The talking machine world (Jan-Dec 1911)

30 THE TALKING MACHINE WORLD. WITH THE PACIFIC COAST TRADE. Holiday Business witli the Talking Machine Men the Best Since the Fire — Heavy Demand Noted for Both Machines and Records — Babson Bros. Open New Store with S. E. Babson in Charge — Sherman, Clay & Co., Clean Out Nearly a Carload of Victrolas After Christmas — Busy Times at Columbia Co. Store — What the Other Houses Have to Report— The Month's News in Brief. (Special to The Talking Machine World.) San Francisco, Cal, Dec. 31, 1910, The holiday season just closed was, for the Pacific Coast trade as a whole, about the biggest ever experienced, and the San Francisco dealers have had the best month since the fire of 1906, at least. While the wholesale distributers of talking machine goods made unusually large preparations, and have at all times been able to supply nearly A 90 cent Outfit for 50 cents Retail Send 30 Cents in Stamps for Samples and Full Particulars This is our No. 100 Disk Cabinet, Oak or Mahogany, S6.TS Each Write for list of our new Cabinets, the Best and Cheapest made HEADQUARTERS FOR Victrola Protectors, Simplex Needle Boxes, Magnetic Needles, Cabinets VICTOR Jobbers EDISON S. B. DAVEGA CO. 126 University PI. New York everything asked for on demand, they will enter the new year with very little stock on hand, and have found it impossible to fill orders for some of the newer and more popular lines of machines. The retailers have bought both early and often, and might be expected to have a fair amount of stock left a week after Christmas, but the numerous orders which have already been received show that the trade as a whole is unusually well cleaned up. While there was a heavy Christmas business in records, the enormous number of new machines sold gives promise of a steady run in the record department during the latter part of the winter. Retailers are just now giving considerable attention to record advertising, and already note an increasing demand. Following the increased sale of high-class machines the call is generally for the more expensive records, and fine selections are certain to be in great demand throughout the year. Babson Bros, opened their new store at 65 Post street early in December, though they had made a start in the mail order business before that time. The store has a frontage of 30 feet, with a large and well-lighted space in the rear for the display of stock. A couple of demonstration rooms have already been installed, and further improvements are to be made within the next few weeks. S. E. Babson is in charge of the branch, and expects to remain here permanently. He states that the local retail trade has opened up as well as could be expected, and believes the firm will find this territory an extremely profitable field. W. A. Lynch, a well known talking machine man in San Francisco and Oakland, is associated with the new store. He has been for some time in Chicago, and on his way back visited the trade at a number of points through the South. Andrew G. McCarth}', of Sherman, Clay & Co,, snys : "The holiday business this year has been without exception the best we have ever had, in both the wholesale and retail departments. December brought an enormous increase over the preceding month, and on Christmas eve we had only three Victrolas left in the house." Mr. McCarthy states that about 80 per cent, of the business in machines is now on the Victro'a, attributing the rapid ad\ ance of this machine to the constant campaign of advertising which has been carried on. A delayed carload has arrived since Christmas, and in less than a week was almost cleaned out. The company have been well supplied with everything but the new $75 nnchine, and are now making deliveries on this line. Regarding the entrance of Babson Bros, into the fie'd, Mr. McCarthy considers this a strong Victor territory, and does not believe that there will be any real competition between this and the Edison line. The Pacific Phonograph Co, added si.x extra men during the holiday season to help out on deli\eries, and the rush lasted up to the last moment, the force being worked overtime for the last two weeks. Late orders from outside made it necessary to send out a great deal of goods by express. Things have quieted down a little since Christmas, but orders are still coming in on a large scale, especially for records. Mr. Pommer says that while he cannot compare this year's trade with past seasons, the company's business has been extremely satisfactory. He feels that the arrival of Babson Bros, and the increased competition resulting will really be a good thing for the Edison business, as it will bring this line into more prominence than it has ever had in the past. Mr. McCracken, outside man for the Pacific Phonograph Co., has just returned from a holiday visit to Minneapolis. The Edison business in Sacramento, Cal, has been unusually good. The line is handled there in a large way by three houses, the A. J. Pommer Co., the Drake Music Co. and the J. W. Boulton Music Co,, and all of them have moved a large amount of goods. The Wiley B. Allen Co. devoted a large amount of space to their holiday display of Victrolas, and this line came very near leading all others carried by the house in the sales record for December, the stock being practically cleaned out at present. Mr. Grob, who has charge of the talking machine business of Benj. Curtaz & Son, reports a very satisfactory holiday run, but says the business was materially limited by inability to get the new model Victrola, many buyers preferring to wait until these machines could be delivered. Mr. Scott, of the Columbia Phonograph Co., characterizes December as the best month for Columbia goods in the city for the last two or three years, the sales being far ahead of last December. He reports a lot of large orders from outside agents since Christmas, which he regards as an unusually promising sign in the country trade. The local house is entirely sold out of the Grafonola Favorite, for which new orders are coming in all the time. It is hoped that deliveries can be completed before the end of January. Mr. Cyrus, the road man, was in the city for the holidays, after covering the Sacramento Valley territory for Kirk, Geary & Co., and says conditions in that district are very promising. He is just starting out for another visit to the Southern district. W. S. Gray, Coast manager for the Columbia Phonograph Co,, will leave early in January for New York. He will be accompanied by Wm. F. Stidham, manager of the Los Angeles branch, and his family. Clark Wise feels greatly encouraged over the outlook for the talking machine department, which after a rather quiet season ended the year with the best month he has ever had. He says there seems to be a better feeling all around, and believes a material improvement will be noted in 1911. The Hauschildt Music Co. have made a big feature of their talking machine department, which has gained a strong foothold, considering the short time the house has been established in San Francisco. This department carries a general line of goods, and for the last month has had about all the business it could take care of. The Oakland Phonograph Co., 472 Eleventh street, Oakland, have the only exclusive phonograph shop in that city, carrying both Victor and Edison lines. The company report a very satisfactory year, with an exceptionally fine holiday season. HELPING THE SALESMAN. How the Sales Manager Can Increase the Efficiency of His Force by Using a Little Tact. ''Every sales manager," says one who has had a long experience in both buying and selling, "ought to be human, wise and sympathetic enough to lift his young men out of the sinks of depression when they fall into them. ''One error constantly made is that of praising the salesmen who is selling the most goods, and nagging the fellow who sells the least. Saleswork is competitive. A man not only competes with rivals of his own house, but each of the house's salesmen is also a rival. "A star performer's records are held up as an incentive to others on the staff. But they have seldom an effect on one who has become discouraged. One thing alone is certain to stimulate him, and that is a record of his own. The shrewd sales-manager helps him to get one. "The manager of a sales department of one large commercial concern, with hundreds of men under him, makes it a point seldom to praise the star performer. Let him run on his own steam, he advises ; praise him unwisely and he may feel that he is indispensable. The manager, on the other hand, gives his encouragement to those who need it." ANENT CONSTANTINO'S SUIT. Reference has been made in the daily newspapers to Constantino's $200,000 suit against the Columbia Phonograph Co. The suggestion that the Columbia company have failed to pay Constantino the royalties it is claimed they owe him is indignantly denied by the Columbia, people, who say that his claim is absolutely unfounded, absurd and will be fought to a finish. They also said that if Constantino, who is under contract to sing for them exclusively, wants the advertising the lawsuit will bring him he is welcome to it. "Grit makes the man ; the lack of it the chump. Boys who win, catch hold, hang on and hump." It's a wise man who always has a wise excuse.