The talking machine world (Jan-Dec 1912)

46 THE TALKING MACHINE WORLD. Some of the Columbia Grafonolas have no competition. AH of them can stand any amount of it. Columbia Phonograph Company, Gcn'l, Tribune Building, New York CONDITIONS IN CINCINNATI. Jobbers and Dealers Make Favorable Business Reports — Great Increase in Record Trade — Mrs. Clark Lectures at Wurlitzer Hall Upon Educational Value of the Victor — New Grafonolas Please Dealers and Their Customers — New Victor Catalog Proves Real Aid to Business — Other News of General Interest. (Special to The Talking Machine World.) Cincinnati, O., March 4, 1912. The local situation is a very favorable one, the business during February having been exceptionally satisfactory, considering general conditions. All the houses report having either excelled or beaten the record during February, 1911. At the R. Wurlitzer Co. the month of February was a record-breaker, both in the retail and wholesale business. In addition to the splendid showing which was made in both departments,, lines were laid for future business, that will make trade boom right through the summer. The wholesale business was exceptionally heavy in February, while the receipts on some styles of Victrolas were light, on those styles of which stock could be secured, a sufficient amount was on hand to meet all demands. The record situation is gradually clearing up and the shortage is giving away to heavy express shipments, which are being made up by the manufacturers. In spite of the shortage on records, Wurlitzer service has not be impaired, as is proven by the satisfaction expressed by dealers. The retail department is awaiting the arrival of the new record catalog with interest. A very small shipment has been received, but not enough for general distribution. The record trade, which has already assumed immense proportions, is sure to double or treble, as soon as these catalogs get into the hands of Victor owners. The catalog is acknowledged to be one of the most wonderful pieces of literature ever distributed by a manufacturer of musical instruments, and the few which have found their way into the hands of the retail customers are being treasured among the valuable books in their respective libraries. The catalog is a regular encylopedia on musical matters, and none can resist the temptation of reading and studying its contents. Among the distinguished visitors was Miss Clark of the educational department, who gave a lecture in the Wurlitzer Hall to a big gathering of teachers and principals of the Cincinnati public schools. Other important concerts were given during the month, which together with a splendid line of newspaper advertising and beautiful and effective window displays, will go far toward increasing the immense demand for Victors and Victor records in Cincinnati. The Aeolian Co. says : "Since February is now a back number and we are 'March-ing on' we can look back and figure up where we have had a most satisfactory month with a nice increase. We attribute the result partly to the placing of the new Victor catalog properly before the public. We figured out exactly at what time to issue same and had announcements printed, which were put in the hands of every customer of our store and also all those attending our recital. Our supply was practically exhausted in one week. We want to compliment the Victor Co. on the wonderful thoroughness of its new catalog, as it is a decidedly original idea and greatly facilitates the immediate finding of whatever record wanted. We have had some bound in leather covers and added the regular catalog of Victrolas in the back. They make a permanent and complete booklet for ready reference." Manager R. J. Whelen of the Columbia Phonograph Co. reports that February was the very best yet, business in every department running far ahead of any previous February in the history of the store. He stated : "The shortage of goods to supply this demand really reminded us of the holiday trade. The widespread advertising of the $50 Grafonola 'Favorite' in February caused a real sensation in both the retail and wholesale departments, and the hardest proposition we had to face was to get the machines for actual bona fide orders. Many new dealers have been signed up exclusively and enthusiastic reports are being received from all over the territory. The dealers seem to never tire of praising the new models of Grafonolas and the large catalog of records offered them, both popular and grand opera selections. We have been pushing the proposition this winter of placing Grafonolas in Cincinnati's schools and our success has been very gratifying, having placed a number of them in the best schools in the city. The Y. M. C. A. have also installed a Grafonola in their handsome Cincinnati home. Manager Stever, of the Lyric Piano Co., is well satisfied with his talking machine department. He now claims it to be self-sustaining and believes it will become one of the factors in the trade in a very short time. This house is making a business of displaying talking machines and records. J. E. Poorman is advertising the sale of ten-inch records for twenty cents. He says he has no kick to make. John Arnold is elated over the collection end of his business. This and the sale of records during February is causing him unusual satisfaction. Manager Stodler of the Milner Musical Co. announces that the February sales were in excess of January's totals, the business being principally confined to high-class goods and records. The A. F. Mengel Music Co. in their March letter to record customers announces the completion of two new sound-proof demonstration booths and asks : "Are you telling your friends of our excellent service and our plan for furnishing clean and unscratched records?" Al Jolson's singing of "That Haunting Melody" and "The Crucifix," by Caruso and Journet, are among the best sellers of the month. THOS. W. LAWSON BUYS FOUR VIdTROLAS (Special to The Talking Machine World.) Boston, Mass.. March 11, 1912. Assistant Manager Chamberlain of the wholesale department of the Eastern Talking Machine Co, bad a good customer the other day in Thomas W. Lawson, the big State street financier, who spent considerable time in examining machines of the most approved Victor type. Mr. Lawson's order was for four high-priced Victors, two of which were sent to his Back Bay home and the other two to his country home, "Dreamwold," at Egypt, down on the South Shore. With the machines went a large quantity of the best records. Mr. Chamberlain has been putting an immense lot of time and hard work into his department of late, with the result that the business has about doubled itself since Christmas. PARABLE OF A SALESMAN Who Was Almost Nearly but Not Quite and the Moral Thereof. There was once a salesman who seemed to have a face value of one hundred cents on the dollar, and who possessed the earmarks of the one best bet. His knowledge of his goods was such that he could talk them in his sleep ; his preparation on a prospect was a thing of beauty and a joy forever; his demonstration was the admiration and envy of his fellows, and he had a line of convincing conversation that would make a Russell Sage quicken with the desire to spend. But, alas, alack and oddsgazook, he developed, upon trial, one great defect — at the crucial moment he could not guide the hand of destiny to the dotted line and get the John Hancock that copper-riveted the order. Time and again he played his part to the climax of the piece and departed in defeat from the prospect's office. The knack was not his. His wish-bone was where his back-bone should have been. It was indeed sad, not to mention somewhat peeving, to those who had backed him as a sure winner. But it came to pass, upon a certain day, says the wise man in The Caxton, that this salesman awoke to his weakness, and set about to remedy the defect. Said he to himself, "Up to a certain point you seem to be the candy kid, but beyond that you're a lemon drop. You're almost nearly but not quite, and what you lack is decision. When you get down to quantities, prices and terms you develop a case of frigiditis pedal extremitis, and it is infectious. It's you for a 'matter of course' attitude and an insistence that will make the dotted line draw the penpoint like a magnet. Forget yourself and go out and put it over like a real salesman, not a fancy imitation." And with this wise counsel in mind he straightway went out and lined up his prospects in green apple quick-step time. There was no getting away from him. He created the obvious and that was to sign. It was the triumph of decision over hesitation. He led to the last step and then assisted locomotion. Thus he lived happy ever after and waxed great in his line. Moral — Which teaches that the dotted line is of more importance in business than the fatted calf. It is one thing to recommend your goods highly and it is another and very different thing to brag about them. The recommendation you are willing to stand behind ; the brag you want to hide behind,