon Co., and who gave two con- certs over the Oregonian KGW, was the guest of the Portland Victor dealers, giving a com- plimentary concert for them, their friends and patrons in the recital hall of Sherman, Clay & Co., July 31. "The Hottest Man in Town" and "A New Kind of Man," the first Victor release of Geo. Olsen and His Music was greeted with a blare of trumpets by Portland friends of this new Broadway star and Victor artist. The orchestra with their instruments were paraded on a large float, followed by the Victor dealers in auto- mobiles which were decorated with huge ban- ners announcing the arrival of Geo. Olsen and His Music. The route of the parade included all of the Vitcor stores where the parade came to a halt while the orchestra played the two numbers. Crowds followed and after the parade the local stores did a rushing business. Sherman, Clay & Co. held their annual picnic, recently at Riverlot Park on the beautiful Clack- amas River. More than one hundred employes and their families attended and a royal good time was enjoyed. The retail house won the baseball game, but the wholesale house came back strong in the tug-of-war. A Victrola fur- nished the music and a delicious supper was served. B. R. Forster Returns Soon B. R. Forster, general manager of the Bril- liantone Steel Needle Co. of America, is ex- pected back in New York the latter part of August from his extended business tour of the Pacific Coast. Brandes Corp. Celebrates Completion of New Plant President Frederick Dietrich Tenders Recep- tion to Employes and Invited Guests The completion of the new plant of the Brandes Products Corp., Newark, N. J., a sub- sidiary of C. Brandes, Inc., 237 Lafayette street, New York, manufacturer of "Matched Tone" radio headsets and the Brandes "Table-Talker," was celebrated by a reception tendered by Pres- ident Frederick Dietrich to the employes of the two organizations and invited guests, who in- cluded most of the prominent executives of other radio companies. The reception marked the first performance of the Brandes Minstrels and the initial appear- ance of the Brandes "Matched Tone" Orches- tra. Both organizations are composed of em- ployes of the Brandes companies, and their per- formances were well, received by the 600 people present. President Dietrich was introduced by New Plant of Brandes Corp. G. P. Casper, director of purchases, who pre- sented him with an American flag and a Brandes pennant, gifts of the employes, and a decorated tambourine presented by the mem- bers of the minstrel cast. The new building is located next to the old Brandes Products Corp. building on Mount Pleasant avenue, Newark. It is of brick con- struction, two stories in height, and extends 85 feet along Mount Pleasant avenue and 200 feet along Gouverneur street. Between the two buildings is a court, and they are connected in the rear, making the new structure 112 feet at the rear end. A bridge has been erected to connect the two upper stories. The new build- ing will be used for winding, manufacturing and plating and as soon as machinery can be in- stalled production will commence. The new plant rounds out the list of Brandes factories to five. In addition to the two in New Jersey there is the plant in New York City, that of Canadian Brandes, Ltd., in Toronto, and the factory of Brandes, Ltd., at Slough, Buckinghamshire, England, where headsets are manufactured for the European trade. Famous Edison Artist Abroad Anna Case, the internationally famous singer, recently sailed for Europe on the S. S. "La France." Miss Case plans to remain abroad for some time and to combine a well-deserved vaca- tion with a number of important concert en- gagements. Just prior to sailing, Miss Case visited the Edison Laboratories at Orange, where she was photographed in company with Thomas A. Edison. The picture of this inter- nationally known couple has appeared in the rotogravure section of practically every news- paper throughout the country. CLAR AVOX CLEAR VOICE REPRODUCERS Reflect Credit on Edison Products Standard Diamond Point Special Jewel Point No. 1 Edison Attachment All Claravox Reproducers employ new Claravox diaphragm — a scientific achievement. W rile for prices and discounts THE CLARAVOX COMPANY YOUNGSTOWN, OHIO August 15, 1924 THE TALKING MACHINE WORLD 109 More About "Mastercraft" The safest thing in the world to buy — is reputation. Making a purchase from a manufacturer without repu- tation is like loaning money without security. The dealer always feels safe in recommending the product of a reliable, responsible and dependable manufacturer. Experience has taught him to be ex- tremely cautious about anything for which price alone — is the selling argument. Price cutters — come and go — but the manufacturer who earns and keeps a favorable reputation — places QUALITY and SERVICE — first. It's no different with the dealer — who wants to make or maintain a reputation — he must exercise great care in buying — for he is known by the goods he sells. That is why this company should always receive favor- able consideration — on your phonograph requirements. Their Trade Mark is an iron-clad guarantee to every dealer and purchaser. It means absolutely Al cab- inetry, equipment and finish with an appeal which makes for quick sales, increased business, pleased cus- tomers and larger profits. Take the first step toward better business — TODAY- NOW — before it escapes your attention. Descriptive literature — and quotations — on request. The Wolf Manufacturing Industries (Established 1890) BUILDERS OF "MASTERCRAFT" PHONOGRAPHS QUINCY, ILLINOIS PLANT N? I PLANT N9 2 no THE TALKING MACHINE WORLD August 15, 1924 m Mid=W f Vi mmmiimiiimiiins^ j^imnminmnn i iiiiiiiiiiiiiiiniiiiii i hiiiiiihiihih . iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiimiiniiiiiiiiiiiiiiini iiim m Western Division of The World, Chicago, III., August 8, 1924. Business definitely has taken a turn for the better. Some two months ago the president of the largest Chicago banking institution stated that in his opinion the 4ide had already turned, but his statement was immediately criti- cized as being too optimistic. In fact a fellow director of the same bank openly stated as much. Business on the Upturn Now this last named critic, upon his return from a trip to the East- ern circles, admits that he was wrong, and says that the East is only now beginning to realize that the corner has been turned and that the bottom was reached during the latter days of June. From now onwards there will be steady improvement, and unless the business world insists upon being more than usually stupid it is certain that we may look forward confidently to an excellent Fall and Winter. This is not what is elegantly denominated "hokum," nor is it what is called "the bunk," for it represents the deliberate opinion of the men in our Middle West who are best equipped to pronounce on the sub- ject. One must not indeed rashly conclude that henceforth nothing matters, and that a sort of 1919 sellers' market is about to burst . upon our astonished view. There is much lost motion to be taken up, much to be done before the economic waste of the past half year has been replaced by a forward progress in all lines. Business has lost much ground which it can regain only by degrees. The reasons for the recession of the last six months are as easy, and as difficult, to understand as to set forth in few words ; let others ex- plain them. That the recession has ceased and a progression begun is now incontestable. That is the main thing to be remembered. From now onwards it will be up to the business man, to the mer- chant in the first place and behind him to the manufacturer who supplies the goods to be sold. Let us have done with nonsense about politics and address ourselves to business. There is much store- keeping to be done between now and Christmas. Let us* start in at it now so that full advantage may be taken of business opportunities in the coming months. No trade, no industry, no economic group has ever been advantaged for more than a very short time by adopting a policy of degrading its quality. The talking machine business can probably less well afford to experiment with such policy than can any other, for it deals in music ; and music is something which will endure very little degradation. In a word, the moment one begins to go down the hill in manufacturing or merchandising policies, that moment one starts a force into action which can indeed continue to run down- wards, but which will not stop until it has reached the very bottom. The talking machine business showed in some quarters during the late depression signs of a tendency unduly to lower the price-levels and therefore the quality of its product. Certain retail organiza- tions, accustomed to bargain methods and principles, have taken advantage of the peculiar conditions of the present year to secure quantities of talking machines at very low figures; and in turn have offered these to the public at prices which can only be called de- structive. One can understand the motives of big retail buyers not specially interested in building up any one industry ; and one can not blame the uninterested public. The first named are thinking of sales and the latter of bargains. But talking machine men who al- low themselves to be beguiled into deals of this nature are simply cutting away the ground beneath their own feet. They are sawing away the limb of the tree on which they are sitting, they are simply killing their own market. Of course, the first-class talking machine cannot be killed in this way, but the second-class machine will in- evitably suffer, for the first-class machine is not mixed up in such schemes, by these tactics. Meanwhile however no one gains, not even the people who ultimately buy. The game of cutting off one's nose to spite one's face is generally held to be a foolish game. Strange that it should so often be played, especially by business men who should be aware in which direction their best merchandising interests lie. The trade is too prone in many instances to gauge business condi- tions as they affect this industry by the volume of machine sales for the very apparent reason that machine sales repre- sent in most cases substantial units and loom up large on the balance sheet. However, the real meat of the industry is represented in the sale of Keep Up Record Sales records, the instrument itself, no matter how elaborate it may be, representing simply the medium for the reproduction of the records and being without value should the supply of records be suddenly swept away. It is not going too far to say that during the past few months record business has played a large part in keeping the indus- try going, for although there was a dropping off of machine sales in many localities record sales did not show a proportionate decrease and in fact kept surprisingly close to normal in the face of a general situation that was not at all satisfying. For some years, and particularly since the war, the dance mania that has swept the country has resulted in the giving of much at- tention to the production of dance records by organizations of greater or less repute, and to the unthinking it would seem as though some of the larger companies had cast aside their original ideals and were drifting with the tide to the extent of centralizing effort on the production of popular numbers. The appeal of the talking machine to the worthwhile element among music lovers of the country has been, and is, through the medium of records of the better sort, records of a type that origin- ally proved so impressive that they broke down the prejudices against "mechanical" and "canned" music. Were these records to be neglected the industry would be in a bad way, but on the contrary we find in each weekly or monthly list many numbers that should find a welcome place in any permanent record library. It is true that the announcements of new recording artists are not as frequent as they were a decade or two ago, but this is natural for the reason that at the outset there was presented practically the entire artistic field to draw from. As the great artists from time of Caruso, however, were convinced of the desirability of having their voices recorded in permanent form, they were quickly placed under contract and the problem of the recording director is now that of watching for and seizing upon the newer artists as they rise to fame. The thing to be remembered is that it is the good record — the record that is standard and reflects the best in music — that repre- sents the foundation of the trade. The fact that still another manufacturer of high class talking ma- chines is announcing a national advertising campaign for Fall is more than merely interesting, for it throws a strong light upon the principles that necessarily govern high-grade merchandising in this industry. The moment that the question of price becomes secondary, that moment the question of quality becomes primary. That is to say, there are only two posible ways of distributing a product, by offering it at the lowest price or by making it of the highest quality. In the first case there is always the certainty that some one else sooner or later will find a way to make something still cheaper, whilst in the other case it is wholly a matter of educating the buying public to the desirability of preferring quality to cheap- ness. Now the fact that a thing^is good, even that, perhaps, it is the best of its kind, is not itself decisive. One may have the best thing but still be unable to sell it ; all for lack of means to bring it before the public eye. Advertising is one such means and the value of national advertising is that it helps to build up a sort of founda- tion of knowledge upon which the retail dealer may later build. When a name and a claim have thus been broadcast long enough, a kind of good-will has been built up on which every retail dealer can realize. Such advertising of course is of very little value when it is merely general, and the fact that national advertising in the talking machine field is almost entirely devoted to the exposition of definite claims shows how the great manufacturers have grasped the principle that it is what the machine will do that sells it. August 15, 1924 THE TALKING MACHINE WORLD 1 11 : mxj : \i/jmy REPUBLIC BLDG., 209 SOUTH STATE ST TELEPHONE WABASH 5242 EUCENE F. CAREY, Manager Many Orders Placed by Dealers in the Chicago Territory Indicate Low Stocks Buoyant Note to Trade as Retailers and Wholesalers Make Preparations for a Busy Fall — Strong Portable Demand Still Noticeable — Record Business Also Good — Month's News of the Trade Chicago, III., August 8. — July was something of a surprise to many in the trade. July is gen- erally the dullest month of the year, when no one expects any special developments and when manufacturers and jobbers usually stand by and let the business take a good long breath. This July, however, has certainly been a marked exception to this rule. There was a certain toning up, a rather marked convergence of favorable factors, which have had the effect of putting a different song on the lips of many a man who was beginning a veritable jeremiad. Just what happened is difficult to discover, but something happened to jerk up jaded spirits and give a more buoyant tone to conversations in the trade generally. Possibly the relief of the long strain of the Democratic national convention had something to do with it. Perhaps it was the reflection that both great parties had nominated men known to be conservative and opposed to any radical attack on the business structure of the country. The sharp up-turn in the prices of foreign prod- ucts unquestionably has had its effect, but there are actual and tangible evidences of a substan- tial change. The supply people, makers of mo- tors, tone arms and reproducers and equipment generally, report for the most part a distinct up-turn in business since about the middle of last month. Manufacturers in this district are evidently getting ready for a good Fall busi- ness and find themselves justified in facing re- quirements in considerable volume. The chances are greatly in favor of their expecta- tions being realized. Talks with sales managers and travelers for manufacturers and jobbers elicit the unanimous statement that the retail trade as a whole was' never in cleaner condi- tion than at present. Buying during the first half of the year was light, evidently not because of a paralysis of retail business but because the trade believed that it was time to set one's house in order; time to clear up odds and ends of stock and to clean up bad accounts, repossess where per- sistent effort to collect had failed and dispose of "trade-ins" and repossessions. Six dealers from widely separated localities in the Middle West who were visitors to one Chicago wholesale house on one day of last month were asked regarding the conditions of their stocks. While none of them said they were excessive, four of the six declared that they were the lowest in their history. That this condition is quite general is evident from the important aggregate of small orders coming to hand. In fact, July is generally spoken of as having been better than June, an unusual con- dition, but one perfectly logical in view of the state of affairs which has prevailed. Portable Sales Hold Up Portable trade is still going fairly strong. While it reached its apex as usual just prior to the Fourth of July, the decline was by no means as sharp as in previous years, and portable busi- ness at least was very substantially ahead of last year. Even if trade should mark time more or less during the rest of the Summer, there is certain to be a decided demand on the stocks of whole- salers and manufacturers during the first flurry of Fall business. That this demand will be of gratifying dimensions is the general belief. Record business has kept up surprisingly well and itself furnishes evidence of the value of the talking machine as a purveyor of Summer en- tertainment. Radio business is making a very fair showing, considering the hot weather turn. Manufacturers report a greatly increased in- quiry the last few weeks, and look forward to marked activity this Fall. A feature of the Fall business, so far as the talking machine trade is concerned, is likely to be the introduction of lower-priced combination talking machine and radio models than have heretofore been presented. While the prices of some of the combination outfits have undoubt- edly been undermined by some people it is gen- erally hoped by those who have the interests of the trade at heart that this will not go too (Continued on page 112) A Revelation in SMOOTHNESS and QUIETNESS The "OLD RELIABLE" Nearly 2,000,000 KRASCO Motors in Use Today. No matter what your motor requirements are KRASCO will fill the bill. If your trade wants reliable motors to play from four to ten ten-inch Records at one winding KRASCO will do it. Write for literature on KRASCO MOTORS. Types 2, 3, 4, 22, 33 and 41. KRASCO MANUFACTURING COMPANY 451 East Ohio Street Eastern Branch, 120 West 42nd Street, New York CHICAGO, ILL. 112 THE TALKING MACHINE WORLD August IS, 1924 FROM OUR CHICAGO HEADQUARTERS— (Continued from page 111) far and that the desire for volume of sales will not lead to neglect of the quality of the product. Cheney National Publicity Drive Announcement is being sent to all Cheney dealers that beginning on September 20 the Cheney will be nationally advertised in the Saturday Evening Post. The move is one of far-reaching importance not alone to all mer- chants handling the Cheney but to the entire trade. The inauguration of national advertising for the Cheney comes as the culmination of a pe- riod of trade development which has taken the instrument into every part of this country and abroad. Within the past two years many of the finest and largest department stores and music stores in America have taken on the Cheney — in many cases as the exclusive line. In 1922 the Cheney Talking Machine Co. was able to announce a remarkable increase in vol- ume of sales over the preceding year, and in 1923 that still greater strides had been taken. The policy of national advertising is, therefore, the natural outgrowth of spreading distribution and increasing prestige. The patented acoustical features of the Cheney provide exclusive selling points that have been of especial interest to merchants. It is upon this that the national advertising will particularly dwell. Cheney cabinets will also come in for their share of attention because of the reputation which they have earned, both for design and workmanship. Models from $100 upwards will be illustrated. The Cheney is made complete in the factories of the company in Grand Rapids, Mich. To Make Records and Rolls An important addition to the Western talk- ing machine industry has been made in the or- ganization of the Capitol Roll & Record Co. which takes over the Columbia Music Roll Co., changing the name of the music roll made by that company to the Capitol music roll and will also engage in the manufacture of the Olympic talking machine records. The company has the financial backing and the executive, manufacturing and marketing ex- perience of President L. M. Severson and his associates in the Operators' Piano Co., one of the established and successful concerns in the Chicago music trade, and the production of the Olympic records is under the supervision of John Fletcher, formerly head of the Fletcher Record Co. of Long Island, N. Y. Olympic records are now being produced in the fine mod- ern plant at Kedzie and Chicago avenues, and the first bulletin will be issued in September. A complete recording laboratory has been installed on the fourth floor and the electro- plating and pressing departments are on the first floor. The company already has the foundation of a good classic and standard cata- log in the masters brought to Chicago by Mr. Fletcher, and a specialty will be made of the latest popular song hits and instrumental num- bers. Mr. Fletcher was for years famous as a trumpeter with Sousa and later with Walter Damrosch, and his knowledge as a recording expert and of the entire process of the record manufacture is recognized in the trade. Nine presses are now installed, giving the company a capacity of over a million and a quarter rec- ords a year. Kimball Exhibit at Ohio Convention The W. W. Kimball Co. announces that it will have a full line of instruments on exhibit at the Ohio Music Merchants' Convention, which will be held September 8, 9 and 10 at Cleveland, Ohio. This display will consist of the Kimball talking machines, pianos and reproducing in- struments, and J. V. Sill, manager of the whole- sale department, will be in charge of the hand- some display which will be made. Enlarge Sales Organization T. W. Hindley, sales manager of the Was- muth-Goodrich Co., has arranged with W. A. Everly, formerly a member of the Vocalion forces of the Aeolian Co., to represent them in Iowa. He will make his headquarters in Cedar Rapids. W. O. Webster has opened salesrooms in the Tower Room, Vancouver, B. C, and will repre- sent the Emerson phonographs and Emerson PhonoradiO in British Columbia. Julian Kronengold has recently been made a representative for Indiana, Texas, Arizona and New Mexico, and has already opened some good accounts. He makes his headquarters at 2314 Carondelet street, New Orleans. L. K. Markey, Pacific Coast representative with headquarters in San Francisco, recently had the misfortune to fracture several ribs in an automobile accident, but is now back on the job. Wasmuth-Goodrich Co. is now offering its Lady Churchill and Blenheim Emerson console models equipped with the Music Master loud speaker unit and Duotone Controlla, battery compartment with corrugated rubber lining and all equipped for the installation of radio sets at the dealer's or owner's option. Fenton Stores Change Hands It is announced that Charles Houston and associates have purchased the controlling stock of the Fenton Music Co., which operates two of the finest Victrola and radio stores in Chi- cago. The general office is located at the North Side Store, 4736-38 North Racine avenue. The other Fenton store is located at 1523-25 East Fifty-third street at Lake Park avenue. The new officers and directors of the Fenton Music Co. are as follows: Geo. B. Grosvenor, president; Charles Houston, vice-president and treasurer, and Olin Bell, secretary. These stores have been general musical mer- chandise stores for a period of five years and have sold pianos in a small way. In 1923 the Fenton Music Co. added a radio department in A Better Fibre Needle Cutter for Less Money RETAIL PRICE $J.00_ The ALTO , ilfT^T iiM'i' iiM v ' Yfao£ y ~—— — Manufactured by ALTO MFG. CO. 1647-51 Wolfram St. CHICAGO, ILL. both stores and has very competent men in attendance. The new officers of the Fenton Music Co. have extensive plans to push the Victor talking machines and records, and the radio department, it is stated, will be second to none in the city of Chicago. Mr. Houston is now negotiating taking over a music store in Oak Park and one on the Southwest Side, and when the entire plans are carried out the Fenton Music Co. expects to operate six music stores in the outlying resident sections in Chi- cago. The piano department in these various stores will be operated by the Grosvenor & Lapham Co., whose officers are Geo. B. Grosvenor, presi- dent; E. F. Lapham, vice-president, and Charles Houston, secretary and treasurer, and the com- bined prestige of the Grosvenor & Lapham Co. and the Fenton Music Co. will put this organi- zation in a position to secure more efficiency from their advertising, as they will operate stores in the various neighborhoods surrounding Chicago, and will obtain far better results than the stores located in the loop district. As it will be remembered, the Grosvenor & Lapham Co. was located in the Fine Arts Building for 26 years, 410-18 South Michigan avenue. They closed their business there last month and moved their equipment to the Fenton Music Co.'s Northside Store on Racine avenue. Returns to Scene of Former Activities T. J. Mercer, sales manager of the Gulbran- sen Co., visited Los Angeles on his way to the Western Convention of Music Dealers at Frisco and was made the subject of the follow- ing notice in the Los Angeles Examiner: "The man who read the first proof on The Los Angeles Examiner in 1904, when this news- paper was born at Fifth street and Broadway, yesterday returned as sales manager of the Gul- bransen Co. of Chicago, makers of the Gulbran- sen registering piano, to announce that this city has outstripped all others in the United States in buying his firm's output, even though the local representative, the Martin Music Co., at 734 South Hill street, is only two and one- half years old. "The man is T. J. Mercer, member of the original 'Examiner Club,' and yesterday he {Continued on page 114) Scotford Tonearm and Superior Reproducer The Superior Spring Balanced Lid Support cManufactured under patents of Louis K. Scotford. Plays all mokes of records. Fj • J>W c^ toucn °f one fin&er lifts or closes the lid which stops, balanced, at any point Famous for tone — without the usual metallic sharpness and without the scratch. w^^jW desired. Does not warp lid. Noiseless in operation. The simplest spring balance Standard lenfeth S'/a inches center of base to needlepoint — can be made to order Xj?a-*f>^ made — and easiest to install. Can be made to fit any type and weight of lid. lonfeer or shorter. Base opening 2 inches diameter. -*^ Furnished complete with escutcheon plate and all necessary screws. Supplied to manufacturers of hifth-ferade phonograph _ , Fine quality Nickel and Gold Plate finishes cabinets in the United States and all foreign countries LOW quantity Prices quoted 071 application Samples sent anywhere for trial BARNHART BROTHERS & SPINDLER SUPERIOR SPECIALTIES FOR PHONOGRAPHS MONROE & THROOP STS., CHICAGO August IS, 1924 THE TALKING MACHINE WORLD 113 Vitanola No. 35 List price, $110.00 Height, 46 inches; width, 20^4 inches; depth, 22}i inches. Finishes: Brown Mahogany, Golden Oak, Fumed Oak, Walnut. Wholesale Price, $50.50 Vitanola 500 $100.00 Dimensions: Height, 33^ inches; width, 31J-4 inches; depth, 21 ^4 inches. Finish: Brown Mahogany. Wholesale price, $42.50 No. 708 List price, $350.00 Width, 35^4 inches; height, 52 inches; depth, 18^4 inches. Italian walnut finish. Includes complete phonograph equip- ment, 5-tube radio set and loud speaker unit. No tubes or batteries. Gold- plated equipment, electric motor. Rear panel removable. Top raises. Wholesale price, $175.00 The Phonograph of Marvelous Tone Is Built "From the Inside Out" Not merely outward appearance, though that is important too, but the hundred and one details of inner construction also, tell the story of whether a phonograph is a real quality instrument or "just another machine." Building phonographs "from the inside out" has been one of Vitanola's secrets of success. Before it can bear the Vitanola trade-mark every instrument leaving our factory must pass a rigid inspection for "inside" construction as well as for exterior finish. In this way Vitanola dealers are saved those little kicks, sometimes not serious but always annoying that come after the instrument is in the home and is the center of the family council. "Inbuilt quality" is the way some dealers describe Vitanola construction. We call it taking pains. But "pains" make perfection. If your desire is to sell an instrument that is as nearly perfect as high grade machinery and sincere craftsmanship can make it, secure the Vitanola agency. Whether it . is the new style radio cabinets, combination phonograph and radio instruments or straight phonographs bearing the Vitanola trade-mark — you may rest assured they are built "not alone for beauty but to satisfy and give service. Order a sample of one of the three models illustrated to the left, or write for illustrations and prices on all of the models of the comprehensive line of Vitanola and Vitaradio. Vitanola Talking Machine Co. 829 American Furniture Mart 666 Lake Shore Drive Chicago, 111. 114 THE TALKING MACHINE WORLD August 15, 1924 FROM OUR CHICAGO HEADQUARTERS— (Continued from page 112) BLOOD TONE ARM CO. PHONOGRAPH EQUIPMENT 326 River Street CHICAGO, ILL. NOTICE! The Blood Tone Arm Company is completing preparations for extensive advertising of Blood Radio Tone Arms to convince the dealer of the importance of specifying Blood Radio Tone Arms on ALL his machines. 95% of our output now is Blood Radio Tone Arms. This is significant and should demand the immediate attention of every manufacturer. The Price is Right. visited the Examiner's composing room and greeted, among others, Fred Dunn and Arthur Hay, co-members with him and still active in the business of publishing the paper. "There is a great thrill in returning to this, my old home city, to find an amazing progress in every field, including that which I represent," said Mercer. "And it is gratifying to find the Martin Music Co., world leaders in the sale of Gulbransen pianos, attributing much of their success to the fact that in the first year of their operations here they used The Examiner almost exclusively as an advertising medium. When I first read proof on The Examiner the paper had 35,000 circulation, a mighty big start for a brand-new publication, in the Los Angeles of twenty years ago. To-day they tell me it cir- culates to more than ten times that number on Sundays. "This city need not fear any permanent set- backs. I've been traveling all over the country and there is more and better business and greater optimism here than anywhere else. This is considered a real city in the East, and is not looked upon as a boom center. Eastern money wants to come out here, and is coming, and you are due for substantial, steady growth." New Duo-Vox Catalog The Bush & Lane Piano Co., of Holland, Mich., just issued a very beautiful catalog show- ing the entire Duo-Vox line, including several attractive new models. A technical description lays particular stress on the "two-voice" feature, after which the instrument is named, mainly . the utilization of two individual and patented repro- ducers, one for hill and dale and one for lateral cut records. The specially constructed phone chamber is also made the subject of special description. Four handsome types of console models and two uprights are shown together with style R-120 Duo-Vox with radio equipment. Speak- ing of this and other radio models the com- pany says: "To the radio lover and enthusiast is avail- able the Duo-Vox Bush & Lane with radio equipment, all in one instrument. Our radio models of Duo-Vox Bush & Lane are wonder- fully popular. Built primarily and solely to perform as a sound-reproducing instrument, the Duo-Vox Bush & Lane is a natural or un- equaled medium for radio entertainment. The charming qualities of vocal or instrumental radio productions are focused and mellowed to perfect original individualism in passage through the scientifically, correctly designed and con- structed Duo-Vox Bush & Lane tone chamber. Speech or music is translated with absolute naturalness and so clearly and distinctly that sense of distance from radio auditorium or sug- gestion of artificiality is non-existent. "Style R'120' and other Duo-Vox Bush & Lane radio models not herein illustrated can be equipped with any of several standard makes of radio panel with either outside antenna or inside loop antenna." Automatic Phonograph Co. Chartered The Automatic Phonograph Co., 29 South La Salle street, was recently incorporated to manufacture and deal in automatic phonographs and musical instruments, with a capital stock of 200 shares of no par value. The incorporators include F. I. Larsen, Florence Nierman and Harry A. Pillman. The Music Merchant and the Community A. G. Gulbransen, president of the Gulbran- sen Co., believes firmly that the music merchant should be a prime factor in the musical activity in his community, and that his store should be the center of interest in this regard. While many neglect the opportunity to be the pur- veyors of musical information of all kinds and to help to the utmost in the musical life of their community, there are many who realize the re- sponsibility in this direction and the advantage to be gained by properly starting it. The number of men possessing the larger view is steadily growing. Many merchants, for instance, go farther than merely to make their stores music headquarters. Some have the ability to conduct or play in local band organi- zations, others lend practical support to such organizations. Those who take the initiative in getting prominent artists to come to their cities are doing wisely. Another angle of music activity that is too often neglected, in the opinion of Mr. Gulbran- sen, is the giving of recitals not only in the store, but in churches, before groups of busi- ness men, lodge audiences, etc. This sort of work creates not only general interest in music, but a definite desire for the particular instru- ments featured. It is about as profitable in re- sults as any music promotion the dealer may undertake. The dealer who does the things outlined is helping himself by helping his business. Look- ing at it from another angle, he is rendering a real service to his community — a very impor- tant service. Enter the Kimballgram The Kimballgram, the organ of the recently organized Foremen's Club of the W. W. Kimball Co., has made its appearance. This clever little paper, to note its own words, is strictly a factory publication, for the sole pur- pose of promoting a clearly defined under- standing of our duties, and to stimulate the de- sire of every worker to contribute his or her best towards maintaining the* highest standard of excellence always found in the Kimball prod- ucts, and also to bring about "the Happy Hello!" spirit among all of us who write, talk or work that our every-day lives may be more happy and prosperous. There are a number of extremely interesting articles, among them a history of the Kimball (Continued on page 116) Repair Parts For All and Every Motor That Was Ever Manufactured ^ We can supply any part. The largest and most complete assortment of repair parts — in the United States — on hand, for old, obsolete and present-day motors. If your order cannot be filled from stock, we will make it up special. Special prices on main springs, governor springs, micas, repair parts, motors, tone arms, steel needles, etc., in quantity lots. Expert repairing on all makes of phonographs and motors. INCORPORATED UNDER THE LA WS OF ILLINOIS 'Jo^\ Standard Talking Moeklno Co. I'lllad Talking Machino Co. Harmony Talking Mocking Co. O'Notll-Jamog Co. Amino Co. Branch*)-,: tfitil Orntlot Ave. Detroit. Mich. ^jp1 Grade TaThmoMachiriesiD^cRecCTids, ° Talking Machine Supplies, Etc 227-229 W.'WASHINGTON ST. CHICAGO ILL. TRAOC MADV CONSOLA" 1121 Nlcollc-t Ave. MlnnonnolU. Minn. August 15, 1924 THE TALKING MACHINE WORLD L15 Records "Speed and accuracy in the delivery of complete orders for the popular, fast-selling OKeh and Odeon lines" is but another, longer, way of saying "Consolidated Service' Consolidated Talking Machine Co. 227-229 West Washington Street CHICAGO, ILL. Branches: 2957 Gratiot Ave., Detroit, Mich. - - 1121 Nicollet Ave., Minneapolis, Minn. 116 THE TALKING MACHINE WORLD August 15, 1924 FROM OUR CHICAGO HEADQUARTERS — (Continued from page 114) Co. by E. B. Bartlett, vice-president of the company; a remarkable record of the men who have been continuously in the company's serv- ice for forty years or more; and various articles by members of the factory's selling and official staff. An article that will be read with keen inter- est by Kimball dealers who are fortunate enough to secure a copy of the paper is on the subject "On the Phonograph" by Albert A. Huseby, the company's well-known technical expert, and the president, by the way, of the Foremen's Club. The article, according to an editorial note, "is based on a series of hundreds of experiments conducted in the Kimball labora- tories and references from such eminent sources as Thomas Edison, Berliner, William Braid White and others." The trade will be glad to know that the Associate Editor of The Talk- ing Machine World is thus given a place among the immortals. The article goes into detail regarding the fundamental principle of the talking machine, and describes the construction and special fea- tures of the Kimball phonograph at consider- able length. Promoted to Manager The Glick Talking Machine Co., one of the largest Victor dealers outside the Loop, with headquarters at 2100 West Division street, has appointed Herman Gordon manager of the South Side store at 1655 West Sixty-third street. Mr. Gordon is a thoroughly experienced talking machine man and was for six years manager of one of the stores of Saul Birns in New York City. Eight months ago he came to Chicago and joined the sales force of the Glick Co., and has now been given the responsible position which his work with the company deserved. New Radio Starr Style in Big Demand C. H. Hunt, manager of the Chicago office of the Starr Piano Co., reports that their style XIX-A, the "install your own radio" model, has excited much interest in this territory and that shipments are now going forward from the fac- tory at a rapid rate. The company has an attractive window dis- play of this style with explanatory card showing the various features. Saal Controls Broadcasting Station Broadcasting stations in Chicago continue to multiply and the latest to get on the air is an- other hitch-up with the talking machine indus- try. It is WTL, and is controlled by the H. G. Saal Co., manufacturers of talking machine motors and radio apparatus. It is placed on the Webster Hotel, 2150 Lincoln Parkway. WTL started radiocasting some very ac- ceptable programs under the supervision of Len Brosseau, the program director of the station. The schedule of radiocasting includes the hours from ten to twelve every night except Sunday and Monday and a day program beginning at noon each Tuesday and Saturday. WTL has a power of 100 watts and will operate on 268 meters. Brunswick Radiola on Display An event of the past two weeks has been the appearance of the Brunswick-Radiola in dealers' stores and windows throughout the city. At the Brunswick headquarters on Wabash avenue two large rooms have been fitted up elaborately for the display and demonstration of the beautiful instruments. The majority of Brunswick dealers in the Chicago district have already placed their orders, according to sales manager Harry Bibb, and are very enthusiastic regarding the sales possibilities of the new combination.' Lyon & Healy started a newspaper campaign with large space in the dailies on Thursday and Friday of last week. New Oro-Tone Brass Tone Arm The Oro-Tone Co. has just announced that it will have a new brass tone arm ready for the market on September 1. It will be a large sized arm with an adjustment of eight and a half to nine and a half inches and will be equipped with the company's new extra loud reproducing attachment. Sees Activity Ahead Frank F. Paul, general sales manager of the United Manufacturing & Distributing Co., has just returned from a trip through the Middle West, during which he received ample confirma- tion of his optimistic view of the outlook for business in this period. "I had the pleasure of talking to a great many phonograph manufacturers and large dealers," said Mr. Paul. "Almost without exception those to whom I talked stated that business is im- proving and that they look for a large volume of business this Fall and Winter. Certainly this is true in our own business. We believe that we are going to have a very fine lot of business during the weeks just ahead. As a matter of fact, the work in our sales department has in- creased to such an extent that we have had to take on the services of another sales executive. M. A. Bruce, who recently came with our com- pany as assistant sales manager, is finding plenty of work to keep him busy. Without question the phonograph manufacturers will sell a great many combination sets this Fall and Winter. That the manufacturers are beginning to realize this is indicated by the large number No. 500 Radio Cabinet With Built-in Loud Speaker Mahogany or Walnut — Patents Applied For Two Tone Send For Literature and Prices Portable Radio Set With Collapsible Horn Patents Applied For and Ribbon Antenna Write For Further Information LAKESIDE SUPPLY CO. 73 W. Van Buren St. CHICAGO, ILL Harrison 3840 of orders being placed for the Unidyne panel." Bartlett Wins Golf Honors E. B. Bartlett, vice-president of the W. W. Kimball Co., has been playing in good form this season and at the tournament of the Chicago Piano Golf Association at LaPorte, Ind., on Thursday of last week won the first prize for low net score for 36 holes which comprised the day's play. Piano Club's Radio Party Instead of its annual picnic the Piano Club of Chicago had a radio party this year and it was at the Rainbo Garden, Tuesday evening, July 29th. There was a fine dinner, also dancing and an inspection of the radio station WQJ which is connected with the Garden. Preach Gospel of Work All of the travelers of the Chicago Talking Machine Co. returned from their vacations the middle of July and are active in their territories demonstrating to dealers methods of going after business suitable to the Summer season. "That intensive effort during the so-called dull season is worth while has been proved re- peatedly," said Dan Creed in a chat with The An Exceptional Line for Wide Awake Dealers COLUMBIAN BABY GRAND These high-grade Consoles come in Mahogany and Walnut finishes. Elastic touch. Faultless Action. Mahogany Finish Only. Size, 59" x 56". Nickel or Gold Hardware. Workman- ship Guar- anteed. Prices that appeal. No. 20 EXCEL PHONOGRAPH CO. Manufacturers 400-412 We8t Erie St. CHICAGO, ILL. Our No. 10 identical to No. 20, except Gum Panels and Straight Back Legs Place your orders early. In 1923 we were sold out in September for the full year. No. 40 STYLE No. 4 48" high, 21" wide, 23" deep; 5-ply. Genuine Mahogany or Oak August 15, 1924 THE TALKING MACHINE WORLD 117 FROM OUR CHICAGO HEADQUARTERS— (Continued from page 116) CROSS SECTION OF SINGER'S MOUTH A - ROOF OF MOUTH B - TO U N G E C - LOWER PART OF MOUTH CROSS SECTION OF ARMSTONG SPEAKER A - ROOF OF CHAMBER B-VIBRAT1NG SOUNDING BOARD C- LOWER MEMBER D - RESONATOR **£ ARMSTRONG SPEAKER SHAPED LIKE A SINGER'S MOUTH Refinement of tone with QUALITY and volume. Solid walnut cabinet, perfectly finished, occupy- ing but little space. LIST PRICE, $27.50 If your jobber cannot supply you, order from us A BIG ADVANCE IN RADIO RECEPTION McKinley Phonograph Co. PAUL B. ARMSTRONG. Manager 1501-1515 East 55th Street CHICAGO World. "Even if immediate results do not seem commensurate with the effort expended, the man who keeps in touch with his prospects during the Summer months is going to have the big chance of landing them in the Fall. Our men in the first six months in 1924 kept pace with last year," said Mr. Creed, "and it required mighty hard work to do even that, and, of course, we always like to see an increase. Still, we think we have reason to be satisfied under the circumstances, and with the July business eloquent of low stocks in the hands of dealers and with a generally optimistic feeling among our trade we look for a good, if not an unusual, Fall business." S. S. Schiff at Saginaw Plant Sam S. Schiff, of the Vitanola Co., spent the latter part of July at the company's big factory at Saginaw, Mich., inspecting some attractive new styles which are coming through over there and speeding up production on some really im- portant orders that have recently been received. Finds Record Business Improving E. A. Fearn, president of the Consolidated Talking Machine Co., notes "a . marked . increase in the volume of wholesale record business dur- ing the past two or three weeks, and looks for a considerable activity in talking machine sales during the coming Fall, with popular-priced models perhaps in greatest demand. Mr. Fearn is highly pleased with the reception given the new Samson, Jr., portable machine and is making plans to give it a national distribution. Reports Increased Export Business H. J. Fiddelke, manager of the Hall Fibre Needle Co., reports that the foreign trade, always an important factor in their business, has been growing steadily of late. This month they have already made important shipments to New Zealand and to a new distributor in Australia. Dealers in Hall Fibre Needles will now have an opportunity to introduce the product to new customers with no additional expense to them- selves, as hereafter twenty-five sample packages containing five needles each will be included in each carton. Enlarge Talker and Radio Department Fred Firestone, manager of the retail store of the Schumann Piano Co., while in Chicago recently announced that an adjoining store has been leased to secure increased space for the talking machine and radio departments. E. Jackson, formerly of the Jackson Talking Ma- chine Shop, of Rockford, is in charge of this department. Melrose Bros. Expand Melrose Bros, have incorporated their retail business on Cottage Grove avenue and have removed to larger quarters next door, at No. 6820, where they have three times more space than formerly occupied. The company carries a complete line of Columbia phonographs and records, as well as the Vocalion, the Sonora and an extensive . stock of small goods and sheet music. A line of pianos is also handled. Lester Melrose will manage the retail end of the busi- ness, while Walter Melrose, his brother, will devote most of his time to the business of the Melrose Bros. Music Co., with professional of- fices at 119 North Clark street. Again in Business Harness Charles M. Bent, of the Music Shop on Wabash avenue, who was operated on for ap- pendicitis last month, is again at the store and is rapidly regaining his strength. - Thomas B. Stone, Victor dealer at Sixty-sev- enth and Stoney Island avenue, had a similar experience, but is again at his place of business after a stay at the hospital. Satisfied With Furniture Mart Business I. A. Lund, sales manager of the Excel Phono- graph Co., expresses himself as well pleased with the volume of business secured during the Furniture Show at their exhibit at the new American Furniture Mart. "It Was a little slow at first," he said, "but during the last week we got some excellent orders and we are looking forward to a good normal Fall business." Interesting Krasco Publicity The Krasco Mfg. Co. has issued an attrac- tive little circular telling in concise form the story of Krasco motors. Of the six sizes of this well-known motor two are illustrated, namely, the No. 2, which plays four, and the No. 33, which plays ten ten-inch records to the winding. Oro-Toners' Enjoyable Picnic Members of the factory and office force of the Oro-Tone Co. had their annual picnic last month. This year it was at Diamond Lake, about thirty miles from Chicago and the scene of the day's enjoyment was reached by means of specially chartered auto buses. The Oro- Toners, with their families and sweethearts, had a wonderful time of it motor-boating, fishing, swimming and engaging in the customary ath- letic contests. Welcome, Miss Tremblett V. K. Tremblett, assistant sales manager of the Chicago Talking Machine Co., is happy over the advent of a daughter. To Job Radio to Music Trade Percy R. Kimberley, a well-known figure in the music industry for many years, has formed the Music Trade Radio Corp. for the purpose of jobbing radio to music merchants. Offices of the company will be located at 328 North Michigan avenue, where three floors of the build- ing will be occupied. Percy R. Kimberley is president and treasurer, Chorne Donnelly is vice-president and Elliott Jenkins, secretary. "There are still a certain proportion of music (Continued on page 118) Kimball Style S No greater value for the money than in KIMBALL PHONOGRAPHS Excellence of Construction Natural Tone, Variety of Designs Reliability Side by side with other makes of similar price the Kimball is a ready seller — therefore, a money maker for the dealer. Ask about agency franchise, territory and terms. W. W. KIMBALL CO., 306 South Wabash Ave., Chicago Makers — Kimball Phonographs, Pianos, Players, Pipe Organs. Distributors — Columbia Records 118 THE TALKING MACHINE WORLD August 15, 1924 FROM OUR CHICAGO HEADQUARTERS — (Continued from page 117) FOR OEM ACCURATE 8EPS00UCTBN W OfSCIXAl TONE, RICH AMD VfHIM use ll sJonofoTve, \ 3