The talking machine world (Jan-Dec 1908)

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40 THE TALKING MACHINE WORLD. TRADE HAPPENINGS IN PHILADELPHIA. Notwithstanding Slump Dealers and Jobbers Are in Good Spirits — Exchange Proposition Discussed— A Leading Jobber Makes Suggestions Wherein the Trade Might be Benefited — Too Many Unreliable Persons in the Business He Says — The Reasons Therefor — Pen nsy Ivan i ans Slow to Join National Association — Louis Buehn & Bros.' Good Report — L. J. Gerson Becomes Manager of the Musical Echo Co. Who Will Enlarge Their Line — Activity With Penn Phonograph Co. — Weiss Enthusiastic Over New Edison Recorcs. (Special to Tne Talking Machine World.) ■ Philadelphia, Pa., Jan. 8, 1908. Nineteen hundred and seven is now a thing of the past and jobbers and dealers in this section, after summing up the reports for the entire year, have found, perhaps to their own surprise, notwithstanding the slump in November and early part of December, that they are not so badly off as they had anticipated. In fact, while the total has fallen somewhat below that of 1906, their business during the past year has been satisfactory in all ways. The Philadelphia concerns all enjoyed a good Christmas trade, which, of course, helped out the month's showing. So far January trade has only been fair, which, however, is to be expected. This, however, will not hold for the rest of the month, as nearly every one's stock is in a more or less depleted condition and orders will soon be pouring into the factories to make up the deficit. Among the subjects of trade interest now being discussed in "talker" circles here is the exchange proposition used last year by the factories. One suggestion made by a prominent jobbing house of this city which bears mostly on the Victor Co. is worthy of consideration — namely, an exchange, based on list prices and not as in the past on records. For instance, if a jobber has $1,000 worth of records he desires to exchange instead of having to itemize the return shipment as, say, 5 Caruso, 15 Melta. 10 Sembrich, 100 band, 75 orchestra, etc., and being compelled to take in exchange three for one of the same assortment, it would be a great help to him to be able to use his own judgment in ordering other selections, as it is certain that he knows exactly what he needs. In discussing trade conditions a jobber said: "There are a couple of things I believe could be improved upon. For instance, at the present time any person who will comply with the terms of the manufacturers' contracts can become a dealer at a very nominal figure. This lays every one in the business open to unlimited competition, the worst feature of which is that in very many instances undesirable and unreliable persons become dealers, which hurts the business in many ways, as not only do the public class the goods with the persons selling them, but to my personal knowledge it greatly handicaps the jobber in placing his line in reputable houses. "To illustrate. I recently made a trip to a town in this State to look it over and see what sort of prospects it held. I found two so-called dealers handling the line. The first place was as filthy as a dog kennel and the other entirely unsuited for the business. I called then on the substantial merchants there and ende.avored to get them to take on a stock. They invariably cited the parties selling the goods, and said that as long as they were handling 'talkers' they could not consider it themselves. To offset undesirable persons securing the line and to encourage the more substantial merchant to sell the goods, the initial purchase should be regulated or scaled on the basis of the population. This would not wholly eliminate the difficulties, but would greatly help the situation. Suppose, for example, to become a dealer in Philadelphia to-day one had to invest ?500 to $1,000, what would be the result? First, we would have more exclusive talking machine stores; second, better class stores would carry the goods as a side line; third, more publicity given the line by newspaper advertising, etc.; fourth, and perhaps most important, though a natural result from the above, better credit conditions. Now as to the unlimited competition. It does seem to me that something should be done to regulate the increase in dealers. In my experience I have seen towns in which one or two dealers were selling the goods and making a good thing out of it. They worked hard, secured good results for their labor and were enthusiastic. Now we will say dealer number one buys from Jones; dealer number two of Smith; both are getting 'Al' service, and though Johnson, a third jobber, does his best he can't sell either. They are satisfied and won't change. What does Johnson do, and every other jobber? Why, he promptly starts up another dealer, and soon their numbers increase way beyond the capacity of the town to support. What is the result? Where previously those in the business made a good thing out of it, it now is so divided up that no one has a show. Credits drop, jobbers, dealers and even the manufacturers lose money, for the dealers get disgusted and either refuse to push the lines at all, or worse yet, do so in a half-hearted manner. I concede that this has been brought about in a large degree by ourselves (the jobbers), but what were we to do if our competitor follows along these lines? We are forced to do likewise, and though every jobber would undoubtedly be glad to see the thing stopped there is only one way to bring it about — namely, by concerted action, and the only way I can see such a result can be accomplished is by the manufacturer taking'the matter in hand." In glancing over the list of members of the National Association of Talking Machine Jobbers The World was surprised to note that outside of the Philadelphia houses the eastern Pennsylvania jobbers have failed to enroll. Whether or not this is due to neglect on their part or a non-realization of the importance of enlisting in the work of this admirable association every live and enterprising jobbing house in the country we do not know. Certain it is, however, that every one should get in line, for in numbers lie a great proportion of the strength of such organizations, and it Is the duty of every self-respecting man in the trade to do all in his power to further its interests. Above all, no firm should allow petty personal grievances to bear any weight in the matter, for it is not the advancement of a single individual or competitor that this work is being done for, but the solidifying of the whole trade structure and the overcoming of many existing evils in the business. Louis Buehn & Bro., of this city, reported business for December as in excess of all anticipations, with present conditions satisfactory and the outlook a clearing one. Ed Buehn, the junior member of this firm, and who travels for his house, is finding trade all through the State of a steady and reliable character. This company are doing all in their power to help their dealers, and by their support have materially aided them in business. For this month, as a leader, they are showing some exceptionally fine cabinets in both cylinder and disc lines. On Jan. 1 Louis J. Gerson became manager of the business of the Musical Echo Co. and assumed full charge. Mr. Gerson was' formerly assistant manager under Henry E. Marschalk, who recently withdrew his interests from the concern. Mr. Gerson has had wide experience in the field, having been one of the first men to travel for the Columbia Phonograph Co. He is a prominent Mason, thirty-second degree, a Knights Templar and a Mystic Shriner. It is stated that the Musical Echo Co., of which F. W. Woolworth, the well-known New York financier and owner of 160 five and tencent stores in all parts of the country, is president, will take on lines of player-pianos and musical merchandise, and otherwise enlarge their business in both the wholesale and retail ends. Under the management of Mr. Gerson the business is destined not only to maintain but increase its fine record of the past. Christmas business with C. J. Heppe & Son was very good; in fact, the figures run over last year's, which is saying a good deal. In the wholesale department especially a big increase was felt. January retail business so far has been very satisfactory. In the wholesale it is found that dealers in small towns are doing especially well, the reason being that these cater mostly to farmers, and this class all seemed to have money to spend. Those located in the cities are ordering a little cautiously as yet. However, this company are very optimistic in regard to the future, and if this added to their great facilities has anything to do with things 1!)0S will prove a prosperous year for them. The Penn Phonograph Co. enjoyed a brisk trade, at the closing of the old year. In regard to January they expressed themselves as very well satisfied with the way things were going, repeating their sentiments of last month — namely, that the more they saw of conditions in other lines the more contented they became witli the little niche allotted them by Dame Fortune, Get Started Right In 1908 Our Motto "EVERYTHING for TALKING MACHINES" tells our story Edison Phonographs Victor Talking Machines Edison Records Victor Records Genuine Edison Repair Parts Genuine Victor Repair Parts Tea Tray Horns, Cranes and Stands H. & S. Horns, Cranes and Stands Cylinder Record Cabinets Disc Record Cabinets "Truetone" Horns--Wood--Disc & Cylinder Phonometers Automatic Stops for Edison Machines Petmecky Needles " Phono Vita " High Grade Needles " 3 in 1" Disc Record Envelopes Place Brushes Metal Polish Graphite Syracuse Wire Record Racks K. D. Record Trays Record and Machine Carrying Cases Moulded Rubber Horn Connections " Tiz h " Horn Connections Our Prices are Right— Catalogue for the asking LOUIS BUEHN & BRO.. 45 North 9tli Street, PHILADELPHIA