The talking machine world (Jan-Dec 1911)

58 THE TALKING MACHINE VVORJ.D. From Our Chicago Headquarters ROOM 806, NO. 37 SOUTH WABASH AVENUE, E. P. VAN HARLINGEN, MANAGER. Review of Trade Conditions — Hot Weather Has Depressing Effect on Trade — Many Visitors to City Within Past Month — The Talking Machine Co. Carry on Vigorous Campaign Despite Weather — L. C. Wiswell's Clever Booklet — New Retail Store Opened in Chicago — Columbia Co. Make Excellent Showing for Business During Past Six Months — Lyon & Healy's Summer Talking Machine Window Display Highly Praised — Improvements in Retail Record Department — Arthur D. Geissler to Spend Vacation on Pacific Coast — Kreiling & Co. to Bring Out New Model of Their Device — Cabinet Business Active with Salter Mfg. Co. — Other Items of Interest. (Special to The Talking Machine World.) Chicago, July 10, 1911. Although June, according to the majority of the jobbers and large retailers, was the first month this year that failed to show a material increase in business as compared with the corresponding month last year, the showing is considered a good one. In the first place, June of 1910 was an exceptionally good month, and weather conditions were far more favorable than this year, when the extreme heat and general business conditions were deterrent factors. That the month made an even break and in some instances a slight increase over last year is cited as showing the vitality of the talking machine trade. Another good feature is found in improved collections. This section of the country has experienced so far in July the hottest weather known for years, and the depressing effect on all lines of trade is in evidence. Nevertheless, it was interesting to note that three $200 machines were sold at retail by One of the local houses one morning this week. Of course, too much significance must not be placed upon this, as the sales constituted an oasis in the prevailing but perfectly natural trade dulness. Distinguished Visitors. There have been quite a number of well-known members of the trade in Chicago the past month, the majority of them, however, passing through on vacation trips. To-day and to-morrow jobbers and factory representatives will be arriving l:y every train, bound for the convention in Milwaukee. The latter part of next week Chicago will no doubt resemble a convenlion town, as many of the conventioners will take the opportunity of spending several days in the Western metropolis. Mrs. Frances E. Clark, who has charge of the Victor Co.'s educational department, which has for its purpose the promotion of the use of machines and records in the public schools, was in the city last week on her way to the Pacific Coast, where she will attend a number of teachers' and music supervisors' conventions and make addresses in the interes'.s of the work in which she is engaged. Victor H. Emerson, manager of the recording department of the Columbia Co., was a recent visitor at the Columbia Co.'s Chicago office. He was on his return from a vacation spent in California. O. A. Lovejoy, manager of the talking machine department of the Soulhern California Music Co., Edison jobbers and Victor dealers, Los Angeles, Cal,, was in Chicago recently on his way East to visit the factories. He will attend the convention on his return. "Ted" Geissler, the athletic young son of Edward Geissler, vice-president of the Geo. W. Birkel Co., of Los Angeles, came to Chicago recently with the glee and mandolin clubs of Leland Stanford University, The boys were brought here by the Santa Fe Railroad Co., who paid all their expenses. The clubs gave no less than sixteen concerts on the way at the company's various eatmg houses and hotels. "Ted" had a fine lime while here visiting his cousin, Arthur D. Geissler, who was a member of both clubs when he attended Stanford, and George A. Keith, who was the leader of tlu iii;iii(lolin cluli for two years. "Ted," with se\cral <>( h s brother collegians, left for tiie East to "see Broadway" before returning home. Sam Goldsmith, of the Victor Co., recently returned from an extended business trip covering Montana, Colorado and Utah. He has been taking a rest at Calumet, Mich., prior to the , convention, Geo. D. Ornstein, manager of traveling salesmen for the Victor Co., and J. L. Gately, district manager for New York and New England, has been spending several days among the trade on their way to Milwaukee. M. Dorian, auditor for the Columbia Co., was in Chicago recently on his return from a trip among the company's branches which took him to the Coast. Vigorous Hot Weather Campaign. "There is no question but that the summer dulness in the talking machine business is largely a matter of the mental attitude of the trade," remarked Roy J. Keith, sales manager of the Talking Machine Co. "It has been proven again and again that the dealer who does not lay down during the heated term, but keeps plugging away vigorously, using his brains to devise new plans, can do a good business in what is otherwise the deadest season of the year. We are following these lines this year. We have increased our sales force, are sending out more trade literature and have increased our expenses all along the line instead of cutting them, and are very well satisfied with the results. Every one of our salesmen carries with him data of no less than twenty-five original plans for stimulating business, and dealers who take advantage of them are reaping fine results." Information for Prospective Dealers. L. C. Wiswell, manager of the talking machine department of Lyon & Healy, is the author of a most valuable little booklet on "How to Become a Talking Machine Dealer," which has been printed in most attractive form by the house, and is being used with excellent effect in the wholesale sales campaign. The booklet gives just exactly the information that the dealer, who is. considering putling in talking machines needs, and gives it in succinct and lucid form. The stability given to the talking machine trade by the maintenance, in contradistinction to other lines, of the rigid one-price system is dwelt upon most convincingly. The contrac s of both the Edison and Victor companies are summarized and described and requisites for qualifying with both companies are given. Several suggestions for qualifying orders are also presented. A chapter is also given to the manner in which Lyon & Healy co-operate with their dealers in the matter of turning over to their dealers inquiries received through their extensive advertising and the work done by their travehng salesmen in helping the dealers consummate sales. A number, of letters from dealers telling of sales made through the aid of Lyon & Healy bring the book to a close. New Retail Stores. "The musical tone music firm, sellers of food for the ears," is the novel manner in which the R, H. Golding Co. characterize themselves. The company have just opened a new talking machine store at 1013 Montrose boulevard, handling Columbia goods exclusively. The front part of the store is fitted up in a thoroughly artistic manner as a reception room, and little suggestion of a business establishment is .given. A library 'able Grafonola occupies the center of the room, which is furnished to resemble the parlor of a home. Mr. Goldmg, who has been an expert salesman in other lines, is only a recent acquisition to the talking machine trade. Judging by the evidence of brains and energy he has given, he should prove a distinguished success. Pappas & Gramas have opened a new piano, art goods and talking machine s ore on Wilson avenue just west of the Northwestern Elevated Railway They have a handsome establishment, and are planning a vigorous campaign on Victor goods. The Reichert Piano Co., of 732 Milwaukee avenue, have leased the larger corner store adjoining the present location, and will greatly enlarge their alkiiig machine department, putting up sevcfBt fine booths. They handle both Columbia and Victor lines. C. L. Fischer has opened a Victor talking machine and musical department in Gilmore's department store at Kalamazoo, Mich. I-Iillman's department store, State and Washington streets, have enlarged iheir talking machine department and are starting several new booths. John E. Moyer, of Dixon, 111., has sold out his furniture business and will devote himself entirely lu his talking machine business, handling larger i^dison and Victor stock than heretofore. J. Bart Johnson, Jacksonville, 111., moved inlo a fine new store with six handsome booths devoted to the demonstration of Victor and Edison ma:hines. Columbia Items. W. C. Fuhri, district manager of the Columbia Phonograph Co., is highly gratified with the business transacted in the extensive territory under his direction for the first six months of this year. A material increase over 1910 was scored all along the line. He has just received a letter from General Manager George W. Lyle expressing his satisfaction wi;h the volume of the company's June business. Mr. Fuhri was in New York the middle of last month, and while there met Col. F. B. T. Hollenberg, the big Columb:a jobber of Little Rock, Ark., who was on his way to Europe for the summer. The Columbia branch in New Orleans will move into a new store on Canal street this month. It is a fine modern building with a commodious basemen , something rare in the Crescent City. E. C. Poore, formerly assistant to Manager McMurtry, of the Columbia's branch at Kansas Cit}', has succeeded J. L. Burr as manager of tlie Omaha office. Manager C. F. Baer reports rather an unusual condition and that the Chicago office in June showed a slight increase over May, and quite a material gain over June of last year. The various types of Grafonolas are still hampered by the inability of the factory to keep pace with the demand. Collections made an important increase last month. The company have offered $2.5 to the branch house selling the most "Mignons" during July. Mr. Baer has offered to turn the prize if gained i.ver 'o the retail sales force, and everybody is hustling for the honer and the monc}'. Good Summer Window. Lyon & Heal}' have installed their annual summer talking machine window display. It takes up the entire space from the Wabash avenue entrance to the corner, and depicts a camping scene with the campers enjoying the strains from a Vic rola. The main object of the display is to show tire adaptability of the $50 and $75 Victrolas for vacation use because of their portability. The extensive improvements to the relail record department on the fifth Hoor are practically completed. The color scheme has been changed from green to brown, and in each of the twelve record booths the windows opening into the record sales room have been replaced by doors, thus permit ing the attendants to enter the room and, therefore, enabling the use of V;ctrolas instead of horn machines for demonstration purposes. L. V. B. Ridgeway, who travels Illinois for the L. & H. talking machine department is spending a month's vacation on the Pacific Coast. Before (Continued on page 60.)